Position Summary
The UK Field Sales Manager is a pivotal people‑leadership role responsible for inspiring, coaching and empowering a high‑performing team of Sales Development Managers. This position leads the strategic execution of field sales activity across the UK market — including retail, homeworker and consortia partners — ensuring exceptional brand representation, commercial excellence and meaningful trade engagement.
The role is accountable for delivering a best‑in‑class field sales strategy that aligns with the wider Strategic Sales vision. This includes driving sales growth, strengthening trade relationships, and ensuring the consistent delivery of key performance metrics.
As a highly visible leader spending around 50% of time with Sales Development Managers in‑market, the ideal candidate will excel at stakeholder management, communication, and relationship building. They will bring deep expertise in territory sales management within a travel industry context, and a genuine passion for developing others, sharing best practice and elevating team capability.
The role works hand‑in‑hand with Strategic Account Managers and Senior Manager, Strategic Sales to turn national account strategies into impactful in‑market results. SAMs secure strategic agreements at HQ level, and the Field Sales Manager drives the activation of these plans through the SDM team — ensuring every initiative is executed with clarity, consistency and commercial impact. Together, both teams actively align priorities, share insights and close the loop on performance, creating a unified approach that strengthens partnerships and accelerates growth across the UK market.
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.
Leadership & Sales Planning
1. Lead, coach and motivate a team of Sales Development Managers through regular check‑ins, on‑the‑road coaching, goal setting, and development conversations that drive accountability and high performance
2. Collaborate closely with Strategic Account Managers to ensure seamless execution of aligned activity while sharing insights on what is (and isn’t) working across the field
3. Use insight‑driven decision-making to guide SDMs in building efficient call plans that maximise opportunities with new-to-cruise agents, territory opportunity within a local geography and, maximise ROI across each territory
4. Ensure all field sales administrative requirements, including coop commitments and sales call plans, are accurate, up to date and delivered to deadline
5. Partner with EMEA stakeholders to provide the team with tools, training and resources that enable them to work more effectively and sell with confidence
6. Champion full CRM App adoption across the team, modelling best practice and ensuring activity is accurately tracked and actioned
7. Review and share weekly insights on retail performance trends, competitor observations and trade sentiment
Customer Engagement & Relationship Building
8. Act as a senior ambassador for Royal Caribbean, demonstrating outstanding product and sector knowledge and maintaining a highly visible presence across retail, homeworker and consortia partners
9. Build and nurture relationships with senior decision-makers and influencers across strategic accounts to drive increased share of voice, advocacy and long‑term partnership
10. Develop meaningful understanding of the regional landscape — including account mix, barriers to growth and new opportunities — to ensure all activity is targeted and relevant
11. Ensure SDMs set clear, SMART objectives for all field visits, maximising every customer interaction
12. Own regional relationships with trade partner organisations (e.g., Regional Cruise Experts) to drive engagement, education and commercial performance
13. Drive uptake and performance within Club Royal through targeted engagement and follow‑up
14. Work with the Training Manager EMEA to build account‑specific training plans that support competency growth and engagement targets
15. Collaborate with Strategic Account Managers on the planning and delivery of customer educational events, including seminar‑at‑sea, ship visits, launches, conferences and consumer shows, ensuring measurable commercial benefit
16. Leverage social media to enhance visibility, engagement and brand advocacy across the trade community
Commercial Strategy & Operational Execution
17. Lead monthly and quarterly planning sessions with relevant stakeholders (Regional/Divisional Sales Managers, Business Owners, Franchise Leads) to align on activity, opportunities and joint initiatives
18. Develop and deliver annual, quarterly and monthly sales plans that drive performance across all key metrics and strategic objectives
19. Monitor weekly, monthly and quarterly results to identify opportunities and implement clear, actionable plans that improve performance
20. Build effective coop marketing plans with regional accounts to ensure strong mutual ROI
21. Track, analyse and report competitor activity, pricing movements and market trends relevant to assigned territories
22. Ensure store visit reports are completed to a high standard, with clear follow‑up actions logged and tracked using the CRM App
Flawless Execution
23. Maintain a balanced approach to the role, spending approximately 50% of time in‑market with accounts and 50% focused on planning, review and strategic delivery
24. Ensure all activity is executed in line with brand guidelines and fully tracked using the appropriate toolkits to ensure compliance and ROI measurement
25. Partner with the trade marketing team to ensure Royal Caribbean is prominently and consistently represented across all field activity
26. Develop and deliver engaging, insightful and inspiring training content that reinforces brand values and drives product knowledge
27. Submit and maintain a rolling three‑month training and engagement plan for approval
28. Manage time and workload effectively, ensuring maximum value is delivered across account interactions while maintaining strong administrative discipline
Knowledge and Skills
29. Minimum 3 years’ experience in a field sales role, ideally within the travel industry
30. A genuine passion for developing others, sharing best practice and elevating team capability
31. Proven track record of delivering measurable sales results
32. Exceptional communication, presentation and influencing skills
33. Strong knowledge of Royal Caribbean products and brand DNA
34. Willingness to spend up to 50% of time on the road, including overnight stays where necessary
35. Clean, current driving licence