Director, National Accounts - Trade Sales

Location: United States,None,None

Position summary:

Reporting to the Senior Director, National Accounts, this leadership role is responsible for developing and executing strategic plans across national accounts and consortia partners. The Director serves as a key liaison between Viking and top trade partners, ensuring alignment with commercial goals, promotional strategies, and performance metrics. 

The role requires strong cross-functional collaboration with Sales, Marketing, Yield, Finance, and Reservations teams, and includes oversight of contract execution, co-op marketing, and strategic initiatives. The Director also represents Viking at industry events and supports the development of scalable programs to drive trade engagement and revenue growth.

Job Responsibilities:

• Develops and refines national account strategy in collaboration with Sr. Director, aligning field sales with promotions, incentives, and account goals. Uses feedback from sales team and performance data to optimize approach.
• Manages execution of national account contracts, ensuring clarity on override goals, tracking performance, and maintaining proactive communication with top accounts.
• Represents Viking at Platinum Circle Events, consortia conferences, and trade shows, with approximately 50% domestic and International travel to streghten partner relationships and drive trade engagement.
• Directs consortia on promotional opportunities, aligning with Viking’s deployment strategy and commercial objectives. Provides strategic guidance to maximize ROI.
• Designs and implements consortia strategies, including commercial terms, marketing initiatives, and performance tracking. Ensures consistent communication and alignment with Viking’s goals.
• Oversee co-op marketing fund usage, collaborating with Sr. Director, National Accounts and  to ensure brand consistency and measurable impact. Reviews proposals and approves spend based on ROI analysis.
• Maintains regular contact with consortia and national accounts via calls, emails, and in-person meetings. Shares updates on promotions, performance, and program changes.
• Resolves consortia-related issues, acting as a liaison between accounts and internal departments. Escalates concerns and ensures timely resolution.
• Monitors key performance indicators such as booking conversions, event participation, and training engagement. Shares insights with sales team to drive continuous improvement.
• Participates in senior management briefings, providing competitive intelligence, account performance updates, and strategic recommendations.
• Supports planning and execution of national account conferences, including agenda development, account meetings, and competitive analysis.
• Leads special projects and cross-functional initiatives, including CRM enhancements, reporting improvements, and trade engagement programs.
• Partners with Trade Technology and BI teams to improve reporting tools and CRM adoption across the sales organization.
• Conducts quarterly business reviews with top accounts, analyzing performance, identifying growth opportunities, and aligning future initiatives.
• Assists with onboarding and training of new account managers, sharing best practices and ensuring consistent execution of national account strategy.

Job Requirements:

• Minimum 6 years’ experience in sales or account management in the travel or luxury travel segment.
• Strong communication skills include excellent grammar, spelling, and attention to detail.
• Strategic thinker with ability to analyze performance data and identify growth opportunities.
• Ability and willingness to independently manage and prioritize workload across multiple projects.
• Comfortable working cross-functionally with Sales, Marketing, Yield, and Technology teams.
• Exceptional interpersonal skills with proactive, solution-oriented mindset.
• Knowledge of MS Office and ability to learn additional software (e.g., CRM, BI tools).
• Bachelor’s degree in business, Marketing, Communications or equivalent experience.
• Travel industry/luxury experience preferred, knowledge of Viking product is a plus.

What we offer you:

• Highly competitive compensation