Manager, Key Accounts

Royal Caribbean Group; Miami (FL); On-site; USD 110,000 - 170,000; Full time

Job summary

Royal Caribbean Group in Miami is seeking a Manager, Key Accounts to grow partnerships with top travel agencies across the US and Canada, managing a revenue portfolio and co-op programs. You will lead cross-functional teams across Revenue, Marketing, Sales, Trade Support & Service, and Hotel Operations to optimize key account performance.

You will develop customized producer programs, incentives, and sales systems while ensuring cost efficiency.

Qualifications

• Experience managing key accounts and partnerships.
• Ability to analyze revenue models and marketing plans.
• Experience with budgets and co-op programs.

Responsibilities

• Develop partnerships and agreements with key travel agency partners to meet Silversea revenue goals.
• Manage expense budget, co-op and back-end commission programs for Key Accounts.
• Lead cross-functional collaboration with Revenue, Marketing, Sales, Trade Support & Service, and Hotel Operations.
• Travel 20-30% to attend conferences, trade shows and meet partners.

Skills

Strategic thinker

Leadership skills

Communication skills

Cross-functional collaboration

Travel readiness

Tools

MS Word

Excel

PowerPoint

Job description

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Manager, Key Accounts

Journey with us! Combine your career goals and sense of adventure by joining our incredible team of employees at Royal Caribbean Group. We are proud to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

We are proud to be the vacation-industry leader with global brands — including Royal Caribbean International, Celebrity Cruises and Silversea Cruises — the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests.

This position will be working onsite from Miami.

Position Summary:

The Manager, Key Accounts is responsible for working with Key accounts that represent approximately 17% of the total travel agency locations within the United States and Canada to develop partnerships/agreements that meet the needs of Silversea as well as the travel organization. Independently maintains relationships with key customers, primarily Owners and Directors of each Key Partner travel organization as well as internal partners in Revenue, Marketing, Sales, Trade Support & Service, and Hotel Operations. Oversees and/or performs the following essential tasks through subordinates or matrixed resources. Responsible for managing expense budget, co-op and back-end commission programs for Key Accounts to ensure we are maximizing growth at the lowest cost.

Essential Duties and Responsibilities:

• Responsible for the profitable revenue generation of approximately $87 million in Sales from Key Account partners.
• Maintain Key Account sales, sponsorship and co-op budget of $0.8 million.
• In partnership with VP of National Accounts, construct and propose the goals and objectives in maintaining sales agreements through the analysis of Commercial Planning business models/structure, revenue and cost of sale.
• Continue to build revenue of Key Accounts channel, with a strong focus on these Strategic organizations that can provide maximum revenue at minimum cost. Working closely with Senior Director of National Accounts, Key Account Manager, and Director of Inside Sales on revenue generating sales & marketing plans.
• Establish customized programs with our partners in Revenue that provide incremental growth opportunities with specific travel partners that fit our business needs and their business model.
• Develop compensation and incentive programs that maintain competitive positioning while lowering the commission line.
• Develop sales systems/technology to support current or alternative sales approaches.
• Partner with our internal creative team to ensure that all marketing with Key Account partners is on brand and focused around our promotional and milestone calendar.
• Provide leadership and support to the Key Account Manager to ensure Key Account programs are executed at the field level in both US and Canada.
• In partnership with the Vice President of National Accounts, manage the Key Account sales and cooperative marketing budget with recommendations for increases/decreases. Review commissions, budgets, cost of sale, trend reporting, marketing effectiveness and account database and affiliations.
• Responsible for travel 20-30% of the time to attend conferences, trade shows and to conduct sales calls, with seasonal demand, particularly in the Fall. This role will be highly visible externally with travel partners.
• 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.
• Other duties as directed by management may fall out of the immediate scope of the position, but which may be required to achieve commercial objectives.

Qualifications, Knowledge and Skills:

• Sound decision-making skills: the decisions made are significant in their impact on the ability of Silversea to generate revenues, reduce acquisition costs, and implement technology solutions to do both. Other critical decisions include expense/budget management, and how the recommendations fit into the overall objective of the organization in gaining efficiencies through mergers and growth. Decisions are reached through a recommendation process based on research, justification, and competitive information developed in preparing the recommendation.
• Strategic and transformational thinker.
• Strong leadership skills and proven experience in leading and developing accounts and employees, as well as partnering effectively with peers.
• Understanding effectiveness of various marketing vehicles to drive consumer demand is a must.
• Solid written and verbal communication skills are a must. Clear and precise communication at all levels of the organization is essential.
• Excellent interpersonal skills, strength in communicating in a multicultural environment with all levels of employees and management. Strong Employee Engagement is a must.
• Excellent organizational skills.
• Excellent presentation skills to small and large audiences.
• Ability to multi-task and be flexible in a fast-paced environment.
• Ability to read, analyze and interpret common financial reports and legal documents.
• Ability to clearly and effectively present information to top management, public groups, and/or accounts.
• Proficiency in MS Word, Excel and PowerPoint.
• Ability to travel by airplane, both domestically and internationally. Lifting boxes, setting up trade show booths and other physical labor is required as a part of this job.
• While performing the duties of this job, the employee is frequently required to sit and talk or hear, as well as stand and walk.

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.

No immigration sponsorship offered.

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.