Royal Caribbean Group

Manager, Strategic Accounts

Royal Caribbean Group

full-time

Posted on:

Location Type: Remote

Location: United Kingdom

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Tech Stack

Spark

About the role

  • Ensure the right amount of time is dedicated to support the strategic partners with an execution plan.
  • Analyze account profitability and opportunity and ensure that the distribution strategy is driving optimal return on investment.
  • Responsible for analyzing the weekly stats for your territory by account and providing robust market insights.
  • Implementation, development, and management of the sales strategy for new business opportunities within your territory.
  • To develop annual and quarterly sales plan for your accounts, ensuring the plans are relevant and will drive improvement on profit and APD, using the SPARK sales academy tools & techniques to formulate robust plans.
  • Be the face of Celebrity Cruises, with face-to-face visits, meetings and floor-walking within own accounts.
  • Develop a targeted contact strategy that enables you to the focus of delivering higher APD’s.
  • Develop key relationships within your account portfolio with key decision makers and influencers.
  • Build solid relationships with top sellers to ensure Celebrity Cruises remains forefront of mind, whilst seeking new opportunities with other sellers to build volume.
  • To motivate and ensure your partners are engaged with our trade loyalty program Celebrity Rewards.
  • Work with the Training Manager to ensure effective implementation of Celebrity Passport training program and attendance of seminars at sea and face to face / virtual training events amongst the accounts.
  • To use the sales management tools available, in particular automation tools to ensure effective and efficient communication and account management.
  • Drive sales and engagement within own accounts via use of technology including (but not limited to) social media, virtual meetings, salesforce and telephone calls.
  • Implement both product and automation training to ensure awareness of all products.
  • Responsible for effective management of co-op budget for the accounts and monitoring and reporting on the ROI.
  • Effective implementation and communication of commercial terms ensuring all paperwork post negotiations are delivered in a timely fashion.
  • Responsible for competitive intelligence gathering and provide recommendation to the organization.
  • Work with the Marketing team and Trade Marketing Manager to ensure that Celebrity Cruises are well represented in all activity.
  • Prepare and host client educational trips, i.e., Seminars at Sea, Ship Launches, and Ship Visits etc with targeted follow-up to ensure robust ROI.
  • Act as Ambassador for Celebrity Cruises at key trade and consumer events.
  • Implement successful consumer events, digitally or face to face, as required as part of a clear strategy and demonstrate a return of investment and costs.
  • Prepare weekly and sales reports for the leadership team as required.
  • Liaise and work with RSM team where appropriate to ensure coverage of Key Accounts within retail space, promoting consistent messaging and engagement.
  • Set clear SMART objectives for all meetings to ensure effective use of time.
  • Accurately record all meaningful trade partner conversations in Salesforce, including any agreed actions and follow-up.
  • Takes accountability for self-development, completing all required training, as well as those identified to support own needs and opportunities for personal growth
  • Perform other duties as required.

Requirements

  • Influencing – takes others on the journey with them and ability to persuade others.
  • Problem Solving skills – Can identify the problem, think on their feet, and address disputes and problems.
  • Multi-tasker – Ability to simultaneously manage a variety of projects and events & at different planning stages whilst meeting required deadlines.
  • Style – Leads with integrity, empathy and is self-aware.
  • Enthusiastic – Demonstrates passion, enthusiasm and is eager and excited towards own goals and development of the team.
  • Analytical – Logically analyses facts, data, and situations.
  • Takes initiative – Understands what needs to be accomplished and proceeds within the accountabilities of the job.
  • Planning - Can formulate ideas related to the steps of achieving the objective.
  • Organized – Can place and maintain order in an environment and situation.
  • Selling – Has a skill to convince and influence others to purchase a product or service.
  • Persistent – Is tenacious despite encountering setbacks and obstacles.
  • Optimistic – Believes the future will be positive and demonstrates a positive attitude in all situations.
  • Written/Language - Clear and concise communication detailing the level of interest in formulating words that convey the meaning.
  • Flexible - Working hours and travel will be fluid with regular time spent with Trade Partners.
  • All Sales backgrounds (sectors) considered.
  • Experience of working in a matrix organization is preferable.
  • Clean current driving license.
Benefits
  • Competitive pension
  • Private healthcare
  • Life assurance
  • Friends and Family Cruise discounts
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategy developmentaccount profitability analysismarket insights analysissales managementbudget managementcompetitive intelligence gatheringROI reportingproduct training implementationautomation tools usageSMART objectives setting
Soft Skills
influencingproblem solvingmulti-taskingintegrityenthusiasmanalytical thinkinginitiativeplanningorganizationpersistence
Certifications
clean current driving license