Sales Mgr, Groups & Charters

KEY RESPONSIBILITIES

This position is to develop high-valued guests in the groups and charter business sector for Royal Caribbean International (RCI). This role is responsible for promoting RCI brand awareness of group business innovatively and sourcing any potential revenue driving opportunity for RCI group products.  It will be necessary to hit the ground running and show clear evidence of plans to build and nature relationships with every opportunity’s high level decision maker. Traveling onboard the ship will also be part of the job to ensure smooth implementation of groups onboard activities when necessary. The role will source a combination of Direct, Mice Agencies and Trade Partner Groups -working hand in hand with the account managers of the Trade Partners as well as the Trade Partners themselves.

The role will be closely working with internal stakeholders such as Revenue Management, Onboard Revenue, Finance, Legal, Charter operation, Shipboard team, F&B and Port operation for group quotation, contracting and onboard activities implementation purpose. 

The role requires the candidate to have a solid sales background, be highly organized and innovative. The capability of being flexible, solving problem independently and juggling multitasks at once are required for this role. As this role may interact with other sales team frequently, being sophisticated in relationship management is essential. Additionally, as the candidate is expected to connect with high level decision makers, good sense of quality lifestyle and individual charisma is desired. Familiarity of cruise or outbound travel industry will be a plus.

•              Establish effective solutions for achieving group & charter business targets

•              Identify opportunities to drive revenue growth of groups & charters

•              Build relationships with internal teams and external key partners and put trials in place to gauge the likely return

•              Develop commercial deals to request budget for new partner enrollment activities and efficiently manage all aspects of these budgets within company guidelines

•              Work with any relevant other departments/agencies to manage expectations, processes and feedback

•              Ensure all activities are aligned with department objectives and regularly assess if these are on track

•              Must behave ethically when dealing with external partners and clients, and compliance with all the laws and regulations, as well as company policies and SOPs.

•              For ship related activity, communicate with shoreside ops, ship ops and Miami ops team to ensure smooth implementation of each group & charter business onboard activities

•              Produce reporting to show progress against agreed targets with plans to maximize return on any investment secured

•              Liaise with key stakeholders to apply ship visit and site inspections spaces as per business need 

•              Performs other duties as required by supervisor

QUALIFICATIONS AND EDUCATION

•              Minimum 5 years sales background ideally working in both hospitality and sales related environment

•              Proven experience of building strong internal/external business relationships with the most senior level of client, ideally working in the hospitality and groups sector

•              University degree

•              Travel Industry experience preferable but not essential

•              Effective communication and meeting facilitation skills

•              Strong presentation skills 

•              Presentable and pleasant looking

•              English fluency preferable

•              No integrity issue in the past

INTERNAL/ EXTERNAL RELATIONSHIPS

This role is expected to spend 70% - 80% of the time with external partners and clients, and minimum 20% with internal stakeholders.

PHYSICAL REQUIREMENTS

This role is expected to follow office working hours and attendance requirements except when on travels.

Frequent travel throughout China is required but mostly are in the East Region. Frequent travel to the port to show client the ship is considered routine work. Occasionally travel onboard to Japan and Korea may also be required.

WORKING CONDITIONS

Based in Shanghai office but flexible working hours and frequent travel may be required. The role is expected to spend minimum 1 day each week in the Office.