AVP, LACAR IRs

ABOUT US

Royal Caribbean International is known for driving innovation at sea and has continuously redefined cruise vacationing since its launch in 1969. Each successive class of ships is an architectural marvel and pushes the envelope of what is possible on a cruise ship. Onboard, the global cruise line has debuted countless industry “firsts” – such as rock climbing, ice skating and surfing at sea – to capture the imagination of families and adventurous vacationers alike. Throughout, guests sail on exciting itineraries to some of the world’s most popular destinations and enjoy Royal Caribbean’s friendly and engaging service.

RESPONSIBILITIES

The primary purpose of the AVP LATAM is to profitably build market share for Royal Caribbean International in the Mexico and Latin America marketplace. LATAM is a core, strategic market and the business needs a dynamic, commercial and sales focused leader to successfully develop our business. A leader who can help shape our marketing strategy to attract more high value guests, a distribution strategy to ensure that we have strong relationships with our key strategic distributors and a revenue management and pricing strategy to ensure we are getting the right price for our product. An inspiring and dynamic leader who will ensure the team around them is focused and motivated. The AVP LACAR will have responsibility for revenue (ticket and PCP), profit, customer, and team KPI’s across the whole region.

The AVP will play a pivotal role as a member of the senior leadership team within International and ensure that LACAR supports the overall delivery of the International Strategy for Sales together with shaping the product/proposition for the region, including future deployment and investment. The AVP must build strong and productive relationships with Miami head-office to ensure the region gets the resources and focus it needs to deliver success.

• Develop the long-term LACAR Sales Strategic Plan (market and brand), and ensure the operating divisions align with their annual operating plans.
• Deliver against aggressive guest and revenue targets in each market. Work with local management to clearly define the sales and distribution strategies to deliver in line with the individual brand plans.
• Manage the annual, quarterly and monthly budgeting and reporting process. Ensure budgets and forecasts are accurate, based on a strong understanding of the underlying business, clients, and cost structure.
• Deliver both commercial and operational excellence by incorporating group level initiatives to ensure local success.
• Instill a high-performance, collaborative culture and provide energy, leadership and support to direct reports across LACAR and their teams.
• Manage and retain a strong team of motivated specialists who are passionate about delivering Sales performance. Lead and mentor an international Sales management team and engage with customers at the highest level, to ensure profitable growth.
• Co-ordinate proactively with other Royal Caribbean Regions to promote consistent performance, spread LACAR learnings internationally and benefit from product and service developments in other regions.
• Represent the Royal Caribbean brand and business with clients and with the industry in general. Ensure the brand is strong and has a positive perception.
• Control sales and Trade marketing and all general administrative expenditure to ensure it does not exceed budget whilst achieving optimal passenger and revenue yield across the region.
• Work with local management to grow brand awareness across key markets through targeted consumer, trade and incentive marketing activity. Develop an effective communication strategy to target consumer, trade and co-operative advertising.
• Reduce overall commission levels to maximize profitability.
• Maximize suggestive selling opportunities through staff training and incentives.

1. Strategy and Planning

• Produce Strategic Plan which demonstrates a thorough understanding of the cruise sector dynamics and identifies clear and actionable strategies which will result in RCCLs long term objectives of profitable growth being met.
• Ensure regular forecasting processes in place which may modify/change Plan assumptions, but overall targets are achieved.

2. Performance Management

• Ensure there is a rigorous process to ensure all key objectives and targets are met. Specifically, but not exclusively, these will include:

• Appropriate weekly and monthly reporting.
• 100% delivery against strategic products (those products where the LATAM market is fundamental to a product overall performance).
• Processes to ensure potential revenue and volume issues are highlighted early and appropriate actions taken.
• Efficiency targets and projects are delivered in line with AOP.
• Appropriate objectives are set and monitored for direct reports.
• Effective processes to ensure cost control and accurate forecasting.

3. Business Leadership

• Appropriately represents RCCL in the LATAM travel and business arena.
• Develop and maintain a presence in Miami with Brand and Shared Services leaders.
• Develop both internal and external relationships to secure support for LATAM business development and initiatives, deployment, systems investment.
• Ensure high levels of motivation and an overall positive working culture.
• Development of talent to ensure high performing Management Team.

QUALIFICATIONS

• Entrepreneurial leader with vision and ability to execute, from corporate environment.
• Extensive P&L experience with a track record of driving significant growth.
• Extremely results-focused with strong trading mentality.
• Decisive, making decisions based on facts and experience.
• Able to build excellent relationships with peers in Miami HQ and across the other regions.
• Track record of leading cross-border best practice and creating a culture of continuous improvement.
• Track record of introducing commercial fresh-thinking and challenging the status quo in a positive way.
• Broad Management experience preferably from sales, marketing and commercial within the service industry.
• Good international understanding of sales through distribution channels, agents etc.
• International experience.
• Fluent in Spanish.
• Travel requirements up to 90% of the time.
• Ability to Liaise with internal stakeholders within revenue, marketing, pr, govt relations, port operations.