Business Development Manager, National and Strategic Accounts

Carnival Corporation•Santa Clarita, CA

8h•Remote

About The Position

This person must reside in the Northeastern area of the United States. One of the best-known names in cruising, Cunard is a leading Luxury Cruise Line carrying guest to hundreds of destinations around the globe. With parent company Carnival Corporation, Cunard is well known for its White Star Service and Trans-Atlantic Crossings. We are looking to hire a Business Development Manager-National Account in the Northeastern United States to successfully maximize the company’s financial goals, develop a strong business relationship with our national accounts/consortia, key accounts, and host travel partners, while upholding the company’s core values. Collaborates cross-functionally with commercial, creative, analytics, and revenue teams to support lead generation, prospect nurturing, and guest lifecycle communications, while maintaining strong quality control, timeline management, and performance tracking. Here’s a summary of what Cunard is looking for in a Business Development Manager-National Accounts. Is this you? Responsibilities: Account Relationship Management Sets goals with top accounts including annual, quarterly, and trade where applicable. Strategizes with accounts to meet company and account goals. Works with each account to maximize the selling of our brand Develops Sales & Marketing plans, national promotions, incentives, events, and training opportunities. Initiates meetings with the accounts leadership team to discuss strategies for continuing and/or improving the accounts performance based on the analysis of the accounts business portfolio Advocate on behalf of agency management team and/or owners regarding policies, experience, and opportunities to gain market share. Works with Director, National Accounts in the negotiation of the annual business terms for all account agreements tendered Defines an annual contact strategy with key accounts to provide consistent, effective engagement and collaboration Plan and attend import functions, seminars, conferences, top producer events and trade shows. Sets periodic training with top accounts Revenue Generation Oversees the accounts efforts utilizing their allocated cooperative marketing, conferences/events and promotions budget agreed upon to advertise our brand effectively and efficiently to increase sales and profitability Provides consistent reporting of account performance and tracking to goal to upper management monthly Analyzes accounts and competitive trends to identify sales growth opportunities. Responsibility to alert the Director, National Accounts of any overage/savings in budgetary allocations as soon as the run rate of expenditures indicates a savings is likely and/or re-allocation of funding for investment funding opportunities. Works with each account to increase YOY revenues through maximum utilization of the company programs and sales tools. Promotes and advocates the use of group program, exclusive promotions/offers to assure maximization of group space and amenities Analysis of inventory and advises accounts of sales opportunities Creates “out of the box” exclusive programs to create value-added proposition for accounts and their customers. For example, exclusive value-added amenity programs. Organizes and prioritizes various projects that are required on “as need basis”. For example, conference/events calendar management, concessions cabin, road show and cruise sale utilization. Marketing Management Supports the development of annual marketing plans for accounts where applicable Manages and tracks all approved co-op marketing including the vetting and proofing of various marketing pieces Ensures appropriate use of brand imaging, logos, and selection of trade/product to advertise Collaborates with marketing on the development of brand consistent presentations. Collaborates with marketing for brand position, consumer trends and co-branding opportunities. Develops marketing intelligence of competitive activities and materials Drives agent participation and completion of Academy training. Budget Management Reviews and tracks account marketing plans Responsible for the submission of commitments and ensures accounts invoices, pre-bills are submitted and processed in a timely manner Helps ensure that T&E budget targets are met Submits timely Pcard expenses and iexpense reports Travel Manages air, hotel, and car travel Attends consortia/national account conferences, imports, account familiarization cruises, sales meeting events, top producer events, and regional training events Internal Communication and Feedback Provides competitive data to commercial/product team for evaluation and pricing strategy Provides feedback to onboard product group regarding trade partner and customer experiences Communicates with guest services, customer services, contact center and partner support team to ensure trade partner relationships are meeting and exceeding service level expectations. Advocates to company head office on behalf of Agency owners, managers and agents regarding business opportunities, policies, service delivery experiences. Personal Development Attends corporate development workshops and training Stays abreast of all company communications, policies, product enhancements and itineraries Stays abreast of all industry developments by ready trade publications, attending industry events and networking Knowledge, Skills & Abilities: Scope: This incumbent will need to be an experienced business development leader with 5-7 years of demonstrated history of delivering commercial value, improving performance, and implementing change. Experienced in business development, contract negotiation, relationship building, account management, operational and sales management, budget forecasting and management, sales, and marketing. Ability to work independently, excel in fast-paced and new environments, positive, energetic, enthusiastic and results oriented. Problem solving: In the role of Manager, National Account, problem-solving is a critical skill that involves addressing complex challenges to maximize the company's financial goals. This includes developing and maintaining strong business relationships with national accounts, consortia, key accounts, and host travel partners. The incumbent must navigate and resolve issues related to business development, contract negotiation, and account management. They must identify opportunities for growth, assess and mitigate risks, and ensure compliance with company policies and industry regulations. Additionally, the Manager must be adept at improving performance and implementing change, requiring a strategic approach to problem-solving. This involves analyzing market trends, forecasting budgets, and managing sales and marketing efforts. The ability to work independently, adapt to fast-paced environments, and maintain a positive, energetic, and results-oriented attitude is essential for effectively solving problems and driving success in this role. Impact: This role is crucial in driving the company's revenue and market share by managing and nurturing relationships with key national accounts. This position significantly impacts the business by ensuring customer satisfaction, identifying growth opportunities, and implementing strategic initiatives that align with the company's goals. The Manager, National Account, collaborates closely with various departments, including sales, marketing, and finance, to develop and execute account plans that maximize profitability and customer retention. By effectively managing these relationships, the Manager, National Account, contributes to the overall success and competitive advantage of the company, ensuring long-term business sustainability and growth. Leadership: The Manager, National Account is expected to exhibit strong leadership qualities that drive team performance and foster a collaborative work environment. This role requires the ability to lead by example, demonstrating integrity, accountability, and a commitment to the company's core values. The Manager will oversee a team of account executives, providing guidance, mentorship, and support to ensure they achieve their sales targets and professional development goals. Effective leadership in this role involves strategic decision-making, resource allocation, and the ability to inspire and motivate the team to excel in a competitive market. Additionally, the Manager must communicate effectively with senior management and other departments, ensuring alignment on business objectives and strategies. By cultivating a culture of excellence and continuous improvement, the Manager, National Account, will play a pivotal role in driving the company's success and maintaining strong relationships with key accounts.

