Lead, Charter Sales

Royal Caribbean Cruises Ltd; Miami (FL); On-site; USD 120,000 - 170,000; Full time

Job summary

Royal Caribbean Group in Miami seeks a Lead, Charter Sales to drive full-ship charter revenue growth. You will own the sales lifecycle from qualification to contract execution, building executive relationships with clients, agencies, and partners.

You will partner with Revenue Management, Legal, Marketing, and Operations to deliver profitable charter solutions while guiding strategic accounts and managing high-value opportunities with autonomy.

Qualifications

• Bachelor’s degree in Business, Hospitality, Marketing, Sales, or related field.
• 7+ years of sales, business development, account management, charter sales, hospitality, travel, cruise, or related commercial experience.
• Demonstrated success developing, negotiating, and closing complex, high-value sales opportunities.
• Proven ability to manage strategic accounts and achieve revenue goals.
• Strong business development, negotiation, presentation, relationship management, and consultative selling skills.
• Experience influencing stakeholders across a matrixed organization.
• Strong financial, analytical, forecasting, and strategic planning capabilities.
• Advanced proficiency with Salesforce or similar CRM platforms, including forecasting, pipeline management, reporting, and sales analytics.
• Experience leading client presentations, ship inspections, executive briefings, and complex commercial discussions.
• Ability to manage multiple priorities and operate independently in a fast-paced environment.
• Willingness to travel as business needs require.

Responsibilities

• Lead the complete sales cycle from prospecting to contract execution and handoff.
• Develop strategic account plans and targeted sales initiatives to grow charter revenue.
• Prepare proposals, pricing scenarios, business cases, and executive presentations.
• Negotiate terms, pricing, and contractual elements with clients and partners.
• Collaborate with cross-functional teams to deliver winning charter solutions.

Skills

Sales

Business development

Account management

Charter sales

Relationship management

Negotiation

Forecasting

CRM platforms

Sales analytics

Presentation skills

Education

Bachelor’s degree in Business, Hospitality, Marketing, Sales, or related field

Tools

Salesforce

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 is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

The Royal Caribbean Group’s Celebrity Cruise Lines brand has an exciting career opportunity for a full-time Lead, Charter Sales reporting to the Senior Manager, Charter Sales.

This position will be based in Miami.

Position Summary:

The Lead, Charter Sales (CMIC) is a senior commercial and business development professional responsible for driving charter revenue growth through the acquisition, development, and management of full-ship charter business. Reporting to the Senior Charter Sales Manager, this role serves as the primary commercial lead for charter opportunities and is accountable for managing the complete sales lifecycle, from prospecting and qualification through negotiation, contract execution, and operational transition.

This position owns a portfolio of high-value charter opportunities and strategic accounts, developing and executing sales strategies that maximize revenue, expand market presence, and strengthen long‑term client relationships. The Lead builds and maintains executive‑level relationships with clients, agencies, and key stakeholders while serving as a trusted advisor throughout the sales process.

Operating with a high degree of autonomy, the Lead exercises significant judgment in evaluating opportunities, developing commercial solutions, negotiating contract terms, and recommending strategies that support business growth. The role collaborates extensively with Revenue Management, Finance, Legal, Marketing, Hotel Operations, Product Development, and other internal stakeholders to align customer needs with organizational objectives and deliver profitable business outcomes.

As the department's charter sales subject matter expert, the Lead influences commercial strategy, supports business planning initiatives, drives adoption of sales best practices, and contributes to the overall success and growth of the CMIC organization. The role also serves as the CMIC Salesforce Champion, data integrity, pipeline visibility, forecasting accuracy, and sales process optimization across the charter sales function.

Essential Duties and Responsibilities:

Commercial Leadership & Revenue Growth

• Own and manage a portfolio of charter sales opportunities with accountability for achieving revenue, yield, retention, and growth objectives.
• Serve as the primary commercial contact for full‑ship charter inquiries, charter RFPs, and strategic sales opportunities.
• Identify, develop, negotiate, and close new charter business while expanding opportunities within existing client relationships.
• Develop and execute strategic account plans, sales initiatives, and business development strategies designed to increase revenue and market penetration.
• Create and implement targeted sales and marketing campaigns that generate demand and support long‑term charter sales growth.
• Monitor pipeline health, sales performance metrics, and key performance indicators to ensure achievement of business objectives.
• Develop accurate forecasts and sales projections to support commercial planning and business decision‑making.

Client Relationship Management

• Build and maintain strong relationships with executive‑level decision‑makers, charter clients, agencies, and strategic partners.
• Lead client meetings, presentations, discovery sessions, ship inspections, familiarization visits, and commercial discussions.
• Coordinate and facilitate both in‑person and virtual client engagements throughout the sales process.
• Serve as a trusted advisor by understanding client objectives and developing customized charter solutions that align customer goals with business priorities.
• Foster long‑term relationships that drive repeat business, account growth, customer loyalty, and expanded revenue opportunities.
• Support charter‑related events, customer experiences, and hosted programs that strengthen client engagement and brand advocacy.

