Onboard Revenue Manager (Retail)


Miami, FL

Industry: Leisure and Travel


5 - 7 years

Posted 387 days ago

  by    Jay Reynolds

On-board Revenue Manager (Retail)

The Manager of Onboard Revenue position is primarily responsible for managing and leading strategic and tactical initiatives that drive maximum onboard revenue by working collaboratively across shipboard and concession management teams to achieve both revenue and guest satisfaction targets. 

This position manages approximately $500M in annual gross revenue and is responsible for the financial management, business analysis, operations, new-build planning, concept development, strategic and tactical planning, human resources, contract negotiation, sales training, and marketing development. Onboard Revenue includes Spa, Photography, Art, Gift Shops, Weddings & Shopping Ashore. These areas are managed both internally through shore side resources and externally through legal agreements with a wide range of concession partners.

  • The Manager of Onboard Revenue reports directly to the Director, OBR, and works closely with all areas of operations to ensure the day-to-day operations are meeting revenue targets, KPI’s and brand standards. This position will interact with shipboard and shore side Onboard Revenue, Hotel Operations, Human Resources, Marketing, Accounting, Internal Audit, Safety & Environment, Land Operations, Customer service, Legal and Marine Operations and OBR analysts.
  • The Manager of Onboard Revenue will monitor vessel performance and investigate positive / negative trends in revenue and service on our vessels. He/She plays a key role in ensuring we are above and beyond compliance and meeting or exceeding all ratings and revenue targets.
  • Achieves monthly, quarterly, and annual Revenue and Guest Satisfaction targets.
  • Develops an annual strategic plan to achieve targets.
  • Prepares Business Cases (eg: one page summaries, capital memos, and whitepapers) to supportfinancial and operational recommendations, working with shipboard and shoreside management to gain agreement.
  • Prepares and manages Milestone Plans, communicating with all key stakeholders, both shipboard and shoreside, to manage execution on-time, on-target, on-budget execution.
  • Leads projects from planning and development through implementation and operational stabilization.
  • Meets regularly with shoreside, shipboard, and concession management to understand and develop opportunities for further revenue growth.
  • Analyzes, recommends, and implements new products and services to increase revenue and ratings.
  • Reviews weekly revenue performance by ship and works with the senior onboard management team and concessions to meet targets through support from concessions.
  • Manages financial performance and prepares tactical plans to address revenue shortfalls.
  • Diagnoses revenue shortfalls and responds quickly with the appropriate actions.
  • Monitors guest penetration, frequency, and spend and makes recommendations to improve onboard revenue through product, pricing, promotion, placement, and position.
  • Analyzes current marketingpromotions and associated revenue to develop or adjust strategies and tactics to increase guest participation and maximize profitability of the revenue areas throughout the fleet.
  • Consolidates and shares best practices across fleet and with other shoreside managers.
  • Understands, manages and coordinates the consistent implementation of tools and processes that are included in the Revenue Roadmap.
  • Assists in the development of new concepts for existing fleet, newbuilds, and revitalizations.
  • Manages the operational and financial execution of new concepts.
  • Manages newbuilding process to create innovative onboard revenue design space that maximizes onboard revenue opportunities by liaising with newbuilding, revenue partners and architects.
  • Develops and ensures compliance with SQM policies that impact Onboard Revenue areas.
  • Manages contract negotiations with concessions in conjunction with the Director, Onboard Revenue.
  • Represents the interests of shipboard teams, shoreside management, and concessions during internal decisions or discussions that directly or indirectly impact the revenue areas.


  • Bachelordegreerequired; Master’s degreepreferred.
  • Analytical experiencerequired.
  • 5-10 years of cruise or hospitality experiencerequired.
  • Cruise industry experiencepreferred.
  • Shipboard working experiencepreferred.
  • Must be able to travel for 3-14 days at a time.
  • Proven ability to drive sales / performance through leveraging data, relationships and setting stringent goals for success.
  • Highly analytical with experience in performing financial analysis for revenue planning, forecasting and opportunity analysis required.
  • Excellent communicator with the ability to succinctly communicate issues and solutions, written and verbal.
  • Goal-oriented strategic thinker with strong planning capabilities.
  • Team player who understands when leadership is required.
  •  Excellent relationship manager who has the ability to move forward the goals and objectives of Onboard Revenue across all other departments in the organization.
  • Collaborative and communicative leader who can consistently work with all levels of the organizations and a range of internal and external departments to identify new opportunities and finds ways to overcome all obstacles in a fair and ethical manner.
  • Expertise in Word, Excel, PowerPoint, Lotus Notes, POS and shipboard revenue systems.
  • Excellent interpersonal skills to communicate with all levels of employees and management.
  • Ability to speak English clearly, distinctly and cordially with shore side and shipboard employees and guests.
  • Ability to read and write English in order to understand and interpret written procedures.
  • This includes the ability to give and receive instructions in written and verbal forms and to effectively present information and respond to questions.
$90K - $100K