Manager, Onboard Revenue

Royal Caribbean Cruises Ltd•Miami, FL

16h•Onsite

About The Position

Royal Caribbean Group’s Hotel Onboard Revenue team is hiring a full-time Manager, Onboard Revenue, based on-site at the company’s Royal Caribbean Headquarters. Reporting to the Director, Onboard Revenue, the Manager is the business-side owner of the commercial strategy, governance, stakeholder alignment, legal and brand guardrails, prioritization, and outcomes for PCP pricing, promotions, and targeted-offer automation. The role is responsible for ensuring automation delivers measurable value across a complex commercial environment involving more than 20 million potential price points annually, over 500 products per sailing, and more than 2,500 sailings, while mitigating operational and brand risk through clear decision rights, guardrails, and measurement practices. The Manager leads strategy and prioritization for automation across product categories and brands, establishes commercial governance, partners with Legal and Compliance, and serves as the final business approver for automation policies, go-live readiness, and major parameter changes. The role also owns performance measurement and iteration, coordinates cross-functional delivery, and establishes the operating model—including QA, documentation, training, support, and backlog management—needed for scaled execution and adoption. The Manager manages and develops analysts supporting automation analytics and execution, or acts as a functional lead and mentor if there are no initial direct reports. The role is accountable for delivering and growing global revenue goals, including a stated 2026 forecast of $2 billion in sailed PCP revenue. The position may regularly require domestic or international travel.

Requirements

Bachelor’s degree required, or an equivalent combination of education and experience.
Six to ten or more years of experience in revenue management, pricing, promotions, e-commerce monetization, or commercial analytics, with demonstrated cross-functional leadership.
Alternatively, six to ten or more years of related financial and business analysis experience and/or training, or an equivalent combination of education and experience.
Proven experience owning a business roadmap or backlog, governance model, and performance management using test-and-learn practices.
Strong fluency with data and analytics, including the ability to challenge models, interpret results, and make business tradeoffs.
Strong stakeholder management and executive communication skills, with the ability to align competing priorities.
Comfort with analytics tools such as Excel and Power BI, as well as enterprise planning and reporting tools.
Understanding of system-enabled pricing and promotion execution environments.
Strong written and oral communication skills and ability to work effectively with operational personnel at all levels.
Strong computer and analytical skills.

Responsibilities

Own the PCP automation strategy across pricing, promotions, and targeted offers, including objectives, success metrics, and rollout sequencing across product categories and brands.
Translate strategic priorities into a ranked use-case backlog and govern tradeoffs across stakeholders.
Establish and enforce commercial governance, including pricing and discount guardrails, segmentation rules, approval workflows, and exception handling.
Partner with Legal and Compliance to define and maintain legal and ethical guardrails, especially for segmentation and targeted discounts versus personalized pricing.
Serve as final business approver for automation policies, go-live readiness, and major parameter changes.
Own the measurement framework and make rigorous A/B testing, uplift modeling, and performance readouts standard practice.
Review performance with leadership and drive corrective action when automation underperforms or introduces operational risk.
Lead the business interface across Onboard Revenue, Marketing/E-commerce, Digital, AI/Data, Revenue Planning/Finance, and Operations.
Provide business requirements and acceptance criteria to delivery teams and ensure releases are usable, supported, and operationalized.
Own the operating model for scaled execution, including QA processes, documentation, training, support paths, and ongoing backlog management.
Ensure tooling and processes reduce manual work and errors associated with complex promotion setup and frequent updates.
Manage and develop analysts supporting automation analytics and execution; set expectations for outcomes, quality, and stakeholder partnership, or act as functional lead/mentor if there are no initial direct reports.
Deliver and grow global revenue goals, including the stated 2026 forecast of $2 billion in sailed PCP revenue.
Perform other job-related duties as assigned.