Strategic Accounts Manager

Royal Caribbean Cruises Ltd•Trenton, NJ

2d•Onsite

About The Position

Journey with us! Combine your career goals and sense of adventure by joining our incredible team of employees at Royal Caribbean Group. We are proud to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world. We are proud to be the vacation-industry leader with global brands — including Royal Caribbean International, Celebrity Cruises and Silversea Cruises — the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests. Royal Caribbean Group’s Sales Team has an exciting career opportunity for a full time Manager, Key Accounts reporting to the Director, Market Sales. This position will be working from Central & Northern NJ and Eastern Upstate NY. Position Summary: Responsible for profitable revenue generation from assigned retail travel accounts (generating a minimum of $50K in annual revenue) with a cumulative portfolio of $20M. Field Sales Manager is accountable for growth of assigned accounts to meet company sales and growth goals with emphasis on account penetration.

Requirements

Minimum 3 to 5 proven outside sales experience required.
Must be able to travel and live in assigned territory.
Established success and proven proficiency in the core competencies required.
Must be able to work weekends.
Applies sound judgment
Negotiation Skills
Financial /Business acumen
Presentation and Communication skills
Information Management (Technology; Sales Automation)
Territory Management
Interpersonal and Collaboration skills
Sales Aptitude and Ability
Strong solution selling skills
Ability to use multiple communication and interaction methods to collaborate effectively, get results with others and develop customer champions
Ability to display the highest level of personal integrity, takes responsibility for personal and organizational results, and proactively develops greater ability
Fosters Collaboration and Cooperation
Champions Change and Innovation

Nice To Haves

Travel industry preferred.
Bachelor's degree preferred, or combination of education and experience.

Responsibilities

Builds and maintain relationships with decision-makers, front line advisors and managing team of accounts within territory.
Conducts annual contract negotiations, including revenue/passenger growth targets and allocation of co-op marketing funds.
Analyzes sales data and business trends to conduct business reviews with assigned accounts.
Develops tactical promotion strategies for assigned accounts, with accountability for ROI analysis and practice-sharing.
Conducts and coordinates agent trainings, ensuring the development of Celebrity brand champions.
Ensures that assigned accounts and advisors are kept up to date with the latest brand information including itineraries, pricing, product enhancements and trade resources.
Consistently monitors and updates customer business profiles within CRM system (ROI, cost of sale, yield, retention, automation).
Partner with Director of Sales and HQ teams to develop and implement strategies to take advantage of new sales opportunities within region.
Works with Key Account Manager handling HQ roll-up accounts to analyze and develop opportunities and targeted initiatives.
Gathers and communicates reporting on customer business profile (ROI, cost of sale, yield, retention, automation).
Field Sales Manager is responsible for complete knowledge of all Celebrity Cruises products, services, and brand representation.
Field Sales Manager will 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.