Senior Manager, Key Accounts - UK&I

This role is hybrid, based in Weybridge, UK.

Journey with us! 

Combine your career goals and sense of adventure by joining our high performing Sales Leadership team. 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. 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.

Job Summary

The Senior Manager, Key Accounts is a critical member of the Sales Leadership team responsible for managing Royal Caribbean International’s Key Accounts and cruise specialists to exceed APD, revenue, and guest targets.

This role leads a direct team of 4 Key Account Managers and drives profitable growth by maximising Net Revenue Yield (NRY) through implementing integrated strategic plans and embedding ROI discipline across all accounts. You will own, develop and execute mutually beneficial, long-term growth strategies and coach top talent to shape future leadership within the organisation whilst expanding Royal Caribbean’s footprint across the UK & Ireland market.

Key Responsibilities

• Own Net Revenue Yield (NRY) framework for National Accounts
  • Define, monitor, and optimise NRY by account, product, channel, and lifecycle stage
  • Identify opportunities to lift NRY through pricing, packaging, mix optimisation, upsell/cross-sell, and channel optimisation
  • Establish disciplined measurement, reporting, and governance to sustain NRY gains
• Develop and execute integrated annual strategic plans with strong ROI focus
  • Collaborate across Sales, Marketing, Planning, Commercial and Operations to create a cohesive plan with clear milestones
  • Ensure investments across all accounts deliver maximum sustainable ROI and cost efficiencies
• ROI discipline and investment governance
  • Apply ROI first thinking, experimentation and post-implementation reviews
  • Manage Coop marketing funds with ongoing ROI assessment and course correction as needed
  • Drive a culture of testing, learning, and evidence-based prioritisation
• Lead and develop a high-performing Key Account Team
  • Mentor, coach, and develop 4 Key Account Managers; set objectives, performance plans, and succession pathways
  • Build leadership depth and promote cross-functional leadership exposure to shape future leaders
  • Foster a performance-driven culture with regular development conversations and accountability
• Channel development, new opportunities, and NRY optimisation
  • Identify and develop new distribution channels that improve NRY and overall profitability
  • Align account plans to maximise guest targets while maintaining sustainable growth
  • Collaborate with Trade Marketing to ensure tailored, impactful product communications
• Account planning, governance, and performance reviews
  • Lead quarterly business reviews with assigned accounts to drive performance through strong plans and shared accountability
  • Analyse weekly stats by account, identify trends, and implement action plans to improve results
  • Ensure timely business partner agreements and favourable terms that support long-term profitability
  • Ensure all account plans include accountability of brand guidelines and focuses including tone, font, correct product placement and messages across digital and physical spaces
  • Partner with Trade Marketing to ensure brand and Co-op activity are well represented in sales efforts
• Trade events, brand representation, and ambassador duties
  • Act as RCCL ambassador at key trade events; ensure consistent brand representation in all sales activities
  • Ensure the sales organisation has the tools and training to sell more effectively
• Training, tools, and capability development
  • Partner with training to maintain an award-winning programme and deliver high-quality face-to-face and online training for the trade
  • Equip the team with the right tools to improve selling effectiveness and efficiency
  • Be an ambassador for new tools and training requirements based on emerging trends and opportunities
• Field engagement and partner relationship
  • Spend approximately 50% of time on the road engaging trade partners, gathering feedback, and securing shared accountability for plans by supporting your team in their account sessions.
  • Ensure continuous connection is kept with business owners and KDMs on a regular basis (minimum twice a month)
  • Propose process improvements and account growth opportunities based on partner insights
• Data, analytics, and reporting
  • Translate data into actionable strategy and present progress, ROI, and growth scenarios to the executive team
  • Be a champion for your team to encourage a data led approach to performance

Financial Responsibilities

• Responsible for providing budget input for AOP
• Responsible for ensuring accurate monthly forecasting of Coop at a partner level and in ensuring that budgets are being properly invested
• Responsible for own and team efficiency across T&E including submitting expenses in a timely fashion

Qualifications / Skills Required

• 10+ years’ experience in sales with +5 years in a leadership role
• Experience in fast-paced, high-ambition environments

• Outstanding relationship and account management experience
• Proven ability to grow accounts profitably, with experience in loyalty programmes or expansion revenue from national accounts
• Strong financial fluency with a particular focus on ROI
• Experience building, coaching, and scaling high-performing teams; succession planning experience preferred
• Excellent stakeholder management and communication skills; able to influence at senior levels
• Data-driven strategic thinker with the ability to balance ‘art’ with ‘science’
• Change management, collaboration, and influence across functions
• Ability to simplify complex concepts and tell a clear growth story to executives and the board
• Extensive experience within forecast accuracy and strategic plan execution

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. RCL and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

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!

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