Field Sales Manager

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 the UK & Ireland market.

This role is fundamental to driving the UK&I Vision for Trade, which is to always achieve guest and revenue objectives, because we are bold, effective and loved by our partners, customers, and our own people.

Role Overview:

• The role works cross-function across the UK&I market to manage, deliver and execute the retail trade distribution strategy, ensuring Trade Partners are equipped with the relevant tools and support to sell Celebrity Cruises effectively.
• Responsible for 6 direct reports, providing leadership, motivation and personal development to the team, including the setting of SMART objectives and regular appraisals.
• Collaborate closely with the Head of Sales, Sales Planning & Activation Manager, Trade Support, and Trade Marketing Manager to ensure the Sales Team has the necessary tools and support to achieve the business goals.

Essential Duties and Responsibilities:

Distribution Strategy & Trade Partnerships:

• Responsible for ensuring that the Regional Sales Managers implement targeted visit plans that will drive brand awareness, growth and APD improvements, alongside driving and measuring trade engagement including Celebrity Central & Celebrity training enrolment numbers & Celebrity Rewards across the retail base.
• Implement a structured training program covering both product and automation tools.
• Plan and attend sales meetings with Regional Sales Managers, HQs & Key Decision Makers to create targeted activity within their regions to maximise sales.
• Monitor and report on all holiday & cruise companies trading feedback, competitor activity, pricing, marketing, and sales incentives.
• To develop a strategic sales plan for all ‘owned’ accounts ensuring the plans deliver improvement on all key metrics: Guests, APD and NTR.
• Devise the Annual Operating Plan (AOP) for your remit and execute alongside the Head of Sales.
• Develop and implement commercially robust account plans based on solid insights.
• Ensure that quarterly reviews are held with all assigned accounts to drive performance through effective plans and shared accountability.
• Negotiate commercial terms with accounts to enable long term profitable growth whilst being conscious of the competitive environment. Ensure Business Partner agreements in place in a timely fashion.
• Responsible for delivering maximum return on investment across all accounts and drive cost efficiencies throughout the Retail Sales Manager team.
• Prepare and host successful client educational trips i.e., Seminars at Sea, Ship Launches, Ship Visits and Conferences etc. With targeted sales performance post the event to ensure return on the investment.
• Responsible for leading the Air Strategy, working cross functional with stakeholders to maintain air availability that meets Celebrity Cruises deployment
• Leverage all social media channels to engage with trade agents.

Financial Responsibilities:

• Fully accountable for the regional retail performance down to store level.
• Implementation, development, and management of the sales strategy that includes account management and acquisition strategies for new business opportunities within the accounts.
• Ensuring we have robust annual sales and marketing plans in place for all key partners.
• Responsible for analysing the weekly stats for the relevant distribution channels and give the necessary feedback and recommendations.
• Provide insight to the sales team on market trends and implement action plans with accounts accordingly.
• Ensure the Regional Sales Managers have the right tools to enable sales to sell more efficiently and effectively.
• Drive & achieve the required targets for On Board Sales, PPGR & Automation.
• Implement & host successful consumer and trade cruise events and demonstrate a return on investment of time and costs.
• Ensure agreed sales and marketing activity is implemented and the success of all activity is tracked and monitored to assess ROI for your own accounts and that of your team.
• Responsible for forecasting and management of co-operative sales and marketing budget.

People & Teamwork:

• Responsible for 6 direct reports, providing leadership, motivation and personal development to the team, including the setting of SMART objectives and regular appraisals
• Work cross functionally with the Heads of Sales, Strategic Account Managers, and wider team departments to ensure the appropriate focus and collaboration is achieved.
• Ensure the retail 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.
• 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 accomplished and proceeds within the accountabilities of the job. Good at identifying the problems and always look for a solution.
• Organization and Planning – can formulate ideas related to the steps of achieving the objective and capable of juggling many tasks at once. Can place and maintain order in a busy environment and urgent situations.
• Selling – has a skill to convince and influence others to purchase a product or service.
• Persistent – is tenacious despite encountering setbacks and obstacles.
• Written/Language – clear and concise communication & presentation skills detailing the level of interest in formulating words that convey the meaning.
• Proven experience and success of managing and motivating a team of people.
• Matrix organization experience preferable.
• Leisure or travel industry experience preferable.

What we Offer. At Royal Caribbean Group, we are client-centric but put people first. We have a culture where everyone is trusted and valued in equal measure, whatever your role in the company. We are propelled by people. Our employees and crew are the driving force behind our success. Our aim is to recruit, develop and retain world class people, who come to Royal Caribbean to do the best work of their careers.

We are committed to employee development, and you will have the opportunity to learn from some of the most experienced people in the business. We regularly reward and promote success, encouraging staff to take on new challenges and responsibilities to aid progression.

Our remuneration package includes our competitive pension, private healthcare, life assurance cover to name a few. In addition, every permanent member of staff that works at Royal Caribbean is eligible for our cruise request program and friends & family cruise discounts.

With good transport links to our modern offices in Surrey, we have plenty of free parking, a free shuttle bus from the train station, on-site restaurant, and on-site gym. We take a flexible approach to work. We currently work a combination of days in the office and work from home.

Come join the team - Journey with us, succeed with us, grow with us.

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.

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