Senior Manager, Charter and Incentive Sales

Carnival Corporation • Seattle, WA

2d • $94,100 - $127,000 • Remote

About The Position

Holland America Line has been exploring the world since 1873. Our ships offer innovative features and enriching experiences focused on destination exploration and personalized travel, inviting guests to savor the journey.
We are looking for a Senior Manager, Charter & Incentives. The Senior Manager, Charter & Incentives leads the strategic development, management, and execution of full‑ship charter and high‑value incentive group business for Holland America Line and Seabourn. This role owns a $70M+ annual portfolio and is accountable for driving sustainable revenue growth through new business acquisition, portfolio expansion, and disciplined yield management. As the primary commercial owner of the charter and incentive channel, this role establishes sales frameworks, best practices, and market strategies that elevate performance, protect profitability, and position both brands as the preferred choice for premium group and incentive experiences. The role operates with significant autonomy, partnering cross‑functionally to deliver complex, high‑stakes agreements while balancing client satisfaction with policy adherence and financial rigor.
This role will typically be challenged with ensuring the best-in-class tour programs, meeting the needs of our demographic, ensuring sufficient capacity to accommodate demand and to secure optimal program spread. This role is also challenged to maintain competitive product costs and stay abreast of new trends to optimize sales.
Here’s a summary of what Holland America Line is looking for. Is this you?

Requirements

• Bachelor’s degree in Sales & Marketing, Business etc. Or Equivalent industry specific experience.
• 5+ years of direct experience in charter, incentive, or complex group sales.
• Demonstrated success managing high‑value, contract‑driven commercial agreements.
• Experience negotiating multi‑million‑dollar deals with senior external partners.
• Travel: 25-50% with shipboard travel likely
• Work Conditions: Work primarily in a climate-controlled environment with minimal safety/health hazard potential.
• Physical Demands: Remain in a stationary position at a desk and/or computer for extended periods of time, reasonable adjustments will be offered.
• This position is classified as “remote.” As a remote role, it allows employees to work full-time from their home.

Responsibilities

• Charter & Incentives Sales Strategy & Business Development
• Own the end to end charter and incentive sales strategy for Holland America Line and Seabourn, aligned with brand positioning, deployment strategy, and commercial objectives.
• Retain and grow an existing $70M+ portfolio through sophisticated account management, relationship expansion, and long term partnership development.
• Proactively prospect and secure new sources of charter and incentive business, expanding market penetration and diversifying revenue streams.
• Establish and execute annual business plans, revenue targets, and pipeline strategies for the charter and incentive segment.
• Serve as senior commercial advisor on charter feasibility, deployment alignment, and opportunity prioritization.
• Commercial Negotiation & Yield Optimization
• Oversee the issuance of charter and incentive group quotes, ensuring pricing integrity and alignment with revenue strategy.
• Lead the negotiation of complex charter party agreements, including commercial terms, concessions, and bespoke provisions.
• Partner closely with Revenue Management to:
• Leverage analytics and market intelligence
• Develop dynamic pricing strategies
• Assess opportunity cost and maximize yield
• Exercise sound judgment to balance strategic concessions with long term profitability and brand value.
• Partner & Account Management
• Cultivate and maintain senior level relationships with an assigned portfolio of charter partners, brokers, and incentive houses.
• Act as the primary point of accountability for successful execution of charter agreements, ensuring all terms, conditions, and provisions are delivered as contracted.
• Develop and implement partner appreciation and engagement initiatives that strengthen loyalty and drive repeat business.
• Represent Holland America Line and Seabourn as a principal brand ambassador within the MICE and incentive marketplace
• Cross Functional Coordination & Charter Execution
• Interface with onboard operations, itinerary planning, marine, hotel, entertainment, and guest experience teams to address charterer customization requests.
• Ensure charters are executed in strict accordance with executed agreements while managing expectations and resolving issues proactively.
• Periodically escort full ship charters and site inspections, serving as:
• On site corporate representative
• Liaison between charterer and ship’s leadership
• Negotiator when required to resolve real time issues
• Independently host and entertain charter clients to reinforce relationships and drive repeat business.
• Industry Representation & Market Presence
• Represent Holland America Line and Seabourn at relevant industry trade shows, MICE events, and incentive focused conferences.
• Maintain strong market visibility and intelligence within the charter and incentive ecosystem.
• People Leadership & Team Development
• Mentor, lead, and develop direct reports who implement charter and incentive strategies, providing direction, coaching, and performance oversight to ensure consistent execution and achievement of business goals.
• Adheres to Corporate Policies and Procedures, including Code of Conduct, Audit Procedures and any control related responsibility for financial data entered, stored, or reported via business systems within employee’s control (list not exhaustive).
• Ongoing Obligation
• Knowledge & Skills:
• Operates as the commercial owner of the charter and incentive channel across two brands.
• Authority to negotiate charter terms within established policy and financial thresholds.
• Leads cross‑functional decision‑making for high‑value, high‑complexity charter opportunities.
• Escalates only when decisions materially impact deployment, commercial policy, or financial risk.
• Operates as the commercial owner of the charter and incentive channel across two brands.
• Authority to negotiate charter terms within established policy and financial thresholds.
• Leads cross‑functional decision‑making for high‑value, high‑complexity charter opportunities.
• Escalates only when decisions materially impact deployment, commercial policy, or financial risk.
• Confident, independent decision‑maker with the ability to quickly assess risk, opportunity, and financial impact.
• Demonstrated ability to navigate ambiguity and provide clear, decisive direction in high‑stakes negotiations.
• Drives significant topline revenue through strategic charter and incentive sales.
• Protects and enhances profitability through disciplined pricing and negotiation.
• Strengthens brand positioning within the global MICE and incentive marketplace.
• Improves organizational effectiveness by establishing scalable sales frameworks and best practices.
• Builds durable, high‑value partnerships that generate repeat and referral business.
• Exceptional negotiator capable of structuring mutually beneficial outcomes.
• Strong analytical acumen to assess yield, opportunity cost, and long‑term value.
• Excellent communication skills (verbal, written, and presentation).
• Cultivator of enduring partnerships built on trust and credibility.
• Self‑starter able to operate independently while influencing across a complex organization.
• Exemplifies brand profile in all client‑facing and internal interactions.
• Speaks up - Speaks out about concerns, shares ideas and encourages team to do the same
• Respects & protects - Builds relationships and inclusive teams. Safeguards the wellbeing and safety of others. Looks for more efficient and sustainable solutions that protect the environment
• Improves - Promotes collaboration and compliance, drives for continuous improvement
• Communicates - Talks openly about values and priorities and acts a role model for others
• Listens & Learns - Is curious and learns from others opinions and feedback
• Empowers - Coaches others and creates an environment where people do their best work

Benefits

• Holland provides comprehensive and innovative benefits to meet your needs, including:
• Cruise and Travel Privileges for You and Your Family
• Health Benefits
• 401(k)
• Employee Stock Purchase Plan
• Training & Professional Development
• Tuition & Professional Certification Reimbursement
• Base Salary Range: $94,100 to $127,000. The range is applicable for the labor market where the role is intended to be hired. Final base salary is directly related to each candidates' qualifications and experience uniquely.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level