Vice President Commercial, CTL Maritime

Your Purpose

The Vice President Commercial will define and drive CTL Maritime’s commercial strategy, securing cruise-line contracts for ports, terminals, and private destinations while maximizing ancillary revenues across retail, advertising, parking, and other opportunities. This role will build and lead a commercial organization focused on long-term contracts, high utilization, diversified revenue streams, and strong margin performance

Your Impact

• Commercial strategy: define go-to-market, pricing and contract strategies for port/terminal operations and private-destination offerings.
• Cruise-line business development: identify, pursue and negotiate long-term agreements with cruise operators (homeport agreements, port-of-call contracts, exclusive destination deals), including capacity planning, berth allocation and service-level commitments.
• Ancillary revenue: develop and operate revenue programs for retail leasing, duty-free, F&B, advertising (on-site, digital and transit media), parking, excursions and third‑party services; set leasing terms, revenue shares and concession models.
• Existing Partnerships: tapping into existing MSC Cruises partnerships to extend business opportunities into CTLM.
• Commercial structuring & contracts: lead commercial negotiations for complex, multi-year deals, concession agreements, MOUs and strategic partnerships; structure tariffs, berth fees, port dues and commercial terms to balance operator needs and company economics.
• Pricing & yield management: design dynamic pricing and package offerings (peak/off-peak, group vs. individual, bundled experiences) to optimize throughput, dwell time and per-passenger yield.
• Customer & partner management: own relationships with cruise lines, travel agents, tour operators, retailers, advertisers, concessionaires and local stakeholders (government, tourism boards).
• Cross-functional partnering: coordinate with operations, engineering, planning, security, legal and finance to ensure commercial offerings are deliverable, compliant and integrated with capacity, environmental and safety requirements.
• Commercial ops & reporting: build forecasting, CRM, pipeline, commercial KPIs and revenue-recognition processes for project-level and portfolio reporting.
• Team-building: hire, train and lead sales, account management, leasing, commercial finance and business development teams; define incentives and quota structures
• Market intelligence & product development: analyze competitor ports/destinations, route patterns, seasonality and passenger demographics to inform new offerings and investments.
• External stakeholder engagement: represent the company in industry forums, with governments and with local community partners to secure approvals and favorable operating conditions.

Your Journey so far

• 15+ years in commercial leadership roles with a global environment with proven experience winning and managing large B2B contracts; 5+ years at senior/VP level preferred.
• Ideally direct experience selling to cruise lines, port operators, terminal operators, ferry operators, large tour operators or airlines, alternatively strong experience in related infrastructure concessions, large venue commercialisation (airports, stadiums, theme parks) or hospitality/leisure at scale.
• Track record designing and monetizing ancillary revenue streams (retail leasing, advertising, parking, concessions).
• Experience structuring long-term concession agreements, tariffs, or complex service contracts.
• Strong P&L, commercial modelling and contract negotiation experience.
  

Skills and competencies:

• Strategic commercial thinker with hands-on closing ability.
• Good understanding of cruise industry commercial models, port operations, passenger flows and seasonality dynamics.
• Familiarity with broader tourism industry.
• Excellent team player with strong communication skills.
• Strong financial acumen: forecasting, yield management, LTV and unit economics.
• Excellent negotiation, stakeholder management and public‑sector/G2B engagement skills.
• Ability to engender immediate credibility and build long-term relationships based on trust.
• Ability to lead cross-functional teams and scale commercial operations in complex, multi-stakeholder environments.
• Data driven decision-making, CRM competency and KPI-driven management.

Your Essentials

• Bachelor’s degree required; MBA or advanced degree preferred
• Strategic thinking and strong market insight
• Exceptional negotiation and deal-making skills
• Financial acumen and commercial modelling expertise
• Strong stakeholder leadership and diplomacy
• Ability to execute in complex, multi-party environments
• Customer-centric approach
• Influential, inspiring communicator

Our commitment

We are committed to building a future that values diverse perspectives, embraces the world beyond borders, and fosters an inclusive environment where every individual feels valued, respected and empowered to be their authentic selves. Our commitment extends to taking meaningful, measurable actions that have a long-term positive impact on our guests, our employees and our planet.

Ready to turn your passion into something extraordinary? Join us at MSC Cruises, where new opportunities await. Apply today to be part of a global team that is pushing boundaries and achieving something remarkable. Your journey starts here!