Manager Business Development

About Us 
Royal Caribbean Group is the world’s largest cruise line. It couldn’t be a more exciting time to join a global business that is blazing a trail in the travel industry right now. 

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. We are passionate, we are innovative, and we are unstoppable.

Key Responsibilities:

The Business Development Manager, Inside Sales EMEA drives profitable growth, retention and efficient coverage across a defined portfolio of non-strategic EMEA trade partners. The role applies Growth, Retention and Scaled treatment, combining data-led account management, virtual-first engagement and selective travel. Accounts assigned to Strategic Sales sit outside the role.

Role Overview:

• Own profitable performance across a defined regional portfolio of non-strategic trade partners.
• Apply Growth, Retention and Scaled treatment in accordance with ROW segmentation and service standards.
• Develop plans, contact strategies and commercial activity aligned to guest, revenue, NTR and APD objectives.
• Maintain accurate Salesforce records, forecasts, insight, pipeline and post-activity evaluation.
• Work across Strategic Sales, ROW Marketing, ROW Commercial and ROW Trade Support to provide coordinated partner coverage.

Essential Duties and Responsibilities:

Commercial Strategy, Planning & Performance:

• Develop and execute quarterly regional and account plans aligned to agreed guest, revenue, NTR, APD, profitability and sourcing objectives.
• Analyse weekly partner and portfolio performance, translating insight into actions, forecasts, risks and recommendations.
• Implement tier-appropriate contact strategies and service cadences, protecting proactive time for Growth accounts.
• Evaluate account profitability, distribution quality, future potential and cost to serve to prioritise activity and resource.
• Own commercial initiatives from planning through execution to post-analysis, with clear SMART objectives and measurable outcomes.

Account Treatment & Portfolio Development:

• Growth: create proactive plans to increase profitable volume, improve APD and mix, expand access and convert evidenced opportunity.
• Retention: protect and optimise material business, improve productivity and avoid unnecessary decline.
• Scaled: provide efficient digital, campaign-led or reactive coverage without routine bespoke plans, travel or investment unless approved.
• Identify and onboard appropriate new partners where this supports distribution strategy and profitable growth.
• Review account treatment with the Manager, Inside Sales & Growth and recommend evidence-based migration between Growth, Retention, Scaled and Strategic ownership.
• Complete structured handovers covering account history, commitments, objectives, risks, open actions and stakeholder contacts.

Trade & Partnership Development:

• Manage a defined portfolio of non-strategic trade partners, building productive relationships with decision-makers and sellers.
• Deliver product, platform and sales-enablement activity through virtual meetings, webinars, training, events and selective face-to-face engagement.
• Collaborate with ROW Marketing on targeted campaigns, communications, lead generation and premium brand representation.
• Work with the ROW Commercial Lead within agreed negotiation parameters and with Strategic Account Managers where coordinated coverage is required.
• Represent Celebrity Cruises professionally at relevant partner and industry activity.

EMEA Market Responsibilities:

• Manage non-strategic EMEA accounts in line with partner working hours, culture and agreed language requirements.
• Develop Growth opportunities and protect productive Retention accounts, including approved account-level exceptions in France and Italy.
• Manage agents and other route-to-market structures according to account value and treatment rather than assuming Strategic status.
• Service approved restricted-market business within legal and compliance controls and avoid proactive demand generation where prohibited.
• Use European travel only where the expected commercial outcome justifies investment; Scaled accounts remain virtual-first and low touch.

Excellence in Execution & Accountability:

• Use Salesforce, automation and virtual engagement tools to improve communication, insight sharing and productivity.
• Maintain accurate, timely records of partner interactions, opportunities, actions, commitments and follow-up.
• Use ROW Trade Support for agreed CRM, reporting, onboarding, incentive, webinar, event and administrative activity.
• Operate within approved investment, legal, compliance and brand parameters and escalate exceptions promptly.
• Demonstrate professionalism, ownership, resilience and commitment to personal development.

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, colour, 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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