5-7 years of experience in account management or sales leadership roles
Proven track record in revenue generation and budget management
Strong strategic thinking and transformational leadership skills
Excellent communication and interpersonal skills, especially in multicultural settings
Ability to analyze financial reports and legal documents
Proficiency in MS Office Suite, particularly Excel and PowerPoint
Willingness to travel domestically and internationally, including physical setup for events
Responsibilities
Generate profitable revenue of approximately $87 million from Key Account partners
Manage a $0.8 million sales and marketing budget for Key Accounts
Collaborate with VP of National Accounts to set sales goals and analyze business models
Develop customized growth programs with travel partners
Create competitive compensation and incentive programs
Implement sales systems and technology to enhance sales approaches
Lead and support the Key Account Manager in executing programs across the US and Canada
Benefits
Opportunity to work with high-profile travel organizations
Engagement in strategic decision-making impacting revenue and growth
Dynamic work environment with a focus on innovation and technology
Visibility in the industry through travel and networking opportunities
Supportive leadership and collaborative team culture
Full Job Description
Position Summary:
The Senior Director, Key Accounts is responsible for working with Key accounts that represent approximately 17% of the total travel agency locations within the United States and Canada to develop partnerships/agreements that meet the needs of Silversea as well as the travel organization. Independently maintains relationships with key customers, primarily Owners and Directors of each Key Partner travel organization as well as internal partners in Revenue, Marketing, Sales, Trade Support & Service, and Hotel Operations. Oversees and/or performs the following essential tasks through subordinates or matrixed resources. Responsible for managing expense budget, co-op and back-end commission programs for Key Accounts to ensure we are maximizing growth at the lowest cost.
Essential Duties and Responsibilities:
Responsible for the profitable revenue generation of approximately $87 million in Sales from Key Account partners.
Maintain Key Account sales, sponsorship and co-op budget of $0.8 million.
In partnership with VP of National Accounts, construct and propose the goals and objectives in maintaining sales agreements through the analysis of Commercial Planning business models/structure, revenue and cost of sale.
Continue to build revenue of Key Accounts channel, with a strong focus on these Strategic organizations that can provide maximum revenue at minimum cost. Working closely with Senior Director of National Accounts, Key Account Manager, and Director of Inside Sales on revenue generating sales & marketing plans.
Establish customized programs with our partners in Revenue that provide incremental growth opportunities with specific travel partners that fit our business needs and their business model.
Develop compensation and incentive programs that maintain competitive positioning while lowering the commission line.
Develop sales systems/technology to support current or alternative sales approaches.
Partner with our internal creative team to ensure that all marketing with Key Account partners is on brand and focused around our promotional and milestone calendar.
Provide leadership and support to the Key Account Manager to ensure Key Account programs are executed at the field level in both US and Canada.
In partnership with the Vice President of National Accounts, manage the Key Account sales and cooperative marketing budget with recommendations for increases/decreases. Review commissions, budgets, cost of sale, trend reporting, marketing effectiveness and account database and affiliations.
Responsible for travel 20-30% of the time to attend conferences, trade shows and to conduct sales calls, with seasonal demand, particularly in the Fall. This role will be highly visible externally with travel partners.
Performs other duties as required. This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.
Other duties as directed by management may fall out of the immediate scope of the position, but which may be required to achieve commercial objectives.
Qualifications, Knowledge and Skills:
Sound decision-making skills: the decisions made are significant in their impact on the ability of Silversea to generate revenues, reduce acquisition costs, and implement technology solutions to do both. Other critical decisions include expense/budget management, and how the recommendations fit into the overall objective of the organization in gaining efficiencies through mergers and growth. Decisions are reached through a recommendation process based on research, justification, and competitive information developed in preparing the recommendation.
Strategic and transformational thinker.
Strong leadership skills and proven experience in leading and developing accounts and employees, as well as partnering effectively with peers.
Understanding effectiveness of various marketing vehicles to drive consumer demand is a must.
Solid written and verbal communication skills are a must. Clear and precise communication at all levels of the organization is essential.
Excellent interpersonal skills, strength in communicating in a multicultural environment with all levels of employees and management. Strong Employee Engagement is a must.
Excellent organizational skills.
Excellent presentation skills to small and large audiences.
Ability to multi-task and be flexible in a fast-paced environment.
Ability to read, analyze and interpret common financial reports and legal documents.
Ability to clearly and effectively present information to top management, public groups, and/or accounts.
Proficiency in MS Word, Excel and PowerPoint.
Ability to travel by airplane, both domestically and internationally. Lifting boxes, setting up trade show booths and other physical labor is required as a part of this job.
While performing the duties of this job, the employee is frequently required to sit and talk or hear, as well as stand and walk.
About Royal Caribbean Group
Royal Caribbean Group is a cruise vacation company with a global fleet of 63 ships traveling around the world.
The company provides celebrity cruises and silversea cruises.
Royal Caribbean Group was established in 1968 in Miami, Florida.
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