POSITION SUMMARY:

 

We are seeking a results-driven and dynamic Strategic Sales Manager to drive growth and engagement across retail, consortia members and homeworking travel agency networks. This role is pivotal in building and strengthening relationships with strategic trade partner key contacts, high-performing business owners and individual agents to maximize share of business through partnership development, brand promotion, education, and motivation initiatives. 

 

The ideal candidate will possess a deep understanding of the travel industry, excel in building relationships, and be passionate about empowering agents to succeed with Royal Caribbean.

 

This role requires a highly motivated and experienced individual to drive profitable growth through our valued travel agent community. They will own the execution of our strategic plan to grow the UK & Ireland trade landscape specifically targeting the retail network and high-yielding accounts in the most effective and efficient way. They will work very closely to influence and mobilise the field sales team to support this strategy across the whole of the UK & Ireland.

 

This is a pivotal role crucial for shaping the future of our commercial strategy, building new business opportunities in a fast-paced and competitive environment. Fundamental outcomes of success in this role include profitable net revenue yield (NTR and OBR) and volume growth from new and existing distribution, flawless trade account plan execution and a thriving high yielding portfolio of distribution.

This role requires regular travel to represent Royal Caribbean and cultivate excellent trade relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES:  

 

Perform other duties as required.  This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management. There are 5 key areas of focus for this role:

 

 

1.    Business Development and Relationship Management
•    Cultivate and strengthen relationships with travel retail and consortia members including HQ relationships, high-yielding business owners, and homeworking agency groups to drive loyalty and increased business share
•    Identify growth opportunities within the retail, consortia and homeworking networks to expand our reach and market presence
•    Act as the primary point of contact, providing exceptional service and tailored solutions to meet partner needs
•    Lead commercial discussions and negotiations. Ensure Business Partner agreement in place and annual commercial terms signed with relevant accounts. 
•    Exceptional relationship management with the field sales teams to optimize call plan, support and execution of plans with partners
•    Support the field sales team in developing partnerships, reviewing investment opportunities and implementing sales strategy with retail key decision makers to enable flawless execution of the retail strategy 
•    Act as an ambassador for Royal Caribbean and demonstrate an exceptional level of product / sector knowledge ensuring the brand has an extremely high profile across travel retail
•    Plan, attend and present at key conferences

 

2.    Strategic Growth Initiatives
•    Develop and execute sales strategies aimed at increasing revenue, share of business, and brand visibility among target partners
•    Leverage insights and data to identify high-potential agents and business owners to prioritize engagement and resources effectively
•    Collaborate with cross-functional teams (marketing, operations, trade marketing, EMEA revenue, Groups, Training Manager EMEA, Sales Admin, etc.) to deliver impactful campaigns and promotional strategies

 

3.    Education and Motivation
•    Design and deliver training programs, webinars, and workshops to educate consortia members and agents on the value proposition, product offerings, and benefits of our brand
•    Inspire and motivate agents to actively promote and prioritize our brand through recognition programs, incentives, and personal engagement
•    Develop innovative approaches to keep partners informed, engaged, and passionate about driving mutual success 
•    Form strong partnerships with key stores, members and homeworkers through regular face-to-face engagement and following up with clear actions 
•    Leverage social media to engage with trade agents

 

4.    Market Analysis and Reporting
•    Monitor industry trends, competitor activities, and market conditions to inform sales strategies and maintain a competitive edge
•    Provide regular reports and insights on performance metrics, progress toward sales goals, and areas for improvement to both internal and external stakeholders
•    Utilize data to evaluate the effectiveness of strategies and make informed adjustments to drive outcomes

 

5.    Hit The Number
•    Consistently deliver pax, yield and revenue numbers that exceed our corporate targets on a weekly, monthly and yearly basis

 

KEY RELATIONSHIPS 
•    Senior Sales Director – UK & Irl
•    Field Sales Manager – UK
•    UK Key Trade Accounts
•    EMEA Commercial/Finance
•    EMEA Trade Marketing
•    EMEA Sales Enablement
•    Miami Sales Planning
•    IT

FINANCIAL RESPONSIBILITIES
•    Responsible for ensuring accurate monthly forecasting of marketing funds and ensuring that budgets are being properly invested.
•    Strong oversight on team T&E including on submitting of expenses in a timely fashion.

 

SALES COMPETENCES

 

Profitable Account Planning

•    Understands and utilises customer, category and consumer insight: Uses Category trends, dynamics and opportunity for growth to define the Sales strategy across multiple accounts 
•    Creates Insight: Uses and understands the importance of insight and encourages others to use insight in the design and delivery of account plans to gain and maintain competitive advantage 
•    Develop and Implement Account Plans: Lead the development of the National Account strategy. Assesses the effectiveness of differentiated promotions and builds these into the overall sales strategy to deliver maximum profit. Has the capability to assess profitability across multiple accounts and allocate financial resource across these accounts in order to maximise profitability and ROI 
•    Commercial innovation: Proactively uses commercial creativity to pre-empt possible commercial issues and encourages others to do the same 
•    Forecasting: Carries out comprehensive analysis to assess level of forecasting accuracy and calculate the financial benefit to the customer and the business across multiple accounts 
•    Cross functional working: Has the capability to work at both a cross functional and a cross-brand level in support of the company and the customer

 

Customer Engagement & Commitment

•    Builds Sustainable Relationships: Efficient and effective at managing own state and utilises a broad range of styles to build strong relationships across a senior level in multiple accounts 
•    Joint Business Planning: Has thoughtfully created a strategy to encourage a joint business planning approach across multiple accounts with clear objectives, and regular reviews with field sales manager to ensure success 
•    Negotiation: Has the ability to use advanced negotiation techniques in a variety of accounts to achieve joint financial goals in complex negotiations 

 

Flawless Execution

•    Setting Objectives: Understands overall business objectives and ensures that all nationals account objectives are proportionate to the opportunity to deliver the business need 
•    Field Sales Engagement: Works and collaborates with the field sales resource in order to deliver plans across all relevant account types.
•    Drive for Results: Sets high performance standards for self even when faced with obstacles 
•    Scorecard and agreement management: Proactively collects and analyses data and where necessary seeks new data sources in order to ensure all national accounts are delivering against plan and that all opportunities for growth are identified 

BEHAVIOURAL COMPETENCES 

Analytical – logically analyses facts, data and situations

Authoritative – The desire for decision making autonomy and the willingness to accept decision making responsibility

Takes Initiative –understands what needs to be accomplished and to proceed on one’s own within the accountabilities of the job

Finance/business – is interested in commerce or fiscal management

Planning – can formulate ideas related to the steps of accomplishing an objective

Analyses Pitfalls – Has the ability to scrutinise potential difficulties related to a plan

Organised – Can place & maintain order in an environment or situation

Selling – has an interest in convincing or influencing others to purchase a product or service

Influencing – is able to persuade others and take them on the journey

Enlist Co-operation – can invite others to participate in or join an effort

Warmth/Empathy – expresses positive feelings and affinity towards others

Enthusiastic – Demonstrates passion and enthusiasm and is eager & excited toward  own goals

Persistent – Is tenacious despite encountering setbacks and obstacles

Optimistic – believes the future will be positive and demonstrates a positive attitude in all situations 

Pressure Tolerance – the level of comfort related to working under deadlines and busy schedules

Writing/Language – the level of interest in formulating words that convey meaning.

 

EXPERIENCE:
•    Minimum 3 years’ experience and proven success in the development of large account management.
•    A deep understanding of the travel retail landscape 
•    Experience of working in a matrix organization is preferable.

 

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