Requirements

Bachelor's Degree or Equivalent Experience.
5-7 years in cruise/hotel/hospitality industry required.
Excellent written, verbal communication and presentation skills.
Understand travel industry business models, ability to work effectively with remote teams/individuals.
Excellent analytical skills, proficient in Microsoft Office Word, Excel, PowerPoint and Salesforce management tool.
Ability to lead, coach and motivate travel advisors and to help them develop business and marketing plans.
Ability to work independently and effectively with agent partners and executives at all levels.
Ability to negotiate account issues and facilitate resolutions across various departments throughout the company.
Travel: 25-50% with shipboard travel likely

Responsibilities

Account Relationship Management Sets goals with top accounts including annual, quarterly, and trade where applicable.
Strategizes with accounts to meet company and account goals.
Works with each account to maximize the selling of our brand
Develops Sales & Marketing plans, national promotions, incentives, events, and training opportunities.
Initiates meetings with the accounts leadership team to discuss strategies for continuing and/or improving the accounts performance based on the analysis of the accounts business portfolio
Advocate on behalf of agency management team and/or owners regarding policies, experience, and opportunities to gain market share.
Works with Director, National Accounts in the negotiation of the annual business terms for all account agreements tendered
Defines an annual contact strategy with key accounts to provide consistent, effective engagement and collaboration
Plan and attend import functions, seminars, conferences, top producer events and trade shows.
Sets periodic training with top accounts Revenue Generation Oversees the accounts efforts utilizing their allocated cooperative marketing, conferences/events and promotions budget agreed upon to advertise our brand effectively and efficiently to increase sales and profitability
Provides consistent reporting of account performance and tracking to goal to upper management monthly
Analyzes accounts and competitive trends to identify sales growth opportunities.
Responsibility to alert the Director, National Accounts of any overage/savings in budgetary allocations as soon as the run rate of expenditures indicates a savings is likely and/or re-allocation of funding for investment funding opportunities.
Works with each account to increase YOY revenues through maximum utilization of the company programs and sales tools.
Promotes and advocates the use of group program, exclusive promotions/offers to assure maximization of group space and amenities
Analysis of inventory and advises accounts of sales opportunities
Creates “out of the box” exclusive programs to create value-added proposition for accounts and their customers.
For example, exclusive value-added amenity programs.
Organizes and prioritizes various projects that are required on “as need basis”.
For example, conference/events calendar management, concessions cabin, road show and cruise sale utilization.
Marketing Management Supports the development of annual marketing plans for accounts where applicable
Manages and tracks all approved co-op marketing including the vetting and proofing of various marketing pieces
Ensures appropriate use of brand imaging, logos, and selection of trade/product to advertise
Collaborates with marketing on the development of brand consistent presentations.
Collaborates with marketing for brand position, consumer trends and co-branding opportunities.
Develops marketing intelligence of competitive activities and materials
Drives agent participation and completion of Academy training.
Budget Management Reviews and tracks account marketing plans
Responsible for the submission of commitments and ensures accounts invoices, pre-bills are submitted and processed in a timely manner
Helps ensure that T&E budget targets are met
Submits timely Pcard expenses and iexpense reports
Travel Manages air, hotel, and car travel
Attends consortia/national account conferences, imports, account familiarization cruises, sales meeting events, top producer events, and regional training events
Internal Communication and Feedback Provides competitive data to commercial/product team for evaluation and pricing strategy
Provides feedback to onboard product group regarding trade partner and customer experiences
Communicates with guest services, customer services, contact center and partner support team to ensure trade partner relationships are meeting and exceeding service level expectations.
Advocates to company head office on behalf of Agency owners, managers and agents regarding business opportunities, policies, service delivery experiences.
Personal Development Attends corporate development workshops and training
Stays abreast of all company communications, policies, product enhancements and itineraries
Stays abreast of all industry developments by ready trade publications, attending industry events and networking