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Senior Commercial Analyst

ABOUT THE ROLE

As a Senior Commercial Analyst, you’ll play a central role in shaping Royal Caribbean’s commercial performance across Australia & New Zealand. You’ll sit at the intersection of commercial planning, trade performance, market sourcing and distribution, bringing strong analytical capability together with commercial judgement to assess whether performance and planned activity are on track to deliver booking, revenue and guest outcomes — and identifying what needs to change when they aren’t.

This role requires someone who is highly data‑savvy, comfortable deep in the detail, but equally able to step back and connect the dots across the wider commercial picture. You’ll be a trusted business partner to Sales, Marketing, Revenue and Finance, working collaboratively to test assumptions, challenge thinking and shape decisions. You’ll also act as a key link between ANZ and global teams, partnering with Miami and International to translate local insights into targets and plans - helping the business not just understand performance today, but proactively shape tomorrow’s results.

DUTIES & RESPONSIBILITIES

Commercial Planning

• Bring a clear, consolidated view of current and upcoming activity into the weekly trading meeting, providing a point of view on whether current results and planned activity are sufficient to deliver booking targets, and leading discussions on risks and actions.
• Deliver monthly reporting on core commercial KPIs, including passenger volumes, Net Ticket Revenue (NTR), onboard revenue, Pre‑Cruise Planner penetration, Net Promoter Score (NPS) and Direct channel share, with concise commentary on performance drivers.
• Provide ad hoc commercial analysis to answer business questions, quantify risk and opportunity, and support revenue and guest‑related decisions.

Trade Commercials, Profitability & Contracting

• Own the annual trade commercial target‑setting framework, including the design of growth tiers and incentive payout mechanics that align partner behaviour to ANZ volume and revenue objectives. Partner closely with Sales to refine targets and incentive structures through the contracting process.
• Maintain clear visibility of Cost of Sale (CoS) performance at travel partner level, tracking performance versus targets throughout the year and identifying the drivers of over‑ or under‑performance in collaboration with Finance.
• Manage trade profitability holistically, assessing total return on investment by comparing booking and revenue outcomes against total investment, including commissions, overrides and marketing spend.
• Deliver weekly and monthly trade performance reporting at a travel partner level, tracking results versus recent performance and prior year, and calling out key drivers such as campaigns, product mix, promotional activity or market conditions.
• Maintain a clear understanding of the trade co‑op calendar, including what activity is planned, when investment is deployed, and which partners or products are being prioritised.
• Act as the subject matter expert for all Sales dashboards and reporting, serving as the first point of contact for the Sales team on performance queries, definitions, methodology and interpretation.

Market Sourcing (Passenger & Net Ticket Revenue)

• Own governance of passenger and Net Ticket Revenue (NTR) sourcing against the annual sourcing plan, ensuring delivery remains aligned to forecast assumptions and commercial priorities.
• Explain change across forecast rounds, clearly articulating how and why sourcing requirements have shifted and what this means for volume, revenue and risk.
• Shape forward sourcing decisions by assessing performance at itinerary and sailing level, and recommending where to adjust mix, timing or market focus to maximise NTR.

Rest of World (ROW)

• Own the monthly ROW forum with Sales and Marketing, providing clear updates on pacing versus forecast, macro‑economic factors impacting demand (e.g. geopolitical events, airfare costs), and implications for ANZ performance.
• Work proactively with international markets pre‑deployment to strategically assess which sailings ANZ can support, enabling earlier, more deliberate sourcing decisions
• Highlight sailing‑level opportunities and risks, identifying where ANZ demand can support global priorities or where sailings are particularly well‑suited to the Australian guest.
• Manage ROW cabin and rate requests from ANZ Key Account Managers, acting as the central liaison with relevant teams to secure timely, competitive and commercially appropriate offers for campaigns.

Channel Performance & Mix Analysis

• Own the channel sourcing and distribution framework, ensuring clear targets are set.
• Analyse channel mix at a ship and product level, linking performance to specific sales initiatives, campaigns, partner activity and marketing execution to understand what is driving booking behaviour.
• Assess whether planned Sales and Marketing activity is sufficient to deliver target channel shares, proactively identifying gaps and risks where current investment or focus is unlikely to achieve the desired mix.
• Recommend changes to the channel mix targets and partner with Miami teams to operationalise approved changes by loading updated targets into global systems.

