Mgr, Key Accounts

ABOUT THE ROLE

The Key Account Manager, Digital Partners plays a central role in growing Royal Caribbean's presence across our most important digital distribution partners in Australia and New Zealand.

This position sits at the intersection of commercial strategy, digital marketing and analytics; and is responsible for growing revenue, strengthening partner relationships and driving measurable performance through data-led decision-making. Working closely with external partners and with internal teams across Revenue Management, Commercial Planning, Marketing and Guest Experience.

A strong sense of ownership, commercial curiosity and a genuine interest in digital performance is essential. The role suits someone who thrives in a fast paced, evolving environment, can self-direct priorities across competing accounts, and is motivated by delivering tangible commercial impact for both Royal Caribbean and its partners.

DUTIES & RESPONSIBILITIES

Account Ownership & Commercial Strategy

• Own and grow a portfolio of Royal Caribbean's most important digital distribution partners across Australia and New Zealand, holding full accountability for their commercial performance, growth and profitability.
• Develop and execute joint business plans that align Royal Caribbean and each partner on shared goals, from annual strategy through to campaign calendars and promotional planning.
• Lead the commercial relationship, driving negotiations that secure the right terms and set partners up for long-term, profitable growth.
• Steward significant marketing and sales investment across the portfolio, ensuring budget is allocated for maximum return for both Royal Caribbean and its partners.
• Build and maintain trusted relationships with senior decision makers, acting as a strategic consultant who understands each partner's business as well as your own.

Digital Marketing & Campaign Delivery

• Lead the development and delivery of partner marketing campaigns, from concept through to launch, creating distinctive activity that builds brand presence, generates demand and converts audiences into bookings.
• Drive partner performance through digital, working across owned channels, EDM, paid search, social, display, onsite and app, to grow visibility, conversion and revenue for Royal Caribbean.
• Partner with internal and external marketing teams to ensure campaigns are delivered to brief, on time, and in line with brand and commercial guidelines.
• Bring a test-and-learn mindset to partner marketing, continually refining activity to improve reach, engagement and return.

Analytics & Performance

• Turn analytics into action, reading campaign and booking data to see what's converting, then optimising live, testing creative and audiences and shifting budget against CPA, ROAS and conversion targets to lift return.
• Monitor account and campaign performance against agreed commercial targets, identifying trends, risks and opportunities early.
• Build the digital performance story, translating results into clear, regular reporting that shows partners what's working, what's not and where the next opportunity sits.
• Use data and insight to inform forecasting, planning and the ongoing prioritisation of investment across the portfolio.

Stakeholder Engagement & Cross-Functional Delivery

• Act as the primary point of contact and internal advocate for your partner accounts, representing their interests across the business.
• Partner closely with Revenue Management, Commercial Planning, Guest Experience and Marketing to deliver initiatives that support partner success.
• Coordinate cross-functional delivery of partner initiatives, ensuring timelines, approvals and operational requirements are met.
• Travel regularly to engage partners and represent the brand at industry events across Australia and New Zealand.

CORE CAPABILITIES

• Commercially driven: Understands how strategy, marketing and pricing combine to drive revenue and profitability and manages accounts accordingly.
• Self-directed: Comfortable operating independently, setting priorities across multiple accounts and delivering outcomes with minimal supervision.
• Relationship builder: Establishes trust quickly and sustains strong long-term relationships with senior stakeholders internally and externally.
• Ambitious and curious: Naturally driven, with the creativity and drive to solve complex commercial problems and pursue new opportunities.
• Effective communicator: Translates complex commercial and performance detail into clear, compelling narratives for partners and internal teams.

EXPERIENCE, KNOWLEDGE & SKILLS

• 3+ years' experience in a sales, commercial, consulting or marketing role within travel, hospitality, technology, e-commerce, FMCG or retail.
• Tertiary qualification in business, marketing, tourism or a related discipline.
• Experience using data and reporting tools such as Power BI or Salesforce to analyse performance.
• We recognise strong candidates come from varied backgrounds. If you don't meet every criterion but bring the right capability and drive, we'd welcome your application.