Senior Manager, OBR Strategy, Performance & Pre-Cruise

This position is on – site in our Royal Caribbean Headquarters 1050 Miami

Journey with us! Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

The Royal Caribbean Group, Celebrity Cruises team has an exciting career opportunity for a full Senior Manager, OBR Strategy, Performance & Pre-Cruise, reporting to the AVP, Onboard Revenue Commercial Management & Operations.

Position Overview

The Senior Manager, OBR Strategy, Performance & Pre-Cruise, is responsible for co‑developing and executing commercial strategies that drive revenue growth, margin optimization, and guest engagement across onboard and pre‑cruise revenue streams. This role partners closely with Onboard Revenue leadership to translate strategy into commercial plans, oversee pricing and promotional execution, and establish governance and performance management across the end‑to‑end commercial lifecycle.

The Senior Manager leads a team of up to 3–4 analytical and commercial resources and is accountable for delivering timely, clear, and actionable insights that directly influence pricing, promotions, merchandising, and product offerings across a portfolio exceeding $1B in gross revenue. This role requires a combination of strong analytical capability, commercial judgment, and operational execution, as well as the ability to simplify complex information into compelling recommendations for senior stakeholders.

Key responsibilities

• Co‑developing commercial strategies for onboard and pre‑cruise revenue in partnership with Onboard Revenue leadership.
• Leading strategic assessments, performance evaluations, and forward‑looking recommendations across all major onboard revenue categories, including dining, beverage, destination experiences, retail, spa, internet, photo, packages, amenities, and pre/post cruise offerings.
• Owning the execution of pre‑cruise promotional strategy, including coordination with Marketing and Sales, launch readiness, QA of pre‑cruise site and app content, and post‑promotion performance analysis.
• Designing and overseeing complex pricing models across products, suppliers, and customer segments to support revenue and margin objectives.
• Managing commercial performance reporting, governance, and communication related to pricing, promotions, merchandising, and product offerings.
• Building strong cross‑functional partnerships with Digital, E‑commerce, Hotel Operations, IT, Marketing, Revenue Management, Sales, Finance, and Shipboard leadership to ensure effective execution and alignment.
• Leading, coaching, and developing a high‑performing team that supports both strategic planning and day‑to‑day commercial execution.

Qualifications and Education

• Bachelor’s degree in Business, Finance, Economics, or another quantitative discipline required.
• Master’s degree strongly preferred.
• 5+ years of experience in analytics, quantitative analysis, or a related discipline, or an equivalent combination of education and experience.
• 5+ years of experience developing, leading, or recommending strategic frameworks or commercial strategies for a brand or profit center; longer tenure in this type of work is a plus.
• Experience in revenue management, demand forecasting, and pricing analytics.
• Data research and modeling skills are a plus.

Financial/ Quantitive Responsibilities

• Drives pricing, promotion, and merchandising opportunities across $1B+ in gross onboard revenue .
• Optimizes the percentage of total onboard revenue captured through pre‑cruise channels.
• Accountable for margin optimization across all onboard and pre‑cruise revenue streams.
• Owns pricing for products sold both pre‑cruise and onboard.

Leads the development and oversight of pricing and promotional toolkits used by shoreside and shipboard teams.

How has the job changed / grown

The role is an established role within the Hotel Operations team responsible for the expansion of Onboard Revenue. The role has grown in the increase of strategic ownership, commercial leadership, and cross-functional influence.

• Leads the strategic relationship with Marketing and Sales
• Owns pre‑cruise promotional strategy end‑to‑end
• Drives implementation through existing teams and enhanced cross‑functional collaboration
• Provides increased leadership capacity alongside a Manager role within the team.

Internal / External Relationships

• Marketing
• Sales
• Hotel Operations
• Revenue Management
• Shipboard Leadership
• Corporate Strategy
• Corporate Development
• Operations Accounting
• Brand Finance

Working Conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job with or without reasonable accommodations. The environment includes office location, and /or moving inside/outside the office. Responsibilities include traveling between numerous offices. A high noise level is possible if you visit shipboard or offsite locations.

While performing job functions the employee is regularly required to sit, stand, write, review and type reports, compile data, operate a pc, communicate, listen, and assess information. The employee may move about the office complex, may travel to other office locations and may lift, push, pull or move 20-50 pounds, Visual requirements include distant, close and color vision, and ability to adjust focus.

• Office‑based role with interaction across both shoreside and shipboard teams.
• Requires the ability to read and comprehend instructions, correspondence, and memos, and to communicate effectively with multiple departments.
• Strong interpersonal skills and the ability to build, challenge, and develop a high‑caliber team are essential.
• Travel up to 25%, including domestic, international, and shipboard travel.

We know there's a lot to consider. As you go through the application process, our recruiters will be glad to provide guidance, and more relevant details to answer any additional questions. Thank you again for your interest in Royal Caribbean Group.

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.