Director, Onboard Sales

Royal Caribbean Cruises Ltd•Miami, FL

8d•Onsite

About The Position

Royal Caribbean International is seeking a dynamic and strategic leader to serve as Director, NextCruise Sales. This role will lead a strategically important sales channel for the brand, engaging with guests actively enjoying their vacation to convert satisfaction into future bookings. The channel focuses on increasing guest loyalty, supporting long-term revenue growth, and driving initiatives that enhance guest conversion, increase customer lifetime value, expand digital sales capabilities, and strengthen the connection between the onboard vacation experience and Royal Caribbean's future booking pipeline. The program also promotes and acquires guest participation towards the Royal ONE co-branded Visa program and strengthens guest engagement with the Royal Caribbean ecosystem. The Director will oversee and inspire a high-performing team of 130 employees located both on land and at sea.

Requirements

Bachelor's degree required.
7-10 years of progressive sales, commercial, or revenue management experience.
Minimum 5 years leading high-performing sales or revenue-generating teams.
Demonstrated success managing large-scale projects and cross-functional business initiatives.
Experience leading geographically dispersed teams in complex operating environments.
Strong understanding of sales performance management, customer retention strategies, and revenue optimization principles.

Nice To Haves

Shipboard, hospitality, travel, cruise, or tourism industry experience preferred.
A visionary sales leader who can translate strategy into measurable business results.
An exceptional project manager capable of leading large-scale transformational initiatives.
A highly effective communicator and executive presenter.
A relationship builder who can influence stakeholders at all levels of the organization.
A data-driven decision maker who balances analytics with commercial instinct.
An inspirational people leader who develops talent and creates high-performing teams.
A customer-centric professional passionate about delivering experiences that strengthen loyalty and drive future demand.

Responsibilities

Develop and execute comprehensive sales strategies that maximize future cruise bookings, onboard conversions, and overall revenue performance across the fleet.
Lead initiatives designed to increase guest retention and lifetime value through repeat vacation purchases and loyalty-driven sales programs.
Establish sales goals, performance metrics, forecasting tools, and accountability structures that drive consistent achievement of revenue targets.
Partner with Sales Analytics to identify trends, opportunities, risks, and market dynamics and translate insights into actionable business strategies.
Drive awareness and adoption of the NextCruise program through onboard, digital, and cross-channel engagement initiatives.
Support continued growth of the Royal ONE credit card application program through strategic sales, marketing, and operational enhancements.
Lead the development and execution of transformational business initiatives, technology enhancements, and commercial innovation projects across the NextCruise portfolio.
Serve as executive sponsor for strategic projects involving digital sales capabilities, systems enhancements, process improvements, and guest experience innovation.
Manage complex cross-functional initiatives from concept through implementation, ensuring alignment with corporate priorities, timelines, budgets, and expected business outcomes.
Partner with Information Technology, Revenue Management, Marketing, Hotel Operations, Loyalty, and Newbuild teams to deliver scalable solutions that improve conversion and operational effectiveness.
Develop business cases, capital investment proposals, financial analyses, and executive presentations supporting fleet-wide projects and future growth initiatives.
Provide leadership and direction for a global organization of approximately 130 shipboard and shoreside team members, including sales leaders, managers, associates, and support staff.
Build a culture of accountability, coaching, collaboration, sales excellence, and continuous improvement.
Oversee recruiting, workforce planning, training programs, succession planning, performance management, compensation recommendations, and employee development strategies.
Create and implement best-in-class sales training and professional development programs to strengthen selling effectiveness and operational execution.
Inspire and motivate a geographically dispersed workforce while fostering strong engagement and a shared commitment to achieving business objectives.
Act as the primary business leader for the NextCruise program across internal and external stakeholder groups.
Collaborate with Sales, Consumer Outreach, Loyalty, International Markets, Trade Sales, Revenue Management, and Agency Partners to maximize program exposure and booking conversion opportunities.
Partner closely with shipboard leadership teams, including Hotel Directors, Cruise Directors, Onboard Revenue teams, and Executive Committees to optimize program performance ship by ship.
Represent Royal Caribbean's strategic vision for onboard sales programs at executive meetings, leadership forums, and key business reviews.
Manage a business portfolio generating approximately $600 million in annual future cruise sales.
Oversee incentive structures, compensation programs, capital investment planning, and departmental financial reporting.
Serve as a key presenter and business advocate for projects and investment opportunities before senior leadership committees.