Manager, Key Accounts & Sales Enablement AUNZ

Reporting to the Director of Sales AUNZ, this role will be  responsible for an effective management of a portfolio of Silversea’s National Account partners and for providing solutions and strategic sales advice to the Director of Sales AUNZ.  Under the guidance of the Director, this position will support the day-to-day sales, sales promotions and reporting functions of the National Accounts with a focus on profitability and ROI while managing a successful sales support team . This position demands strong communication skills, negotiation skills, multi-tasking skills, and works in close collaboration with multiple departments including Revenue Performance, Marketing, Sales, Groups and Accounting/Finance. This position requires excellent verbal, written, organizational and technical skills.  

 Key Responsibilities: 

• Develop and support profitable sales relationships within the assigned portfolio of National Accounts to achieve and exceed assigned targets 

• Define, implement and communicate effective account management strategies that maximize revenue generation for the assigned portfolio of National Accounts  

• Initiate and implement (in co-op with Marketing Director) marketing programs for the accounts with strong focus on ROI 

• Work closely with the National Accounts and Marketing department to submit content and provide editing on partner marketing initiatives. 

• Supporting the DOS with commercial renegotiations and quarterly business reviews across national accounts  

• Manage the sales enablement function and ensure the sales support team are adequately equipped and resourced to support the sales department 

• Effectively and efficiently coordinate and process National Account partner co-op initiatives, including preparing Co-op Briefing Package, invoicing in Navision, updating co-op log and preparing check requests for accounting.  

• Initiate and participate in periodic reviews with National Account and Strategic Partners to review revenue performance and sales objectives and opportunities.  

• Demonstrate sound knowledge of both expedition and classic products, and drive sales on both expedition and classic products 

• Drive upselling activities to higher suites  

• Support Director of Sales, and Business Planning and Analysis team in designing incentive schemes and contract negotiations as well as budgeting projects by providing insights, advise and any other information required  

• Coordinate and participate in National Account trade shows, conferences and social functions, including but not limited to creating an agenda, processing registrations, coordinating collateral and shipping of materials and more. 

• Update and maintain vendor information pages on partner intranet sites as well as update and maintain agency affiliation changes in Travel Agency Master. 

• Review, research and provide prompt and professional response to all correspondence directed to the department, including correspondence from travel partners as well as internal departments including field sales.  

• Research and compile information for ad hoc analysis projects (i.e. sales or TA incentive results). Assist in the composition of National Account collateral material for distribution to travel agents by the field sales team. 

• Embrace and popularize use of digital tools in business development and account management, such as webinars, e-marketing collateral, e-DMs, etc.  

• Provide relevant competition market & product intel; initiate and recommend changes to Silversea sales processes and policies, as well as competitive position to keep the company ahead of the curve  

• Track and monitor the competitive landscape of the industry as well as notify of any opportunities within the marketplace;  

• Regular use of CRM system with weekly and monthly reporting of activities 

• Review weekly and monthly sales numbers; analyze performance of assigned portfolio and address areas not achieving targets on an ongoing basis;  

• Manage allocated trade funds to ensure they are within the guidelines and budgets as well as meeting expected ROI 

• Full management responsibilities for the Sales Support team including performance management and all operational managerial duties 

• Other duties as directed by management which may fall out of the immediate scope of the position but which may be required to achieve commercial objectives.  

Education:  

Bachelor’s degree or equivalent professional experience

Years of experience:  

Seven years working in sales and account management capacity, preferably in travel/consumer sales or a related discipline.  

Essential qualifications and skills:  

• Excellent interpersonal skills and ability to tactfully deal with internal and external contacts, providing the high-quality service that is required of a Silversea representative.  

• Proven ability to achieve results and work well under pressure 

• Excellent negotiation skills 

• Proven experience in contracting is a MUST 

• People Management Experience (Desirable)

• Candidate MUST possess very strong proficiency working in EXCEL 

• Experience in account management and working with CRMs. 

• Highly organized, self-motivated and detail-oriented. 

• Comfortable on phone and in- person presenting; able to handle rejection and overcome obstacles 

• Strong written and verbal skills.  

• Excellent communication skills  

• Strong understanding of the luxury travel market. 

• Must possess a positive, team-player attitude.