Purpose
Field based position driving incremental business through pre-arranged and adhoc face to face account meetings with designated agents. Primarily focusing on retail networks and upsell opportunities maximizing investment versus returns at the premium end of the spectrum. Aim is to increase our share of voice through distribution channels in the UK by driving activity frequently and be present within relevant channels. Train agents to upsell mainstream guests to our premium brand.
Customer
* Travel Agent partner
* Consortium member
* Retail outlet
* Sales and Marketing Department colleague
* Oceania Guest Service
* Oceania Inside Sales
Competencies
Key Responsibilities
Plan and execute business strategy for all designated accounts to exceed revenue targets taking into account all distribution channels and Luxury database opportunities. Also, to increase frequency and face to face contact within key agencies within the southern region. Conduct training, webinars, and consumer event
* Secure website presence, Press opportunities, DM mailings, EDM mailings, brochure racking for the products and brochures available
* Monitor cost of acquisition of agents to ensure monies are invested appropriately targeting wealthy demographics utilizing the ‘quality not quantity’ approaches
* Finding innovative solutions for individual focus sailings to maximize yields and berthing occupancy
* Qualified account management visits to maximize the Oceania knowledge, opportunities, and revenues from account
* Grow Business with new distribution opportunities
* Maximize commercial agreements to leverage additional activities
* Maintain forward planning call cycles and achieving cost efficiencies for T&E budge
* Deliver opportunities to the events and training manager for consumer events. Clientele must be selected appropriately to enhance personal contact with each guest at event
* Educating both the agency and their clientele of the USP’s of Oceania for both immediate sales and the long-term gain
* Participate in National Cruise shows for direct sales and education opportunities
* Laying solid business foundations for the new capacity increases as they arrive
* Influence multi-faceted sales channels including (but not limited to) retail, call center, homeworkers
* Grow new distribution channels/agents within their geographical area with the help of business development execs to fulfill new to regent guest requirement
* Attend trade shows, Consumer events and agency events working closely with the training and events manager. Coordinate training roadshows and facilitate training webinar
* Utilize sales initiatives such as Marketing Group Program
* Management of co-op marketing budgets for account
* Use CRM tools (salesforce) to record sales activities and monitor agency performance
* Communicate and interpret commercial information to affect future business plans and performance
* Constantly train accounts on Oceania customer and business benefits
* Encourage agents to take online training programs.
* Be available for weekend work i.e. cruise shows, ship visits, fam trips, conferences
* Update and maintain regional agency database and contacts
* Capture information relevant to understanding agency’s business
* Share best sales practice throughout the team to maximize efficiencies
* Suggest/deliver new commercial strategies to Sales Managers/Director of Sales
* Share competitor analysis with the team regularly
* Work with Field Sales, Head of UK sales and Cruise Reservations to implement sales & service solutions
* Work with Marketing to suggest tools and processes to benefit entire organization
* Day to day administration including expenses, budgets, reports etc
* Adhere to corporate policy and direction
* Social media presence to promote Oceania Cruises
* Encourage agents to travel on Oceania Cruises with our agent rates and sign them up to our rewards program
* Ordering collateral for agent events and follow up
Job Specific Knowledge, Skills & Behaviors Required
* Customer focused, excellent communicator, presenter, and listener
* Strong product and destination knowledge
* Confident presence and ability to communicate effectively
* Working knowledge of MS Office applications, including Power Point, Excel, Word
* Ability to multi-task in a fast-paced environment
* Able to work collaboratively and autonomously
* Able to build and grow relationships
* Demonstrates resilience and flexibility to business needs
* Honest and consistent
* Well present
* Organized
Experience and Education
* Educated to degree level
* Ideally at least two years field sales experience
Company Benefits
• 25 days holiday + 8 bank holidays
• Car Allowance.
• Cruise Benefit (NCL brand- team member discount)
• Private Medical Insurance (+ family can be added)
• Pension- Up to 5% Employer matching contributions
• Free parking – near office provided.
• Hybrid working
• 6 weeks sick pay
• Bus discounts
• Training & Development Opportunities.
• Social engagement.
• Ship visits.
• Occupational Health Support