Manager, Key Accounts (Based in the U.S. Northeast Region)

Journey with us! Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

 

The Royal Caribbean Group’s Celebrity Cruises brand has an exciting career opportunity for a full time Manager, Key Accounts on the Northeast Sales Team reporting to the Director, Market Sales.

 

This position will be based in New Jersey

 

Essential Duties and Responsibilities:

 

• Responsible for profitable revenue generation from assigned key accounts (generating a minimum of $1M in annual revenue) with a cumulative portfolio of $50M+. Key Account Manager is accountable for growth of assigned complex accounts to meet company sales and growth goals.  Major emphasis is on account penetration, targeted marketing efforts within region and mentorship of Market Sales Managers.

 

• Builds and maintains relationships with strategic decision-makers at high value accounts within territory.  

 

• Conducts annual contract negotiations, including revenue/passenger growth targets and allocation of co-op marketing funds.

 

• Analyzes sales data and business trends to conduct business reviews with assigned accounts.

 

• Develops tactical promotion strategies for assigned accounts, with accountability for ROI analysis and practice-sharing.

 

• Conducts and coordinates agent trainings, ensuring the development of Celebrity brand champions. Ensures that assigned accounts and advisors are kept up to date with the latest brand information including itineraries, pricing, product enhancements and trade resources.

 

• Consistently monitors and updates customer business profiles within CRM system (ROI, cost of sale, yield, retention, automation).

 

• Partners with Director of Sales and HQ teams to develop and implement strategies to take advantage of new sales opportunities within region.

 

• Serves as a role model for core competencies and serves as a trainer/mentor for Market Sales Managers.

 

• In partnership with Director of Sales, provides leadership and support in the professional development of the region’s sales team.

 

• Key Account Manager is responsible for complete knowledge of all Celebrity Cruises products, services, and brand representation. 

 

Qualifications, Knowledge and Skills:

 

• 5-7 years proven outside Sales experience required.

 

• Must be able to travel and live in assigned territory.

 

• Proven success and skill in negotiating and closing business with top producing accounts.

 

• Must be able to work weekends as needed.

 

• Applies sound judgment.

 

• Negotiation Skills.

 

• Financial /Business acumen.

 

• Analytical Thought Process.  

 

• Presentation and Communication skills.

 

• Strategic Thinking.

 

• Information Management (Technology; Sales Automation).

 

• Territory Management.

 

• Interpersonal and Collaboration skills.

 

• Sales Aptitude and Ability.

 

• Strong solution selling skills.  

 

• Ability to use multiple communication and interaction methods to collaborate effectively, get results with others and develop customer champions.

 

• Ability to display the highest level of personal integrity, takes responsibility for personal and organizational results, and proactively develops greater ability.

 

• Coaches and Develops Others.

 

• Fosters Collaboration and Cooperation.

 

• Exhibits leadership courage and emotional fortitude.

 

• Champions Change and Innovation.  

 

Preferred Qualifications:

 

• Bachelor's degree preferred. 

 

• Travel industry experience preferred.    

 

 Physical Demands:

 

The physical demands described here are representative of those requirements employees must meet to perform the essential functions of this job with or without reasonable accommodations. 

 

• Operates a motor vehicle to travel within territory.

 

• While performing job functions the employee is regularly required to si