Sales Execution & Negotiation

• Lead the complete sales cycle, including prospect qualification, solution development, pricing strategy, proposal preparation, contract negotiation, and execution.
• Prepare and present proposals, pricing scenarios, business cases, contract exhibits, and executive‑level sales presentations.
• Lead negotiations involving pricing, inventory allocation, concessions, programming, contractual terms, and other commercial considerations.
• Evaluate opportunities and risks while exercising strong commercial judgment to maximize revenue and profitability.
• Secure internal approvals and align stakeholders to support customer requirements and business objectives.
• Manage multiple complex opportunities simultaneously while maintaining consistent follow‑up and stakeholder communication.

Strategic & Cross‑Functional Leadership

• Partner with Revenue Management, Finance, Legal, Marketing, Operations, Hotel Operations, and other business functions to develop customer solutions and maximize commercial outcomes.
• Analyze customer trends, market conditions, competitive activity, and business performance to identify revenue opportunities and inform sales strategy.
• Influence cross‑functional stakeholders and business decisions without direct authority to drive successful commercial results.
• Lead the transition of contracted business to operational teams, ensuring clear communication of customer commitments, deliverables, event objectives, budgets, timelines, and risks.
• Support strategic initiatives that enhance charter sales performance, customer acquisition, commercial effectiveness, and organizational growth.
• Act as a change champion for sales processes, systems, reporting enhancements, and organizational initiatives.

Operational Excellence

• Maintain accurate account management, opportunity tracking, forecasting, pipeline reporting, and sales activity within Salesforce.
• Serve as the CMIC Salesforce Champion, acting as the primary resource for CRM best practices, process adherence, reporting enhancements, pipeline management, and data governance.
• Drive adoption and optimization of Salesforce capabilities to improve forecasting accuracy, sales productivity, customer visibility, and commercial decision‑making.
• Ensure accuracy and completeness of customer, opportunity, pipeline, and forecasting data while promoting accountability and process discipline.
• Develop and maintain reporting tools, dashboards, and performance metrics that support leadership decision‑making and commercial planning.
• Monitor pipeline health, conversion metrics, and sales performance indicators to drive continuous improvement.
• Lead planning and execution of Seminar at Sea programs and support other charter‑related customer engagement initiatives.
• Promote operational consistency, process excellence, and best practices across the charter sales function.

Subject Matter Expertise & Organizational Impact

• Serve as the department's subject matter expert for charter sales, complex commercial opportunities, negotiation strategy, and market trends.
• Provide guidance, coaching, and best‑practice sharing to colleagues and cross‑functional partners.
• Support the evaluation of new business opportunities and provide recommendations that influence commercial strategy and business performance.
• Represent CMIC at industry conferences, trade shows, networking events, ship inspections, customer meetings, and business development activities.
• Build and maintain a visible presence within the charter, hospitality, travel, and event industries to strengthen market relationships and identify growth opportunities.
• Make recommendations that influence departmental priorities, commercial strategy, sales programs, and overall business performance.

Travel & Work Schedule Expectations

• Ability to travel approximately 20% of the time to support client meetings, ship inspections, familiarization visits, trade shows, conferences, customer events, and business development activities.
• Flexibility to support occasional evening or weekend client engagements, hosted programs, industry events, and charter‑related functions.
• Ability to attend meetings and events onboard company vessels and at customer locations as business needs require.

Success in This Role is Measured by:

• Achievement of annual revenue, yield, retention, and growth targets.
• New business acquisition and strategic account expansion.
• Pipeline development, conversion rates, forecasting accuracy, and overall sales effectiveness.
• Contracted charter revenue and profitability.
• Customer retention, satisfaction, and relationship strength.
• Effective cross‑functional execution and operational handoff.
• Salesforce data integrity and pipeline visibility.
• Contribution to charter sales strategy and overall CMIC commercial performance.

• Performs 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.

Qualifications, Knowledge and Skills:

• Bachelor’s degree in Business, Hospitality, Marketing, Sales, or a related field preferred.
• 7+ years of sales, business development, account management, charter sales, hospitality, travel, cruise, or related commercial experience.
• Demonstrated success developing, negotiating, and closing complex, high‑value sales opportunities.
• Proven ability to manage strategic accounts and consistently achieve revenue goals.
• Strong business development, negotiation, presentation, relationship management, and consultative selling skills.
• Demonstrated ability to influence stakeholders across a highly matrixed organization.
• Strong financial, analytical, forecasting, and strategic planning capabilities.
• Advanced proficiency with Salesforce or comparable CRM platforms, including forecasting, pipeline management, reporting, and sales analytics.
• Experience leading client presentations, ship inspections, executive briefings, and complex commercial discussions.
• Ability to manage multiple priorities and operate independently in a fast‑paced environment.
• Ability to travel as business needs require.

The position is not eligible for work authorization sponsorship.

Agency and Third-Party Submissions: Please note this is a direct search by the Company, and applications through agencies and other third parties will not be accepted, nor will fees be paid for unsolicited resumes. Any unsolicited resumes will be considered the Company's property.

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.