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Senior Manager, LACAR Sales

Royal Caribbean Group

Royal Caribbean Group

Sales & Business Development
Miami, FL, USA
Posted on Tuesday, May 14, 2024

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.

This position will be working onsite from Miami, Florida.

Position Summary:

This position leads the development of a strategic sales business plan designed to achieve the brands revenue and guest targets.The role is responsible for identifying and developing new business and market opportunities in Lacar for the Royal Caribbean brand, and exceeding revenue and passenger targets for Royal Brand.This involves the planning and implementation of both short- and long-term strategies in accordance with assigned budget, targeted toward both Direct and High Value Trade Partners

Essential Duties and Responsibilities:

  • Trade Communications and Key Account Management Manage the Key Trade Accounts in Lacar and the
  • Responsible of Lacar Sales Team performance.
  • Develop the business from consortia in the region. This includes setting up commercial agreements, managing the training and support of accounts as well as development of the long-term business from the Lacar market. Oversee co-op to ensure the best ROI and provide input to the marketing planning process to keep the Lacar products and communications relevant.
  • Set up and manage Travel Partners throughout Lacar in coordination with the RCL transition teams and AVP, International Business Development to provide RCL with full commercial coverage in the country.
  • Strategy and Planning Collaborate with the team to set the priorities and tactics for the Market to beat competition, exceed annual plan, and grow Average Per Diem (APD). Develops and executes strategic account plans are in place to generate demand that meet booking curve needs. Provide in market strategic guidance to Management including Marketing and Revenue.
  • Trade Relationship Management Understands and drive Trade Performance to achieve revenue and guest expectations in Lacar. Develop and execute the strategy to grow High Value Trade. Maintain relationships with senior Trade executives in country and on behalf of the brand. Represent the brand at key industry events, conferences, and association meetings, including Cruise Lines International Australasia (CLIA).
  • Commercial Management Negotiate trade agreements with strategic accounts in Lacar throughout RCL ensuring commercial terms achieve both revenue and cost of acquisition requirements. Partner with International Management and Support to identify and target key partners that can deliver booking curve requirements and work with Miami and RCL Mgt in market where needed.
  • Revenue Performance: Understands industry and booking trends to collaborate on growth and emerging opportunities to work with International Sales Planning (Miami) in analyzing, tracking and planning the critical levers, including Commission, Coop Marketing, and other related costs, identify opportunities for growth and improvement, communicate and propose activities to deal with competitor and external factors that arise.
  • Brand and Trade Marketing Understand the brands key differentiators, competitors, pillars, and target markets to ensure all sales activities are aligned. Contribute proactively to strategic and tactical decisions, including revenue management, marketing, and deployment for Lacar. Collaborates with AVP Royal Sales, International to optimize strategy and planning that will target, reach, and grow business. Ensures International team in Miami maintains a shared calendar of Marketing and Travel Partner coop commitments.
  • Financial Management Collaborate across the team to optimize spending for highest and best ROI with AVP Royal Caribbean, collect information and provides sales forecasts and insights into areas for improvement.
  • Market Engagement Ensure regular communications, pro-active feedback, training, development, for all partners to keep Royal Caribbean top of mind. Serves as a brand ambassador in the region for RCL and attends trade shows and events as needed to represent the company.
  • Travel within Lacar and overseas will be required.

Qualifications, Knowledge & Skills:

  • 5 years of sales (revenue-generating) experience
  • Cruise, Travel, or hospitality industry experience preferred
  • Bachelors degree, MBA preferred
  • Proven record in business development management
  • Proven experience in senior-level travel partner relationship management
  • 100% bilingual fluent English and Spanish
  • Commercial thinking with a pragmatic approach
  • Strong negotiating skills
  • Strong relationship building and communication skills with the ability to work cross functionally
  • Demonstrated ability to communicate, present and influence credibly and effectively
  • Proven experience of creating and presenting sales and marketing strategic plans
  • Embraces a fast-paced working environment with an appreciation for planning and deadlines
  • Ability to create short- and long-term plans that align across multiple business functions and geographies
  • Highly developed strategic and business skills and effective decision making
  • Able and willing to travel about 50% - 60% of the time

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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