JOB SUMMARY
The Senior Director, Charters and Groups will be responsible for developing and executing strategic initiatives to drive revenue growth in the charters and groups segment, while overseeing a team of three professionals dedicated to these markets. This role will lead all charter operations and group bookings, manage relationships with charter brokers and group travel planners, and establish pricing strategies and promotional campaigns. The Senior Director will ensure seamless coordination between sales, operations, and onboard teams to deliver exceptional client experiences from booking through voyage completion. Additionally, this leader will manage the P&L for the charters and groups business line, collaborate with marketing to promote offerings, and drive performance metrics and team development.
Location: Fort Lauderdale, FL
Hybrid Role & Travel Required
Comp: Base + Commission
CORE RESPONSIBILITIES:
Establish individual account work plans in accordance with the fundamentals of strategic account management, including account mapping, understanding all revenue streams, and developing a complete customer relationship plan.
- Analyze major accounts to determine spending, partnership opportunities, and The Ritz-Carlton Yacht Collection engagement. Retain and grow account revenues through increased account penetration and implementation of strategic account principles.
- Support The Ritz-Carlton Yacht Collection positioning, assist in setting strategy, and drive revenue within this segment and among key contributors.
- Identify opportunities, anticipate challenges, and create competitive breakthrough strategies. Protect and strengthen our luxury brands’ competitive advantage by advocating for and supporting sound business, sales, and marketing decision-making.
- Understand and recognize the luxury consumer, including demographics and buying habits, and provide an effective sales approach that remains relevant, nurtures this consumer, and can quickly adapt to changes.
- Provide education and guidance to brand and property sales and marketing teams on specific accounts, account strategies, best practices, and recommended sales methodologies. Ensure property operations are aligned with all corporate market standards.
- Advise key stakeholders on existing and evolving business and operational issues.
- Ensure decision-making balances the needs of each customer, the company, and individual properties and promotes the long-term viability of the business.
- Ability to travel to customer locations, luxury brand properties, and industry events to establish strong one-on-one, personal relationships.
- Execute and attend relevant, industry-leading events that allow for an exchange of ideas, new thinking, developing trends, and changes to business models within the group and charter marketplace.
- Plan, participate in person, and engage in customer entertainment and industry events throughout the year.
- Fully adopt the appointed sales force automation tool and other technological tools while maintaining all account relationship information, account business trends, pipeline reporting, and account-focused tasks and events.
- Champion excellence in business ethics and integrity and build an environment with a high level of morale, motivation, and engagement.
- Coordinate and implement work and projects assigned.
CANDIDATE PROFILE
Education and Experience Required
- 10 -12 yrs of demonstrated success in charter, incentive, or group sales within the cruise industry or luxury travel sector.
- Proven track record of achieving or exceeding annual revenue targets.
- Deep understanding of charter operations, pricing models, and contract negotiation in the cruise industry.
- Experience managing and developing high-performing sales teams.
- Strong existing network of relationships with charter clients, incentive houses, and industry partners.
- Bachelor's degree in Business, Hospitality, Marketing, or related field; MBA preferred.
- Expert-level negotiation and presentation skills.
- Strategic thinker with the ability to translate vision into actionable plans and measurable results.
Qualifications:
- Demonstrated progressive career growth and a pattern of exceptional performance, with previous exposure to the corporate market and key influencers in this luxury segment preferred.
- Previous leadership in the luxury hospitality industry as an active member of a prominent sales team.
- Ability to handle the complexities of working globally with senior leaders’ shoreside and shipboard.
- Ability to create a compelling vision, demonstrate flexibility in approach, and motivate peers to achieve desired results. Promotes and builds teamwork.
- Strong executive presence, able to sell ideas and influence persuasively, settle differences, and win concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.
- Excellent written and verbal communication skills in English.
- Ability to travel and establish meaningful relationships with top decision makers, influencers, and internal stakeholders.
- Strong project management and organizational skills, with the ability to craft and conduct effective presentations.
- Knowledge of the group and charter marketplace and prominent luxury customers.
