This role is hybrid, based in Weybridge, UK.

We have 2 contract options available - One Permanent and one 12 month fixed term contract.
You will be asked which contract you would prefer during the application process.

Journey with us! 
Combine your career goals and sense of adventure by joining our dynamic team of Business Development Managers.

Celebrity Cruises is an award-winning resort at sea where guests can visit up to 8 destinations in one sailing, dine in a new restaurant at every meal, rest in spaces thoughtfully designed to the last detail for comfort, find your well-being miles away at sea, all with the world at your service. Our award-winning ships offer unique experiences in more than 300 destinations on all seven continents.

We are a confident, forward-thinking brand whose purpose is to ‘open up the world’ for our guests. We are inclusive and celebrate talent across the board – from raising the bar in gender equality, to celebrating the diversity of our crew and guests. We care about our people, our guests and the environment and have strong stories to tell in all these areas.  

With a keen focus on destination, culinary, service, design, and wellbeing, we offer rich travel experiences to every corner of the world. We have just been awarded “Best Large-Ship Ocean Cruise Line”, as voted for by Telegraph readers.

Job Summary

The primary purpose of this role is to own and manage a portfolio of key accounts, influencing internal and external stakeholders through great relationships to ensure the guest, revenue and APD targets are exceeded at an optimal cost of acquisition.  

The role is predominantly telephone based, although will involve occasional training, face to face meetings, ship visits, conferences and events.

This role will focus on the development and implementation of the Business Development Strategy, and will include introducing new partners to Celebrity Cruises, working with them from initial set-up to nurture and grow our mutual business.

Build and manage strong relationships with airport authorities and tourist boards, identifying joint opportunities that enhance brand visibility, support destination marketing, and drive demand for Celebrity Cruises.

Key Responsibilities

Sales Planning & Activation

• Introduce new partners to Celebrity Cruises including initial set-up.  Nurture partner to grow mutual business
• To implement a virtual contact strategy that focuses on delivering higher APD’s whilst balancing volume goals

• Analyse account profitability and opportunity and ensure that the distribution strategy is driving optimal return on investment
• Responsible for analysing the weekly stats for your territory by account and providing robust market insights

• To develop a quarterly sales plan for your accounts, ensuring the plans are relevant and will drive improvement on profit and APD, using the SPARK sales academy tools & techniques to formulate robust plans

Trade Engagement

• Develop a targeted contact strategy that enables you to the focus of delivering higher APD’s
• Develop key relationships within your account portfolio with key decision makers and influencers
• Build solid relationships with top sellers to ensure Celebrity Cruises remains forefront of mind, whilst seeking new opportunities with other sellers to build volume
• To motivate and ensure your partners are engaged with our trade loyalty programme Celebrity Rewards
• Work with the Training Manager to ensure effective implementation of Celebrity Passport training programme and attendance of seminars at sea and face to face / virtual training events amongst the accounts
• To use the sales management tools available, in particular, automation tools to ensure effective and efficient communication and account management
• Drive sales and engagement within own accounts via use of technology including (but not limited to) social media, virtual meetings, salesforce and telephone calls
• Implement both product and automation training to ensure awareness of all products

Commitment & Execution

• Responsible for effective management of co-op budget for the accounts and monitoring and reporting on the ROI

• Own the delivery of commercials from planning to execution and closure, ensuring all paperwork is delivered in a timely fashion
• Responsible for competitive intelligence gathering and provide recommendation to the organisation
• Work with the Marketing team and Trade Marketing Manager to ensure that Celebrity Cruises are well represented in all activity
• Prepare and host client educational trips, i.e., Seminars at Sea, Ship Launches, and Ship Visits etc with targeted follow-up to ensure robust ROI
• Act as Ambassador for Celebrity Cruises at key trade and consumer events
• Implement successful consumer events, digitally or face to face, as required as part of a clear strategy and demonstrate a return of investment and costs
• Prepare weekly sales reports for the leadership team as required
• Liaise and work with RSM team where appropriate to ensure coverage of Key Accounts within retail space, promoting consistent messaging and engagement
• Set clear SMART objectives for all meetings to ensure effective use of time
• Accurately record all meaningful trade partner conversations in Salesforce, including any agreed actions and follow-up.
• Takes accountability for self-development, completing all required training, as well as those identified to support own needs and opportunities for personal growth

Qualifications and Experience Required

• Experience at sales management level (Travel industry preferred but not essential)
• Large matrix organisation experience preferable
• Clean current driving licence

Traits To Excel In This Role

• Enthusiastic – Demonstrates passion and enthusiasm and is wager and excited towards own goals
• Analytical – logically analyses facts, data, and situations
• Takes initiative – understands what needs to be accomplished and proceeds within the accountabilities of the job
• Organised – Can place and maintain order in an environment and situation
• Selling – has a skill to convince and influence others to purchase a product or service
• Persistent – is tenacious despite encountering setbacks and obstacles
• Optimistic – believe the future will be positive and demonstrates a positive attitude in all situations
• Innovative – able to think creatively and regularly thinks ‘outside of the box’
• Written/Language - clear and concise communication detailing the level of interest in formulating words that convey the meaning
• Computer literate – able to confidently navigate & use Microsoft Word, Excel, PowerPoint
• 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.

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!

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