VMO Commercial Manager
Norwegian Cruise Line Holdings Ltd., Miami, FL, United States
Job Summary
The VMO Commercial Manager is accountable for the commercial strategy, financial performance, and contractual governance of third‑party vendors. Reporting to the Director VMO, this role ensures vendor engagements deliver optimal value, cost efficiency, and risk‑balanced commercial outcomes across the vendor lifecycle—from sourcing and contracting through renewals, renegotiations, and exit. Where the Performance Lead focuses on service delivery and operational outcomes, the Commercial Lead owns the commercial integrity and economic value of vendor relationships.
Position Responsibilities
Commercial Strategy & Value Optimization:
Define and execute the commercial strategy for vendor engagements aligned to enterprise sourcing, financial, and business objectives.
Drive total cost of ownership (TCO) transparency across vendors, towers, and services.
Identify and deliver cost optimization and value‑realization opportunities (e.g., rate rationalization, volume leverage, commercial levers).
Contracting & Commercial Governance:
Lead or oversee contract commercial structures, including pricing models, incentives, penalties, indexation, and rate cards.
Ensure contracts include appropriate commercial controls, flexibility, and protections to manage demand variability and market changes.
Partner with Legal and Procurement to support contract negotiations, renewals, and amendments.
Financial Management & Controls:
Own vendor commercial financials, including budget alignment and forecast accuracy, run‑rate tracking and variance management, and invoice validation and commercial compliance.
Establish and maintain financial governance mechanisms to prevent leakage and ensure contractual adherence.
Risk & Compliance Management:
Identify and manage commercial and financial risks within vendor agreements.
Ensure compliance with internal policies, sourcing standards, and regulatory requirements.
Support vendor exit planning and transition provisions from a commercial risk perspective.
Stakeholder & Partner Engagement:
Act as the primary commercial interface with vendors at executive and commercial forums.
Partner closely with the Performance Lead (to align commercial outcomes to service delivery results), Procurement, Finance, Legal, and Business Owners.
Provide clear, data‑driven commercial insights to senior leadership.
Decision Rights:
Recommend and approve (within delegated authority) commercial terms, pricing adjustments, and contractual changes.
Escalate and resolve commercial disputes with vendors.
Influence sourcing and renewal decisions based on commercial performance and value delivery.
Qualifications
Degree Type:
Bachelor's Degree
Fields of Study:
Business, Finance, Economics, Supply Chain or related field.
Experience:
10+ years of vendor management, sourcing, commercial management, or outsourcing experience.
Managing strategic third‑party vendors within large, complex organizations.
Leading commercial negotiations, contract renewals, and pricing discussions.
Operating within matrixed, global organizations partnering across Finance, Legal, Procurement and business leadership.
Preferred experience with technology, shared services, or enterprise delivery models.
Competencies & Skills:
Strong commercial judgment and negotiation skills, influencing outcomes at senior levels.
Excellent analytical skills translating financial and contractual data into actionable insights.
Effective communication with stakeholder management and relationship‑building.
Ability to operate with ambiguity, complexity, and competing priorities in a fast‑paced environment.
Strong organisational skills with attention to detail and follow‑through.
Certifications:
Professional certifications (CPSM, CIPS, or equivalent).
Commercial or contract management certifications (WorldCC/IACCM, CCM) preferred.
Equal Opportunity Employer
It is Norwegian Cruise Line Holding’s policy not to discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, disability, and marital or veteran status.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
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The VMO Commercial Manager is accountable for the commercial strategy, financial performance, and contractual governance of third‑party vendors. Reporting to the Director VMO, this role ensures vendor engagements deliver optimal value, cost efficiency, and risk‑balanced commercial outcomes across the vendor lifecycle—from sourcing and contracting through renewals, renegotiations, and exit. Where the Performance Lead focuses on service delivery and operational outcomes, the Commercial Lead owns the commercial integrity and economic value of vendor relationships.
Position Responsibilities
Commercial Strategy & Value Optimization:
Define and execute the commercial strategy for vendor engagements aligned to enterprise sourcing, financial, and business objectives.
Drive total cost of ownership (TCO) transparency across vendors, towers, and services.
Identify and deliver cost optimization and value‑realization opportunities (e.g., rate rationalization, volume leverage, commercial levers).
Contracting & Commercial Governance:
Lead or oversee contract commercial structures, including pricing models, incentives, penalties, indexation, and rate cards.
Ensure contracts include appropriate commercial controls, flexibility, and protections to manage demand variability and market changes.
Partner with Legal and Procurement to support contract negotiations, renewals, and amendments.
Financial Management & Controls:
Own vendor commercial financials, including budget alignment and forecast accuracy, run‑rate tracking and variance management, and invoice validation and commercial compliance.
Establish and maintain financial governance mechanisms to prevent leakage and ensure contractual adherence.
Risk & Compliance Management:
Identify and manage commercial and financial risks within vendor agreements.
Ensure compliance with internal policies, sourcing standards, and regulatory requirements.
Support vendor exit planning and transition provisions from a commercial risk perspective.
Stakeholder & Partner Engagement:
Act as the primary commercial interface with vendors at executive and commercial forums.
Partner closely with the Performance Lead (to align commercial outcomes to service delivery results), Procurement, Finance, Legal, and Business Owners.
Provide clear, data‑driven commercial insights to senior leadership.
Decision Rights:
Recommend and approve (within delegated authority) commercial terms, pricing adjustments, and contractual changes.
Escalate and resolve commercial disputes with vendors.
Influence sourcing and renewal decisions based on commercial performance and value delivery.
Qualifications
Degree Type:
Bachelor's Degree
Fields of Study:
Business, Finance, Economics, Supply Chain or related field.
Experience:
10+ years of vendor management, sourcing, commercial management, or outsourcing experience.
Managing strategic third‑party vendors within large, complex organizations.
Leading commercial negotiations, contract renewals, and pricing discussions.
Operating within matrixed, global organizations partnering across Finance, Legal, Procurement and business leadership.
Preferred experience with technology, shared services, or enterprise delivery models.
Competencies & Skills:
Strong commercial judgment and negotiation skills, influencing outcomes at senior levels.
Excellent analytical skills translating financial and contractual data into actionable insights.
Effective communication with stakeholder management and relationship‑building.
Ability to operate with ambiguity, complexity, and competing priorities in a fast‑paced environment.
Strong organisational skills with attention to detail and follow‑through.
Certifications:
Professional certifications (CPSM, CIPS, or equivalent).
Commercial or contract management certifications (WorldCC/IACCM, CCM) preferred.
Equal Opportunity Employer
It is Norwegian Cruise Line Holding’s policy not to discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, disability, and marital or veteran status.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
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