Journey with us!
Combine your career goals and sense of adventure by joining our dynamic team of Regional Sales Managers. Royal Caribbean Group is pleased to offer a competitive compensation & benefits package, and excellent career development opportunities, each offering unique ways to explore the world.
About Us
Royal Caribbean Group is the world’s largest cruise line. It couldn’t be a more exciting time to join a global business that is blazing a trail in the travel industry right now.
At Royal Caribbean Group we never rest on our laurels; we constantly strive to improve our work and be at the forefront of the industry. The work that we do is exciting, challenging, and innovative. We are passionate, we are innovative, and we are unstoppable.
Job Summary
This field-based role is responsible for managing sales development, account management, trade engagement and brand activation for a geographical territory within the UK and Ireland. Ensuring the strategy for the territory is flawlessly executed and that performance is maximised through excellent communication, brand representation and follow up.
Spending 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.
The role is responsible for achieving guest, APD & revenue targets plus building the Celebrity Cruises brand. Maximise performance of the area through identifying potential & high revenue stores & intensifying activity in the areas set by the business in order to meet & exceed the sales the regional sales targets.
This role covers London and the South East, therefore you must live in commutable distance to the M25, and should be located in the territory.
Role Overview
1. To achieve the guest, APD & Revenue targets for your geographical sales area as set by the business
2. Develop key relationships within your account portfolio with key decision makers and influencers
3. To ensure you achieve % On Board Sales & % Automation targets for your stores/regions in your geographical area
4. To have a robust training plan and to ensure all staff members complete Celebrity Cruises training in your geographical area & evidence this is being achieved
5. Drive sales and engagement within own accounts & area via use of technology including (but not limited to) social media, virtual meetings, and telephone calls
Key Responsibilities
Sales and Planning
6. Sales manage multiples, miniples, independents and consortia on the high street with deeper targeting on revenue to grow the APD’s
7. Prepare and roll-out an agreed sales and marketing plan for own managed accounts with regular face to face and virtual reviews
8. In line with Celebrity brand intensification “hot spot” strategy, targeting stores that sell to affluent guests and develop a targeted call cycle that focuses on high revenue and high potential stores
9. Develop detailed call plans with face-to-face contact, and/or follow up phone contact with targeted stores/regions
10. Record all visits and trade partner meaningful conversations in Salesforce in a timely manner and follow up consistently on the SMART actions agreed
11. Plan and attend sales meetings with Regional Sales Managers/HQs/Key Decision Makers to plan targeted activity in your region to maximise sales
12. Monitor and report on all other holiday & cruise company trading feedback, competitor activity, pricing, marketing, and sales incentives
13. Work collaboratively with the cross functional teams to achieve the trade and direct numbers by seeking new opportunities and driving lead generation
Trade Engagement & Commitment
14. Implement a structured training programme covering both product and booking tools
15. On board Sales, automation targets set by Celebrity Cruises are achieved in your geographical region
16. Ensure the teams in your geographical area are all active in the Celebrity Rewards programme
17. Prepare and host successful client educational trips i.e., Seminars at Sea, Ship Launches, Ship Visits, Conferences etc. with targeted sales performance post the event to ensure return on the investment
18. Implement & host successful consumer and trade cruise events in addition and demonstrate a return on investment of time and costs
19. Leverage social media as a way to engage with agents
Execution
20. Ensure agreed sales and marketing activity is implemented and the success of all activity is tracked and monitored to assess ROI
21. Represents Celebrity Cruises at travel industry exhibitions or any other events as required
22. Responsible for forecasting and management of co-operative sales and marketing budget
23. To structure your calendar effectively to ensure maximum time with the customer and all administration and supportive activities are completed effectively and on time
24. Takes accountability for self-development, completing all required training, as well as those identified to support own needs and opportunities for personal growth
This is a full-time field based sales role.
Monday – Friday, with flexibility to work weekends with the needs of the business.
Qualifications & Experience Required
25. Minimum of 18 months experience in a sales role, (Travel industry preferred but not essential)
26. Proven track record in driving tangible sales results
27. Knowledge of cruise or travel industry preferred
28. Outstanding communication and presentation skills
29. Ability to spend up to 4 days a week “on the road” as required, visiting trade partners/stores (may require overnight hotel stays)
30. Must live in commutable distance to the M25, and should be located within London or the South East
31. Clean current driving license
Traits To Excel In This Role
32. Enthusiasm – demonstrates passion and enthusiasm toward own goals
33. Analytical – logically analyses facts, data and situations to optimise opportunities for growth
34. Takes Initiative – understands what needs to be accomplished, has a natural drive for results and seeks to improve performance
35. Selling – has a skill to convince and influence others to purchase a product or service
36. Persistent – is tenacious despite encountering setbacks and obstacles
37. Optimistic – believes the future will be positive and demonstrates a positive attitude in all situations
38. Written/Language - clear and concise communication detailing the level of interest in formulating words that convey the meaning
39. Negotiation Skills - has the ability to use advanced negotiation techniques to achieve joint financial goals in complex negotiations
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, colour, 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.