Manager, Key Account Cruise Specialist

Royal Caribbean Group; Weybridge; On-site; GBP 40,000 - 80,000; Full time

Job summary

An established industry player in the travel sector is seeking a dynamic Manager, Key Account Cruise Specialist. This exciting role involves managing a portfolio of cruise specialist accounts, focusing on strategic sales and marketing to maximize performance. You’ll be part of a passionate and innovative team, working independently and collaboratively to drive growth in a competitive market. With a flexible work environment and opportunities for travel, this position offers a unique blend of adventure and professional development. Join us to make a significant impact in the cruise industry!

Benefits

Competitive benefits

Development opportunities

Flexible work environment

Diversity and equal opportunity promotion

Qualifications

• Minimum 3 years’ sales management experience, preferably in the UK & Ireland.
• Background in travel is desirable but not essential.

Responsibilities

• Develop annual strategic account plans aligned with booking curves.
• Manage marketing budgets to ensure maximum ROI.
• Build relationships with key decision makers and influencers.

Skills

Sales Management

Account Planning

Customer Engagement

Negotiation

Market Analysis

Education

Degree or Equivalent

Tools

KAM app

SPARK tools

Job description

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Journey with us! Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group offers a competitive compensation & benefits package, and excellent career development opportunities, each providing unique ways to explore the world.

About Us

Royal Caribbean Group is the world’s largest cruise line, with a record-breaking year and launching two new ships in 2024, including the Icon of the Seas! It’s an exciting time to join a global business leading the travel industry.

With our brands Royal Caribbean International, Celebrity Cruises & Silversea, we operate ships across South America, Europe, Asia, Australia, and North America. No matter where our guests want to go, we have a ship for a world-class vacation.

At Royal Caribbean Group, we continuously strive to improve and stay industry leaders. Our work is exciting, challenging, and innovative. You will work independently and as part of a dynamic international team. We are passionate, innovative, and unstoppable.

Position Summary

As Royal Caribbean aims for significant growth in a competitive market, there is a need for focused account planning, relationship management, and execution. This role manages a portfolio of cruise specialist accounts, building relationships to maximize performance through strategic sales and marketing plans to exceed targets.

This is a field-based role.

Essential Duties and Responsibilities

The duties below are main responsibilities but are not exhaustive. Employees may perform other related duties as assigned by management.

• Develop annual strategic account plans aligned with booking curves and develop tactical product plans.
• Understand each OTA/tour operator’s business strategy and culture to drive effective results.
• Identify and analyze new opportunities.
• Work with the commercial team to analyze weekly stats, trends, and implement actions.
• Manage marketing budgets to ensure maximum ROI.
• Lead negotiations for long-term profitable growth, ensuring timely business partner agreements.
• Gather competitive intelligence and provide updates with recommendations.
• Build relationships with key decision makers and influencers.
• Create contact strategies and plans to deliver shared accountability.
• Set SMART objectives for meetings.
• Implement product and automation training to improve sales conversion.
• Design and execute annual training plans for accounts.
• Drive participation in the ‘Club Rewards’ trade incentive program.
• Act as a brand ambassador at trade and consumer events.
• Host customer educational events and trips with targeted follow-up for ROI.
• Implement consumer cruise events as part of strategy.
• Coordinate with cross-functional teams for execution support.
• Work with Trade Marketing to ensure positive representation.
• Manage sales strategy for new business opportunities.
• Use the KAM app and SPARK tools for account planning and presentation.

Sales Competencies

Profitable Account Planning, Customer Engagement & Commitment, Flawless Execution, and associated behavioral traits and qualifications are detailed in the original description.

Qualifications & Experience
Minimum 3 years’ sales management experience, preferably in the UK & Ireland, with a background in travel desirable but not essential. A degree or equivalent is preferred but not mandatory. A clean driving license is required.

Work Environment
Includes office work, travel, and shipboard activities, with an estimated 60% travel requirement.

What We Offer
Competitive benefits, development opportunities, and a flexible work environment. We promote diversity, equal opportunity, and a supportive culture.

Application Note
We encourage applications and are happy to provide additional guidance during the process.

Royal Caribbean Group is committed to equal opportunity employment and prohibits discrimination and harassment based on protected characteristics.