VP, Domestic Reseller

SeaWorld•Orlando, FL

About The Position

SeaWorld is a world-renowned leader in the themed-park and entertainment industry. Our success is built on a passion for caring for animals and a dedication to delivering positive, memorable experiences to people from around the world. Were also committed to helping ambitious people achieve their professional best. We're always seeking exceptionally skilled and knowledgeable individuals to join our team. Primary Purpose Provide strategic and tactical leadership for all SeaWorld Parks & Entertainment sales programs focused on domestic B2B reseller sales. Directly manage corporate sales team and provide leadership and strategic direction for park sales teams. Responsible for all aspects of domestic B2B sales (non-Group), including national retail and wholesale accounts, B2B, ticket resellers and wholesalers in market, online travel agencies, retail travel agencies, affiliate marketing, vacation packaging, hotel partners and travel industry partnerships and alliances. Assure sales alignment with marketing and communications initiatives. Oversee employee and client incentive programs and domestic reseller co-op marketing.

Requirements

Bachelor's Degree or a minimum of 12 years of relevant business experience
A minimum of 7 years of sales experience in US travel industry sales, hospitality and tourism.
A minimum of 5 years of successful functional leadership; experience to include developing and driving strategic direction and alignment, developing and managing financial targets and leading a team.
Experience in non-traditional sales channels and the application of digital technology.
Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
Must be able to work collaboratively with colleagues and staff to create a results driven, team oriented environment.
Strong relationship management skills, with proven results generating business growth
Must have exceptional written and verbal communication skills to include presenting to diverse audiences
Must have exceptional organizational and planning skills; ability to meet deadlines
Must have experience in coordinating deal teams
Must have high proficiency using MS Word, Excel and PowerPoint to complete professional proposals, pricing models, graphs and presentations
Experience in contract negotiations with both clients and legal counsel

Responsibilities

Reseller relations/account development and plan execution. Provide strategic direction to corporate and park sales teams who are managing reseller channels domestically.
Develop and maintain key customer relationships and develop and implement strategies for expanding the company’s customer base, delivering on revenue and attendance growth.
Travel industry relations. Develop and maintain relationships with internal sales staff, industry partners, destination marketing organizations and agencies. Represent the company at various community and/or business meetings to promote the company. Represent SEA on national Boards as assigned to provide industry leadership and influence.
Domestic reseller distribution channels. Provide strategic direction to corporate and park teams to manage vacation packaging, travel counselors, gift card program, affiliate marketing and promotional partners.
Staff and personnel management. Oversee the hiring and development of a sales organization, appropriate for the company’s maturity/size. Establish training and incentive programs. Be a role model for the company culture. Inspire and develop employees including succession planning.
Ticket product/packaging development. Work closely with revenue management and marketing to develop, establish, and direct channel and distribution strategies and programs.
Administration, forecasting, strategic planning, yield management and budget management. Work with finance, revenue management and marketing to develop pricing policies, including volume discounts and terms and conditions, for high-profile customers and channel partners. Lead development of reporting analytics for domestic sales channels. Manage domestic sales budgets. Take a key role in development of annual plans for domestic sales and promotions through third party partners.
Distribution platforms. Project leadership to leverage technology to improve ticket product and pricing distribution through resellers. Partner with IT, Finance, Revenue Management to provide technology solutions for the Sales team.
Drive demand for parks. Leverage all channels to drive awareness and intent to visit, serving as an extension for marketing campaigns. Seek to position our parks for top tier exposure to drive maximum awareness. This includes reasons to visit, such as new attractions and consumer events.