Senior Sales Manager UK & I

Job Description

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 & benefits package, and excellent career development opportunities, each offering unique ways to explore the world. About Us Royal Caribbean Group is the world’s largest cruise line, having a record-breaking year and launching not one but TWO brand new ships in 2025! It couldn’t be a more exciting time to join a global business that is blazing a trail in the travel industry right now. With our 3 brands Royal Caribbean International, Celebrity Cruises & Silversea we have ships in South America, Europe, Asia, Australia, and several North American markets beyond our headquarters in Miami, FL. We cover the globe. No matter where our guests want to go, Royal Caribbean Group has a ship that can deliver a world-class vacation. At Royal Caribbean Group we never rest on our laurels; we constantly strive to improve our work and be at the forefront of the industry. The work that we do is exciting, challenging, and innovative. You get to work both independently and as part of a collaborative and dynamic international team. We are passionate, we are innovative, and we are unstoppable. About the Role The primary purpose of the role is to ensure that guest, revenue, and average per diem (APD) targets are exceeded across the UK & Ireland market. This role is fundamental to driving the UK&I Vision for Trade, which is to always achieve guest and revenue objectives, because we are bold, effective and loved by our partners, customers, and our own people. Role Overview: The role works cross-function across the UK&I market to manage, deliver and execute the trade distribution strategy, ensuring Trade Partners are equipped with the relevant tools and support to sell Celebrity Cruises effectively. Responsible for 6 direct reports, providing leadership, motivation and personal development to the team, including the setting of SMART objectives and regular appraisals. Responsible for the wider Sales team, Trade Marketing, Trade Support, Training and Events team communications, including regular monthly sales meetings and weekly team update calls. Work cohesively with Field Sales Manager, Sales Planning & Activation Manager and Trade Support and Trade Marketing Manager, ensuring the Sales Team have the tools and support required to deliver on goals. Essential Duties and Responsibilities: Responsible for the development and implementation of robust strategic plans, including Sales, Marketing & Training, ensuring they complement the distribution strategy. Understand and utilize partner and consumer insights and translates into opportunities for growth. Provides input into the Annual Operating Plan ensuring the plan will drive the improvement on all key metrics. To lead, develop and deliver commercial terms for UK&I Trade Partners that enable profitable growth, working hand-in-glove with the Commercial Team, whilst being conscious of competitive environment. Ensure Business Partnership Agreements and Commercial Terms are in place in a timely fashion and meeting audit requirements. Responsible for analyzing the weekly data for the relevant distribution channels and analyzing the stats by partner and proving insights on trends. Share with trading team alongside any competitor intelligence with recommendations on (combat) strategies. Ensure the team utilize and are fully engaged in all systems available to us to deliver our goals, including PowerBI, Salesforce and Social Media channels. Work with Training Manager to ensure we provide the Trade with ‘Better than Best in class’ training, leveraging both Face to Face, Virtual and E-learning channels. To maximize brand exposure with all accounts, demonstrating product and sector knowledge, keeping the brand high profile and fore-front of mind with Trade Partners. Be an ambassador and face of Celebrity Cruises to the industry. Owns the relationships with accounts and in particular Key Decision Makers and Influencers, predominantly of Cruise Specialists across our Strategic, Tier 1 and Tier 2 partners, including Republic of Ireland. Ensure Celebrity Cruises has maximum exposure at key events/conferences. Ensure the trade partners have the right tools to sell more efficiently and effectively. Responsible for the Trade Co-op and Conferences and Events budget, ensuring spend is within budget and forecast, and delivering maximum return on investment and driving cost efficiencies throughout the sales organization. Responsible for the Co-op strategy to ensure that we are targeting the right products to the right distribution channels and partners and ensuring that our co-op funds are invested in areas that give us the greatest return on investment. Responsible for ensuring accurate monthly/quarterly/annual forecasting of marketing funds. Ensure commercials are effective/efficient to drive profitable growth. People & Teamwork: Responsible for 6 direct reports, providing leadership, motivation and personal development to the team, including the setting of SMART objectives and regular appraisals. Responsible for the wider Sales team, Trade Marketing, Trade Support, Training and Events team communications, including regular monthly sales meetings and weekly team update calls. Ensure the sales organization has the right tools to enable Sales to sell more efficiently and effectively. EXPERIENCE KNOWLEDGE AND SKILLS Building Relationships – demonstrates gravitas and has an ability to present themselves effectively at all levels both internally and externally. Team Management – proven leadership skills and is a team player with the ability to focus themselves & the team to deliver account plans, results, and key priorities. Influencing – able to persuade and take others on the journey. Motivational – self-motivated. Engages and motivates their team & the wider sales team. Style – leads with integrity, empathy and is self-aware. Innovate and creative thinker. Enthusiasm – demonstrates passion, enthusiasm and is eager and excited towards own goals and development of the team. Analytical – logically analyses facts, data, and situations. Commercial – proven commercial skills and results driven. Proactively uses commercial creativity to pre-empt possible commercial issues and encourages others to do the same. Negotiation – can use advance negotiation techniques to achieve joint financial goals in complex negotiations. Takes initiative – understands what needs to be accomplished and proceeds within the accountabilities of the job. Good at identifying the problems and always looks for a solution. Organization and Planning - can formulate ideas related to the steps of achieving the objective and capable of juggling many tasks at once. Can place and maintain order in a busy environment and urgent situations. Selling – has a skill to convince and influence others to purchase a product or service. Persistent – is tenacious despite encountering setbacks and obstacles. Written/Language - clear and concise communication & presentation skills detailing the level of interest in formulating words that convey the meaning. Proven experience and success of managing and motivating a team of people. Matrix organization experience preferable. Leisure or travel industry experience preferable. INTERNAL/ EXTERNAL RELATIONSHIPS The total EMEA business Senior Level stakeholders and business owners across EMEA Trade partners, media and institutions of the travel industry Key Global Stakeholders What we Offer. At Royal Caribbean Group, we are client-centric but put people first. We have a culture where everyone is trusted and valued in equal measure, whatever your role in the company. We are propelled by people. Our employees and crew are the driving force behind our success. Our aim is to recruit, develop and retain world class people, who come to Royal Caribbean to do the best work of their careers. We are committed to employee development, and you will have the opportunity to learn from some of the most experienced people in the business. We regularly reward and promote success, encouraging staff to take on new challenges and responsibilities to aid progression. Our remuneration package includes our competitive pension, private healthcare, life assurance cover to name a few. In addition, every permanent member of staff that works at Royal Caribbean is eligible for our cruise request program and friends & family cruise discounts. With good transport links to our modern offices in Surrey, we have plenty of free parking, a free shuttle bus from the train station, on-site restaurant, and on-site gym. We take a flexible approach to work. We currently work a combination of days in the office and work from home. Come join the team - Journey with us, succeed with us, grow with us. 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. 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, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment. #J-18808-Ljbffr