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The Royal Caribbean Group's Royal Caribbean International brand has an exciting career opportunity for a full time Key Account Manager reporting to the Sales team.
This position will be working remote from Miami, Florida.
Position Summary:
In this position, you will function as an integral part of the Celebrity Cruises Marketing department, and more specifically the Brand Strategy team. The role will use analysis to guide strategy by understanding gaps, performance, and insights to assist in the recommendation and justification of a portfolio of products to be developed as well as recommendations on profit and guest experience maximization. This role will significantly influence decision making related to brand strategy, new revenue streams, Newbuilds, Fleet Modernization, Private Destinations, and other Fleetwide strategies focused on maximizing total enterprise value and the guest experience. This role will lead business case modeling and influence cross functional teams to gain alignment and buy-in from executive leadership for initiatives focused on delivering the long-term financial, marketability, and strategic goals of Celebrity Cruises. The ideal candidate will possess a combination of financial modeling, strategic and analytical skills, and complex problem solving as well as strong communication, collaboration, and influencing skills.
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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)
Partner with Director of Sales and HQ teams to develop and implement strategies to take advantage of new sales opportunities within region.
Role models 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.
Key Account Manager will perform 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.
Qualifications, Knowledge, and Skills:
5-7 years proven outside Sales experience required.
Travel industry experience preferred.
Must be able to travel and live in assigned territory.
Proven success and skill in negotiating and closing business with top producing accounts.
Bachelor's degree preferred.
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
Travel availability.
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.
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