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POSITION SUMMARY:

The Sales Development Manager is a field-based role is responsible for managing sales development, account management, trade engagement and brand activation for a geographical territory in the UK. Ensuring the strategy for the territory is flawlessly executed and that performance is maximised through excellent communication, brand representation and follow-up.

Spending up to 4 days “on the road” to support and engage a portfolio of trade customers, this role requires excellent interpersonal and communication skills and the ability to work with a large number of stakeholders. Occasional evening and weekend working will be required.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

The duties below are the main duties and responsibilities however 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.

CUSTOMER ENGAGEMENT & COMMITMENT:

· Act as an ambassador for Royal Caribbean and demonstrate an exceptional level of product / sector knowledge ensuring the brand has an extremely high profile across travel retail and homeworking

· Develop and nurture relationships with retail and homeworking contacts and business influencers, with the goal of gaining greater share of voice and to build positive partnerships

· Develop a deep understanding of regional account mix, challenges and opportunities so that communication, activity and interactions are relevant and productive.

· Set clear SMART objectives for all visits and meetings to ensure effective use of time.

· Own regional relationships across Trade Partner organisation (such as Regional Cruise Experts) to ensure brand engagement, education, sales plan implementation and awareness.

· Drive participation in the corporate trade incentive programme ‘Upper Deck’, identifying and following up on minimum engagement targets.

· Develop a training plan alongside Training Manager EMEA for accounts that recognises specific business needs, identifying and following up on minimum engagement levels.

· Work with the Senior Strategic Sales Manager to prepare and host successful customer educational events/trips i.e. seminar at sea, ship launches/visits, conferences, cruise shows, etc. as required, with targeted sales performance post the event to ensure return on investment.

· Leverage social media to maximise engagement with trade agents

COMMERCIAL & OPERATIONAL PLANNING:

· Arrange and attend monthly/quarterly sales meetings with stakeholder relevant to the account mix (i.e. Regional Sales Managers/Key homeworkers/consortia members) to plan targeted activity including engagement and training opportunities.

· Develop and implement annual, quarterly and monthly sales plans, ensuring the plan will drive achievement of all key metrics across the territory.

· Analyse weekly, monthly and quarterly account activity and performance, spotting opportunities to improve performance and put in place tangible, measurable action plans that drive results.

· Develop effective Coop marketing plans with regional accounts that will drive mutual return on investment.

· Monitor and report all holiday competitor activity, pricing and marketing relevant to account mix.

· Provide store visit reports and follow up consistently on the actions set using the CRM app.

FLAWLESS EXECUTION:

· Spend up to 80% of time interacting with retail stores, homeworkers and regional accounts face to face and 20% of time building plans, course correcting and following up on opportunities.

· Ensure that agreed sales and marketing activity is implemented, tracked through the toolkit to ensure full compliance to brand guidelines, and the success of all activity is tracked and monitored to assess ROI.

· Work with trade marketing to ensure that Royal Caribbean International are truly represented in all sales activity.

· Effectively represent the Royal Caribbean brand by developing relevant training content that is delivered in an engaging, motivational and inspiring way.

· Submit a rolling three-month training and engagement plan to be agreed by the SSSM.

· Structure workload effectively to ensure maximum time with accounts and all administration and support activities are completed effectively and to time.

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.

SALES COMPETENCES BEHAVIOURAL TRAITS

Profitable Account Planning

· Understands and utilises customer, category and consumer insight: Understands category trends, dynamics and opportunities for growth

· Account planning: Supports in managing the account planning process,

differentiates promotions to understand ROI and understand and interprets

customer and financial measures.

· Commercial innovation: Provides the necessary insight and follow up to

support in solving commercial challenges.

· Commercial decision making: Effective management of Co-op and non-co-op budgets.

Customer Engagement & Commitment

· Builds sustainable relationships: Efficient and effective at managing own behaviours and utilising a range of styles to build strong working relationships internally and externally.

· Joint Business Planning: Works collaboratively to develop plans with the trade partner with clear objectives and success criteria.

· Negotiation: Has an understanding of negotiation techniques and uses these to influence the trade partner.

· Creates insight: Can identify and action insights to benefit the business and account.

Flawless Execution

· Setting Objectives and Managing

Priorities: Understands the importance of monitoring performance against plans

and course correcting to achieve/exceed goals

· Drive for Results: Seeks to improve performance and find ways to increase efficiency, effectiveness and results.

· Planning & Monitoring: Uses readily available internal and external data for monitoring performance and adapting plan.

BEHAVIOURAL TRAITS

Takes Initiative –understands what needs to be accomplished and to proceed on one’s own within the accountabilities of the job

Analytical – logically analyses facts, data and situations

Finance/business – is interested in commerce or fiscal management

Planning – Can formulate ideas related to the steps of accomplishing an objective

Analyses Pitfalls – Has the ability to scrutinise potential difficulties related to a plan

Organised – Can place & maintain order in an environment or situation

Selling – has an interest in convincing or influencing others to purchase a product or service

Influencing – is able to persuade others and take them with you on the journey

Enlist Co-operation – Can invite others to participate in or join an effort

Warmth/Empathy – expresses positive feelings and affinity towards others

Enthusiastic – Demonstrates passion and enthusiasm and is eager & excited toward own goals

Persistent – Is tenacious despite encountering setbacks and obstacles

Optimistic –believes the future will be positive and demonstrates a positive attitude in all situations

Pressure Tolerance – the level of comfort related to working under deadlines and busy schedules

Writing/Language – the level of interest in formulating words that convey meaning

QUALIFICATIONS & EXPERIENCE:

• Minimum of 18 months experience in a sales role, preferably with field sales experience
• Proven track record in driving tangible results
• Outstanding communication and presentation skills
• Excellent understanding of Royal Caribbean products
• Ability to spend up to 4 days a week “on the road” as required, visiting trade partners/stores (may require overnight hotel stays)

• Clean current driving license

Work Environment:

Occasional travel may be required.

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. RCL and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

We know there's a lot to consider. As you go through the application process, our recruiters will be glad to provide guidance, and more relevant details to answer any additional questions. Thank you again for your interest in Royal Caribbean Group. We'll hope to see you onboard soon!

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

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