
Senior Sales Manager UK & I
On site
Weybridge, United Kingdom
Full Time
11-03-2025
Job Specifications
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 all channels for trade and direct.
Role Overview
Responsible for the management and motivation of 30+ strong sales people with 4 direct reports and the annual sales targets for guests, revenue and overall budgets
Responsible for the development and implementation of strategic plans ensuring it compliments the distribution strategy.
Responsible for delivering maximum return on investment across all sales channels and driving cost efficiencies throughout the sales organization.
Input into the overall development of the total company Annual Operating Plan with proactive input into deployment and identifying ship requirements to match growth opportunities.
Responsible for new business channels to drive profitable growth (Business Development channels, Commercial Partnerships, Charters & Incentives)Ownership for the overall trade communications, training & engagement strategies to drive the Celebrity Cruises brand forward, ensuring seamless execution throughout all trade channels.
Management of Trade Marketing, Trade Support, Training, and working closely with PR.
Ownership for the end-to-end implementation of key event activities for Celebrity Cruises. With key focus on ship visits, ship immersion programs, award ceremonies, internal conferences, new ship launches, along with other ad hoc events.
Ownership for the strategic planning, project management, creative development, budget management and evaluation of events.
A key member of the Senior Leadership Team, working alongside their peers and contributing to the future company strategies.
Essential Duties And Responsibilities
Distribution Strategy:
Develop and implement a sales distribution strategy to ensure profitable growth with our trade partners whilst enabling our direct channel to increase share.
Ensure we have robust annual sales, training and marketing plans and training plans for key partners.
Utilizing and understanding partner and consumer insight and translating trend dynamics and identifying opportunities.
Lead commercial negotiations to enable long term growth whilst being conscious of the competitive environment.
Financial Responsibilities
Working alongside the Director of Commercial FP&A, ensuring all commercial negotiations enable long term profitable growth whilst being conscious of the competitive environment.
Responsible for the trade sales budgets, particularly the Co-op budget allowing for course correction.
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 the commission budget strategy.
Responsible for ensuring accurate monthly/quarterly/annual forecasting of marketing funds.
Ensure Business Partner agreements/CTAs are signed, compliant for audit and in place in a timely fashion.
Trade Partnerships
Be an ambassador and face of Celebrity Cruises to the industry.
Develop relationships with key decision makers and influencers within the travel industry.
Ensure Celebrity Cruises has maximum exposure in travel trade newspapers and at key events/conferences.
Ensure the trade partners have the right tools to sell more efficiently and effectively.
Support the team in exploring new channel prospects ensuring they will deliver growth profitability.
Work closely with all functions within the organization to ensure the right balance of support to the trade is given so Celebrity Cruises is the premium cruise line of choice.
Work with the Training team to ensure we continue to develop our training programme and continue to provide the trade with the best face to face and online training.
Responsible for competitive intelligence gathering, providing regular updates to the organisation alongside appropriate recommendations.
People & Teamwork
Provide leadership, motivation, and personal development to your direct reports and the wider team, including ongoing people development with emphasis on talent management.
Ensure the most effective team structure and skill sets are in place to achieve plan and react to market trends.
Ensure robust and effective sales targets to focus and motivate the team on the right product and to exceed revenue and guest targets.
To work cross functionally globally across the Celebrity Cruises business.
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 leaderships 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 acco...
About the Company
At Royal Caribbean Group, we deliver unforgettable vacations to guests who trust us with life’s greatest moments. We build the best ships, and even better careers, all while doing the right thing. We are passionate. We are innovative. We are unstoppable. We open the world to our employees. Your journey is our journey — chart your own course. Journey with us! Our culture: What sets the Group apart is the multicultural environment we create with employees from over 126 countries. We cultivate a workplace where employees fee... Know more
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