Manager, Onboard Revenue

Private Destinations•Seattle, WA

6d•Onsite

About The Position

The Manager, Onboard Revenue is primarily responsible for the day-to-day strategic oversight of the Spa, Art, and Celebrations (Weddings, Renewal of Vows, Florals, and In-Stateroom Décor) business divisions for both the Holland America Line and Seabourn fleets, in conjunction with respective commercial partners where applicable. This role builds an intrinsic understanding of business performance by department and leverages data analytics platforms and revenue reporting systems to make informed recommendations to the Director, Onboard Revenue, while also providing forecasted revenue figures to support annual and ongoing planning submissions. The Manager drives business initiatives to meet or exceed forecasted revenues and guest satisfaction scores and serves as the primary shore-side liaison for vendor governance, operational standards, and cross-functional collaboration across fleet and shoreside teams.

Requirements

Bachelor's Degree required; discipline in Business, Sales, Marketing, Travel, or Hospitality preferred
Minimum 5 years of management experience overseeing revenue generation, ideally within the cruise or hospitality industry
Demonstrated ability to analyze data, utilize resources appropriately, and effectively report on results in written and oral formats
Proven experience managing third-party commercial partners and vendor relationships with accountability for performance outcomes
Experience contributing to annual planning, forecasting, and budget processes
Proven success overseeing multiple concurrent projects and stakeholders across cross-functional teams
Excellent interpersonal and collaboration skills; able to work effectively with shipboard and shoreside leadership and key stakeholders

Nice To Haves

Master's Degree or MBA preferred but not required
Knowledge of cruise line operations and/or shipboard revenue operations preferred.
Relevant professional certifications in revenue management, project management, or hospitality a plus
Experience with Capex coordination, drydock project planning, or lifecycle management in a hospitality or fleet environment a plus
Prior exposure to Spa, Art, or Celebrations program management in a shipboard or luxury hospitality context a significant advantage

Responsibilities

Serve as the day-to-day shore-side lead for the Spa, Art, and Celebrations programs across the HAL and SBN fleets, managing relationships with respective commercial partners where applicable.
Ensure program delivery aligns with brand standards, guest experience expectations, and contractual obligations.
Oversee vendor SLA compliance, coordinate business review meetings, and lead escalation resolution across program verticals.
Partner with Procurement and Legal on contract renewals, amendments, and RFP processes.
Strategize and maximize revenue opportunities for VIP cruises and elevated guest experience programs across Spa, Art, and Celebrations; may include traveling to co-host select sailings as a brand representative, coordinating with commercial partners and shipboard leadership to ensure seamless execution and exceptional guest outcomes.
Analyze monthly revenue and guest satisfaction data across Spa, Art, and Celebrations programs using business intelligence tools including Snowflake and associated reporting platforms.
Develop and maintain recurring performance dashboards and reporting packages; identify trends, variances, and causal factors with actionable recommendations.
Contribute to the monthly OBR PowerPoint presentation to Executive Leadership, including data visualizations, performance narratives, and forward-looking commentary.
Provide forecasted revenue figures to support annual Plan submissions and ongoing forecast updates.
Strategize and lead business initiatives by department, modeling projected revenue lift from inception through execution and continuous monitoring.
Develop business cases for new concepts, promotional programs, and operational improvements, incorporating financial modeling and ROI analysis.
Partner with Finance and Revenue Management to align departmental forecasts with fleet-wide planning cycles and corporate targets.
Oversee coordination of Capex requests, lifecycle replacement planning, and drydock project lists for onboard revenue outlets under purview.
Maintain awareness of ongoing repair and maintenance needs and ADA compliance requirements across Spa, Art, and Celebrations spaces.
Collaborate with Fleet Operations and Technical teams to prioritize and execute shipboard capital projects on schedule and within budget.
Periodically review and optimize online merchandising across primary and secondary booking flows for Spa, Art, and Celebrations.
Collaborate with Digital, Marketing, and Creative Services to develop OBR materials supporting guest communication and pre-cruise sales strategies.
Leverage data insights to evaluate channel effectiveness and recommend adjustments to pre-cruise conversion tactics.