Sales Development Manager (South West)

Permanent

Location: South West, UK (Ideally close to Bristol)

Do you want to be a part of something really BIG? Are you at the top of your game and looking for the next challenge? Royal Caribbean is the worlds largest cruise line, having a record breaking year and launching not one but TWO brand new ships in 2024….including a brand new class of ship in Icon of the Seas! It couldn’t be a more exciting time to join a business that is blazing a trail in the travel industry right now. We're looking for ambitious sales people with the drive to make things happen and the desire to grow.

POSITION SUMMARY:

This role is fundamental in working closely alongside, and supporting, the Key Account Manager to effectively manage their account portfolio. Ensuring the account strategy is flawlessly executed and that performance is maximised through excellent communication, brand representation and follow up. 

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

The duties below are the main duties and responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.

PROFITABLE ACCOUNT PLANNING:
•    Input into annual destination plans with alignment to the booking curve for each account.
•    Development, alongside the KAM, of annual, quarterly and monthly sales plans, ensuring the plan will drive achievement of all key metrics.
•    Analyse weekly, monthly and quarterly account activity and performance, spotting opportunities to improve performance and working with the KAM to put tangible, measurable action plans in place that drive results.
•    Support the KAM in developing effective Coop marketing plans, relevant to the account that will drive mutual return on investment.
•    Monitor and report all holiday competitor activity, pricing and marketing relevant to account mix.
•    Arrange and attend monthly/quarterly sales meetings with stakeholder relevant to the account mix (i.e Regional Sales Managers/Key homeworkers/consortia members) to plan targeted activity including engagement and training opportunities.
•    Provide store visit reports (where applicable) and follow up consistently on the actions set using the app.
•    Support intensification projects as a team as and when directed.

  
CUSTOMER ENGAGEMENT & COMMITMENT:
•    Develop and nurture relationships with key account contacts and business influencers, with the goal of gaining greater share of voice/more positive partnerships than our competitor set.
•    Develop a deep understanding of account set up, challenges and opportunities so that communication, activity and interactions are relevant and productive.
•    Set clear SMART objectives for all meetings to ensure effective use of time.
•    Own regional relationships across Trade Partner organisation (such as Regional Cruise Experts) to ensure brand engagement, education, sales plan implementation and awareness.
•    Drive participation in the corporate trade incentive programme ‘Club Royal’, identifying and following up on minimum engagement targets.
•    Develop a training plan for accounts that recognises specific business needs, identifying and following up on minimum engagement levels.
•    Act as an ambassador for Royal Caribbean International at key trade and consumer events (virtual or face to face)
•    Work with the KAM to prepare and host successful customer educational events/trips i.e seminar at sea, ship launches/visits, conferences etc as required, with targeted sales performance post the event to ensure return on investment.

FLAWLESS EXECUTION:

•    Spend 70% of time interacting with accounts either virtually or face to face and 30% of time analysing plans, course correcting and following up on opportunities.
•    Ensure that agreed sales and marketing activity is implemented, tracked through the toolkit to ensure full compliance to brand guidelines, and the success of all activity is tracked and monitored to assess ROI.
•    Work with trade marketing to ensure that Royal Caribbean International are truly represented in all sales activity.
•    Effectively represent the Royal Caribbean brand by developing relevant training content that is delivered (digitally or face to face) in an engaging, motivational and inspiring way.
•    Submit a rolling three-month training and engagement plan (virtual/face to face) to be agreed by the KAM.
•    Structure workload effectively to ensure maximum time with accounts and all administration and support activities are completed effectively and to time. 

Perform other duties as required.  This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.

KEY RELATIONSHIPS: 
•    Trade partners relevant to account mix
•    Key Account Manager
•    Senior Manager Retail Development 
•    Senior Sales Manager
•    Wider Royal Caribbean team

SALES COMPETENCES    
 

BEHAVIOURAL TRAITS

Profitable Account Planning
•    Understands and utilises customer, category and consumer insight: Understands category trends, dynamics and opportunities for growth
•    Account planning: Supports in managing the account planning process, differentiates promotions to understand ROI and understand and interprets customer and financial measures.
•    Commercial innovation: Provides the necessary insight and follow up to support in solving commercial challenges.
•    Commercial decision making:
Supports the KAM in effective management of Co-op and non-co-op budgets.

Customer Engagement & Commitment
•    Builds sustainable relationships: Efficient and effective at managing own behaviours and utilising a range of styles to build strong working relationships internally and externally.
•    Joint Business Planning: Works collaboratively to develop plans with the trade partner with clear objectives and success criteria.
•    Negotiation: Has an understanding of negotiation techniques and uses these to influence the trade partner.
•    Creates insight:
Can identify and action insights to benefit the business and account.

  Flawless Execution
•    Setting Objectives and Managing Priorities: Understands the importance of monitoring performance against plans and course correcting to achieve/exceed goals
•    Drive for Results: Seeks to improve performance and find ways to increase efficiency, effectiveness and results.
•    Planning & Monitoring: 
Uses readily available internal and external data for monitoring performance and adapting plans    

Takes Initiative –understands  what needs to be accomplished and to proceed on one’s own within the accountabilities of the job

Analytical – logically analyses facts, data and situations

Finance/business – is interested in commerce or fiscal management

Planning –  can  formulate ideas related to the steps of accomplishing an objective

Analyses Pitfalls –  Has the ability to scrutinise potential difficulties related to a plan

Organised –  Can place & maintain order in an environment or situation

Selling – has an interest in convincing or influencing others to purchase a product or service

Influencing –  is able  to persuade others and take them with you on the journey

Enlist Co-operation –  can invite others to participate in or join an effort

Warmth/Empathy – expresses positive feelings and affinity towards others

Enthusiastic –  Demonstrates passion and enthusiasm and is  eager  & excited toward  own goals

Persistent –   Is tenacious despite encountering setbacks and obstacles

Optimistic –believes the future will be positive and demonstrates a positive attitude in all situations

Pressure Tolerance – the level of comfort related to working under deadlines and busy schedules

Writing/Language – the level of interest in formulating words that convey meaning

QUALIFICATIONS & EXPERIENCE:

•    Minimum of 18 months experience in a sales role, preferably within Cruise sector
•    Proven track record in driving tangible results
•    Excellent understanding of Royal Caribbean products
•    Ability to spend up to 3/4 days a week “on the road” as required, visiting trade partners/stores (may require overnight hotel stays)