Sr Mgr, International Sourcing

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Royal Caribbean Group’s Trade Sales Team has an exciting career opportunity for a full time Sr. Manager, Sales International Sourcing, Reporting to President, Greater China.

Position Summary:

The Sr. Sales Manager, International Sourcing is a pivotal role responsible for driving sustainable growth in international sourcing and business development into China and Spectrum of the Seas. Target markets include Singapore and Southeastern Markets, alongside Australia, Russia, Middle East, France, UK and Ireland This role is responsible for promoting RCI brand awareness of our Greater China business (Shanghai and Hong Kong in 2026 and potentially more homeports in future), facilitating sourcing from both direct and trade channels as well as working with PSRs and IRs where necessary.   It will be important to hit the ground running and show clear evidence of plans to build and nurture relationships with every opportunity’s high level decision maker. Travelling to source markets once a year will be pivotal to building relationships and step-changing engagements, equally traveling onboard the ship will also be part of the job to ensure smooth implementation of groups onboard activities when necessary.

This individual will leverage deep customer, consumer, and category insights to develop and execute effective commercial plans. The ideal candidate is a results-driven, analytical, and collaborative professional who excels at building customer relationships and negotiating win-win outcomes to exceed targets. Strong experience of managing in matrix organization would be invaluable. 

Commercial Strategy & Planning:

• Develop and execute a comprehensive strategic plan for penetrating and expanding presence in key international territories
• Lead complex, high-value negotiations and contract structuring, navigating legal and commercial intricacies.
• Utilize customer, consumer, and category data to identify key trends, dynamics, and growth opportunities within the territory.
• Translate insights into a robust annual promotional and commercial plan that outperforms prior year results.
• Manage and profitably allocate the territory budget to maximize return on investment (ROI) alongside leveraging Tourist board investment appropriately.
• Develop accurate sales forecasts for the territory, understanding baseline and promotional uplifts.
• Recognizing the need for strong PCP and on-board Revenue performance.

Sales Execution & Customer Management:

• Build and maintain strong, long-term relationships with international trade partners and stakeholders across various trade channels.
• Flex communication and engagement styles to effectively influence and negotiate with different customer personalities and cultures.
• Utilize expert negotiation techniques to secure optimal listing, distribution, promotion, and placement.
• Proactively solve commercial challenges with creative and innovative solutions at a territory level.
• Engage consumers from all markets to drive more Onboard Revenue and where necessary such as in markets with language, currency are a challenge lead sustainable work around solutions.

Cross-Functional Collaboration:

• Provide market-led intelligence and insights to the executive team on global trends, competitor strategies, and emerging opportunities.
• Work cross-functionally with Direct, Sales, Marketing, Legal and Finance teams to align strategies and support company objectives.
• Act as the key liaison between the desired source markets and internal China teams.

Performance Management & Analysis:

• Set clear objectives, monitor performance against plans as needed to achieve and exceed sales and profitability goals.
• Analyze promotional effectiveness to understand key drivers of success and profitability.
• Continuously seek to improve the efficiency and effectiveness of sales processes and approaches.

Qualifications, Knowledge and Skills:

• Strategic Acumen: Proven ability to turn data and insight into actionable, competitive commercial plans.
• Commercial & Financial Literacy: Strong understanding of promotional effectiveness, P&L management, budgeting, and forecasting.
• Negotiation & Influence: Demonstrated expertise in negotiation and the ability to influence customer decisions.
• Relationship Building: Exceptional interpersonal skills with the ability to build trust and support with a diverse range of customers and internal partners.
• Results Orientation: A relentless drive for results, with a proven track record of meeting and exceeding sales targets.
• Adaptability & Innovation: Creative problem-solver who can flex style and develop innovative solutions to commercial challenges.
• Collaboration: A strong team player with excellent cross-functional working capabilities.
• Matrix organization experience, alongside international experience.

Qualifications & Experience

• Bachelor’s degree in business, Marketing, or a related field.
• Minimum of 10+ years of experience in a sales, key account management with strong appreciation for Revenue management and marketing.
• Proven experience in Joint Business Planning and customer negotiation.
• Experience managing a budget is essential.
• Proficiency in CRM software (e.g., Salesforce) and MS Office Suite.
• Willingness and ability for significant international travel
• Fluency in English; proficiency in a second language relevant to key markets is highly desirable.

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.