Manager, Key Accounts

Royal Caribbean Cruises Ltd•Miami, FL

1d•Onsite

About The Position

Royal Caribbean Group’s National Accounts – Americas Team is hiring a full-time Senior Director, Key Accounts, based onsite in Miami and reporting to the Vice President, National Accounts – Americas. The role develops partnerships and agreements with key travel account organizations in the United States and Canada, balancing Silversea’s needs with those of its travel partners. It independently maintains relationships with key customers—primarily owners and directors—and collaborates with internal partners in Revenue, Marketing, Sales, Trade Support & Service, and Hotel Operations. The position is responsible for profitable revenue generation from Key Account partners, managing sales and cooperative marketing budgets, and administering co-op and back-end commission programs to support growth while controlling costs. It oversees or performs key account work through subordinates or matrixed resources, supports execution of programs in the United States and Canada, and travels approximately 20–30% of the time for conferences, trade shows, and sales calls, with seasonal demand particularly in the fall.

Requirements

Strong decision-making skills, including the ability to make recommendations based on research, justification, and competitive information.
Strategic and transformational thinking.
Strong leadership skills and proven experience leading and developing accounts and employees, and partnering effectively with peers.
Understanding of the effectiveness of different marketing vehicles in driving consumer demand.
Strong written and verbal communication skills, including clear and precise communication at all organizational levels.
Excellent interpersonal skills and the ability to communicate in a multicultural environment with employees and management at all levels.
Strong employee engagement skills.
Excellent organizational skills.
Excellent presentation skills for small and large audiences.
Ability to multitask and remain flexible in a fast-paced environment.
Ability to read, analyze, and interpret common financial reports and legal documents.
Ability to present information clearly and effectively to top management, public groups, and accounts.
Proficiency in Microsoft Word, Excel, and PowerPoint.
Ability to travel by airplane domestically and internationally.
Ability to lift boxes, set up trade show booths, and perform other physical labor.
Frequently sit, talk or hear, stand, and walk.

Responsibilities

Generate profitable revenue from Key Account partners, with responsibility for approximately $87 million in sales.
Maintain the Key Account sales, sponsorship, and co-op budget of $0.8 million.
Work with the Vice President of National Accounts to construct and propose goals and objectives for sales agreements, informed by commercial planning models, revenue, and cost of sale.
Grow the Key Accounts channel by developing revenue-generating sales and marketing plans with the Senior Director of National Accounts, Key Account Manager, and Director of Inside Sales.
Establish customized programs with Revenue partners that create incremental growth opportunities aligned with the company’s needs and travel partners’ business models.
Develop compensation and incentive programs that maintain competitive positioning while lowering the commission line.
Develop sales systems and technology to support current or alternative sales approaches.
Partner with the internal creative team to ensure Key Account marketing is on brand and aligned with promotional and milestone calendars.
Provide leadership and support to the Key Account Manager to ensure programs are executed in the field in the United States and Canada.
Manage the Key Account sales and cooperative marketing budget with the Vice President of National Accounts, including recommendations for budget increases or decreases.
Review commissions, budgets, cost of sale, trend reporting, marketing effectiveness, and account databases and affiliations.
Travel approximately 20–30% of the time to attend conferences and trade shows and conduct sales calls.
Perform other duties as assigned by a supervisor or management.