$250K — $500K+*
BASIC PURPOSE: Set the vision, strategy, and key objectives to achieve the growth goals of the CM&I team. Attract, train, develop, and retain a team who support achievement of CM&I goals by working with incentive houses, meeting planners, brokers, and corporate direct clients to develop relationships and awareness which maximize productivity (sales) with a key focus on cost of sale and alignment of the strategic needs of each NCLH brand (Norwegian Cruise Line, Regent Seven Seas Cruises, Oceania Cruises).
Develop, deploy and refine strategic action plans for the CM&I sales team with focus on generating new business from incentive houses, meeting planners, corporate direct and re-sale charter clients while boosting retention from each sales channel.
Provide creative solutions to team and client needs by uncovering true needs, obstacles and opportunities.
Provide guidance, options and value on key negotiations to Corporate Sales Managers and key clients.
Set and own the delivery of the full departmental budget.
Accurately refine forecasts quarterly and annual business plans for the CM&I unit.
Form strong relationships with internal brand stakeholders to ensure goals of all teams are aligned and achieved.
Provide a sense of urgency internally with brand stakeholders to ensure approvals are made in a timely manner to swiftly move business to close.
Ensure a proactive broad awareness of Norwegian Cruise Line Holdings (NCLH) core products to the marketplace and how those products fulfill the requirements of the meeting and incentive travel and full-ship charter market place.
Set goals, track performance and train Corporate Sales Managers to actively solicit business through strong communication and effective interaction with clients to ensure their program needs and expectations are paired correctly with NCLH product offering as well as business terms and conditions.
Serve as representative for CM&I Team in cross-departmental meetings, strategy sessions and staff meetings.
Communicate key internal plans, updates, announcements to CM&I team in real time to ensure team is fully informed to be able to lead clients through changes, enhancements and new opportunities.
Create high impact approach for the sales team to coordinate and execute training and familiarization programs for incentive houses, meeting planners and corporate direct clients via webinars, seminars at sea, weekend visitations, pre-sale site inspections and training with dynamic multi-media content tools.
Work with sales team to uncover opportunities from competitive landscape analysis and research of meeting and incentive opportunities in an effort to maximize NCLH's position in the market place.
Support sales team through participation in trade shows and conferences across all territories. Participate in industry trade shows, seminars and/or conferences where incentive travel buyers and meeting planners are in attendance in order to enhance our relationships and increase awareness of the brands. Participate in sales presentations for training purposes (both internal and external) as well as competitive bidding situations for groups and charters.
Drive results through ongoing training to boost team understanding of the different sales channels available within the meeting and incentive industry and identify what is needed to optimize NCLH's relationship with key buyers.
Ensure the development of group programs for incentives and meeting programs in coordination with assigned CM&I Sales Specialist are in place with special care in matching the needs to the group to NCLH's product offerings.
Work closely with CM&I Corporate Sales Managers to ensure Sales Specialist's hold a full understanding of quotes and contracts and are following up on all quotes in an effort to accelerate conversion rates.
Utilize SalesForce, Freestyle Connect, NVS and internal accounting worksheets to manage weekly / quarterly reporting to SVP of CM&I and to other brand leaders.
Perform other job related functions as assigned.
KNOWLEDGE AND EXPERIENCE:
EDUCATION: Bachelor's Degree in Marketing, Business Administration, Hospitality Management or related field of study; or any equivalent combination of education and relevant work experience.
EXPERIENCE: Minimum 8 years experience in incentive travel sales, meeting/convention/event sales or leisure travel sales. Cruise line experience highly preferred. Sales experience with incentive houses, travel brokers and/or meeting planners preferred.
KNOWLEDGE & SKILLS: Familiarity with industry organizations (SITE, MPI, etc). Basic level knowledge of Microsoft Office Suite to include intermediate level skills with Outlook, Word, and advanced PowerPoint. Knowledge of or ability to learn Freestyle Connect and e-commerce channels. Ability to initiate contracts using superior negotiation and presentation skills. Results-oriented and strong decision making skills with the ability to prioritize multiple tasks while meeting company objectives. Strong interpersonal skills to build relationships, foster trust and cooperation among team members as well as customers. Detail-oriented with ability manage pressures of a demanding customer base. Self-management and organizational skills to handle home-based role with goal/target based compensation. Customer-centric skills to foster and maintain business relationships and drive results. Excellent verbal and written command of English sufficient to support travel partners with questions/issues as well as to effectively diffuse situations whenever necessary. Ability to bend and lift up to 30 lbs to pack and transport marketing collateral to travel agents, with reasonable accommodation. Ability to stand for long periods of time for presentations and provide walking tours for clients onboard vessels, with reasonable accommodation. Extensive travel is required.
Valid through: 10/20/2021
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