Data, Tools & Automation

• Modernise and improve reporting and insights through AI and automation workflows.
• Collaborate with International BI to adopt new tools, analytics features, and reporting innovations that improve speed and insight.
• Streamline manual processes to free up time for deeper analysis and improve the accuracy and consistency of commercial reporting.

General

• Perform additional duties as required to support commercial planning.
• Travel as needed within Australia, New Zealand, and internationally.

KEY STAKEHOLDERS

• Sales (ANZ): Act as a strategic business partner on trade targets, contracting, incentives and channel delivery. Provide performance insight, interpret sales dashboards, and support decisions on partner focus, activity and investment.
• Marketing & Trade Marketing (ANZ): Ensure planned activity and investment are aligned to commercial priorities and channel targets.
• Revenue Management (ANZ): Partner on booking performance, sourcing and trading decisions, translating demand signals and risks into actionable levers at a ship, product and itinerary level.
• Finance (ANZ): Work closely on Cost of Sale (CoS), forecasting and profitability analysis, ensuring trade investment, incentive outcomes and ROI are clearly understood and financially robust.
• International Commercial & Sales (Miami): Act as a conduit between ANZ and global teams, recommending updates to targets, sourcing and distribution plans, and supporting implementation through global processes and systems.
• International Business Intelligence (Miami): Collaborate on reporting enhancements, automation and tooling, ensuring ANZ insights are scalable, consistent and supported by global platforms.

WHAT SUCCESS LOOKS LIKE

• The business has a clear, confident view of commercial performance, with timely insight into whether current results and planned activity are sufficient to deliver booking, revenue and guest targets.
• Risks to delivery are identified early, well understood and supported by clear, pragmatic recommendations that help the business course‑correct.
• Trade investment, incentives and channel decisions are commercially sound, with strong visibility of Cost of Sale, profitability and return on investment at a partner level.
• Passenger and Net Ticket Revenue sourcing are deliberate and proactive, with sourcing decisions shaped early to maximise value and reduce late‑cycle pressure.
• Channel mix targets are well‑set, actively managed and effectively embedded, enabling the business to deliver against distribution objectives across ships and products.
• Sales, Marketing, Revenue and Finance view you as a trusted commercial partner, valued for your ability to explain performance, challenge thinking and connect data to real‑world decisions.
• Global teams trust your insights, and ANZ priorities are clearly reflected in targets, plans and systems, ensuring local recommendations are translated into executable outcomes.
• Reporting is clear, consistent and increasingly automated, freeing time for deeper analysis and forward‑looking commercial thinking.

QUALIFICATIONS

• Bachelor’s degree in business, analytics, or finance related topic.
• 5+ years in an analytical, financial, or commercial role.

REQUIRED SKILLS & EXPERIENCE

• Strong commercial and analytical capability – able to interpret complex data, connect inputs to outcomes, and apply judgement to real business decisions.

• Advanced Excel skills – comfortable with complex formulas, modelling and scenario analysis.

• Commercial storytelling and communication – able to distil insight into clear narratives, influence stakeholders, and support confident decision‑making.

• Highly numerate – comfortable working with percentages, drivers, sensitivities and commercial trade‑offs.

• Business partnering mindset – confident working cross‑functionally with Sales, Marketing, Revenue and Finance to challenge assumptions and shape outcomes.

• Problem‑solving orientation – able to identify risks early, evaluate options and recommend pragmatic actions.

• Strong attention to detail with big‑picture perspective – values accuracy while also stepping back to understand broader commercial implications.

• Organised and delivery‑focused – able to manage competing priorities, meet deadlines and maintain high quality under pressure.

• Proactive and collaborative working style – brings curiosity, ownership and constructive challenge to everyday work.

DESIRABLE SKILLS & EXPERIENCE

• SQL experience – able to extract, interrogate and shape data from multiple sources.
• Dashboarding and visualisation experience, particularly with tools such as Power BI and DAX.
• Experience with automation and process improvement (e.g. Power Automate, Power Query, Alteryx).
• Exposure to travel, tourism, aviation, cruise or other yield‑based industries.
• Experience working with international and matrixed teams, translating insights into action across markets and stakeholders.