Onboard Revenue Performance Manager

Your Purpose

OBR Performance Manager is a regional leadership role responsible for developing and executing the commercial strategy across all onboard revenue streams, including casino gaming, retail, spa services, specialty dining, shore excursions, beverage programs, and other guest amenities. The Manager will drive profitability through governance and coordination with each assigned vessel, ensuring that all commercial actions align with brand standards and meet budgeted targets.

This position combines strategic planning, data-driven performance monitoring, and hands-on collaboration with shipboard teams. The role is primarily land-based but requires approximately 40% travel for ship visits, audits, and the implementation of new initiatives.

This is a hybrid position requiring 3 days per week in the office, in Miami. 

Your Impact

Ship Governance & Coordination

• Weekly Governance Meetings: Conduct at least two meetings per week (either in person or via call) with each assigned ship.
  • Pre-Cruise Meeting: Held before the start of each “master cruise” to define commercial actions based on assigned weekly revenue targets, expected guest demographics, and prepaid revenue performance.
  • Mid-Cruise Meeting: Held mid-voyage to assess actual sales performance versus forecast, identify gaps, and recommend and coordinate corrective actions with onboard department heads.

Ship Visit Execution (approximately 40% travel)

• Lead in-person governance meetings with shipboard commercial teams.
• Verify firsthand that approved commercial initiatives, merchandising standards, and promotional activities are being implemented effectively.
• Audit OBR promotions and events, marketing plans, usage of all marketing channels
• Provide on-site coaching, feedback, and training to shipboard revenue teams

Marketing

• Collaborate with Corporate Marketing, Loyalty, and Digital teams to align onboard marketing initiatives with broader brand campaigns and loyalty programs.
• Define and oversee the delivery of OBR marketing proposals for every week and every ship under supervision, across all available channels: Daily Program, All Printed Materials delivered to guests, Video content presented in the Theater or other venues, Screen saver on Interactive screens.

Commercial Promotion Management

• From a pre-approved toolkit provided by HQ, select and adapt commercial actions (e.g., themed promotions, bundled packages, loyalty incentives) to the local context of each ship.
• Track the effectiveness of each campaign; report results and lessons learned to HQ Ship Perf. Mgr. for continuous refinement of the toolkit.
• Ensure that all projects remain on schedule, within scope, and aligned with company standards. Identify and lead process improvements to streamline commercial operations, reduce costs, or drive incremental revenue.

Performance Monitoring & Reporting

• Monitor comprehensive KPIs for all onboard revenue categories as defined by HQ (e.g., onboard revenue per passenger, increase of sales, penetration increase, conversion per event, average transaction value).
• Share best practices and lessons learned across the fleet through regularly scheduled cross-ship webinars or reports.
• Prepare and deliver detailed performance reports to HQ OBR Commercial Mgr., highlighting variances, trends, and action plans.
• Utilize advanced Excel tools (PivotTables, complex formulas, data visualization) to analyze sales data, identify opportunities, and forecast future performance.

Competitive & Local Trend Monitoring

• Continuously monitor competitor offerings and pricing in the assigned geographical region to identify substantial gaps or emerging opportunities.
• Regularly research local trends ashore, particularly for restaurants, retail merchandise, and spa services to inform new product selection, menu innovations, or amenity enhancements. Coordinate findings with HQ to integrate relevant trends into onboard offerings.
• Serve as the first point of contact for Onboard Revenue (OBR) initiatives in local markets: liaise with regional offices to evaluate potential business opportunities (e.g., charters, large group programs) and align conditions for collaboration.

Your Journey so far

• Bachelor’s degree in Business Administration, Hospitality, Tourism, or related field.
• Minimum of 3-5 years of progressive experience in cruise line commercial operations, onboard revenue management, or hospitality sales. Demonstrated exposure to multiple revenue disciplines (casino, retail, spa, specialty dining, shore excursions) is essential.
• Strong understanding of forecasting, revenue trends, marketing and KPI development.
• Advanced proficiency in Microsoft Excel (PivotTables, VLOOKUP/XLOOKUP, advanced formulas, data analysis). Experience with business intelligence tools (e.g., Power BI, Tableau) is beneficial.
• Strong analytical skills, with the ability to interpret complex data sets and translate insights into actionable plans.
• Exceptional leadership, communication, and interpersonal skills, ability to influence shipboard management and cross-functional teams.
• Excellent project management skills and attention to detail.
• Willingness and ability to travel approximately 40% of the time, including extended shipboard stays.

Your Essentials

• US Passport or US Permanent Resident
• MSC Cruises is an E-Verify employer

MSC Cruises USA is an equal opportunity employer that complies with all applicable federal, state, and local laws, rules and regulations. It is our policy to employ and promote qualified candidates without discrimination on the basis of race, color, sex, age, origin, sexual orientation, marital status, disability or any other characteristic protected by law. Our hiring decisions are based solely on merit, qualifications and business needs.