Manager, River & Galapagos

Journey with us! Combine your career goals and sense of adventure by joining our incredible team of employees at Royal Caribbean Group. We are proud to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

We are proud to be the vacation-industry leader with global brands – including Royal Caribbean International, Celebrity Cruises and Silversea Cruises – the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests.

Royal Caribbean Group’s Celebrity Cruises brand has an exciting career opportunity for a full time Manager, River & Galapagos Sales reporting to the Sr Manager, Trade Communications & Programs.

This position will work onsite in Miami, Florida

Position Summary:

This position has responsibility for driving profitable revenue growth and managing a $100M annual sales channel for the Celebrity Cruises River and Galapagos specialty products. They have management and strategic oversight on a variety of internal and external Sales (Trade channel)responsibilities which include creation of policies, the development and delivery of sales & marketing related strategies and training programs, focusing on driving revenue growth, customer engagement, and brand management within the B2B sector, while also ensuring alignment with sales and business objectives.

The position reports to the Sr. Manager – Trade Communications & Programs and provides ongoing support to the SVP of Sales & Services, VP of Sales, as well as to the Brand President (as needed) with a focus in identifying, coordinating, and maximizing commercial opportunities for these specialty products. This could include channel strategy support, as well as communications, campaigns, advertising, promotions, and social media, and oversight of internal and external training, recognition, and incentive programs.

The Candidate must ensure the business has the maximum chance to achieve its targets and maximize profits by working cross functionally with business partners across the organization to bring critical insights about our business and distribution channel to drive business strategy.

Essential Duties and Responsibilities:

• Creation of overall strategy and optimization, as well as the development of operational and demand generating strategies alongside integrated brand campaigns.

• Own the vision, develop and implement a comprehensive B2B marketing strategy aligned with overall business goals, to achieve targets and grow and strengthen trade engagement, loyalty, activation, and revenues specific to Galapagos and River specialty products.

• Develop, implement, and then partner with sales team(s) to align marketing efforts and lead generation strategies to drive pipeline growth.

• Oversee the strategic development of comprehensive, multidimensional marketing programs to drive maximum demand and sales results, all while ensuring the brand is represented appropriately through all cooperative program media.

• Own and oversee content management and maintenance of all information featured via various omnichannel traderesources, while also considering strategic placement of core messaging. This could include various internal and external websites, Espresso, and API interfaces.

• Define and track key performance indicators (KPIs) to measure marketing effectiveness, as well as reviewing usage analytics to maximize site performance and to improve efficiencies.

• Responsible for strategic positioning of new brand sitelets, a core component to improving and preserving Celebrity’s brand image and accuracy on travel agency websites.

• Leverages marketing consumer research to understand all areas that offer significant opportunities to achieve product and revenue goals.

• By utilizing consumer insights, responsible to manage the overall product performance to exceed Galapagos and River revenue projections.

• Manage the assessment of competitive products and provide insight, resources, and recommendations to Sr. Management to review, all while staying informed about industry trends, competitor activities, and emerging technologies specific to this space.

• Work with senior management to develop global commercial sales and marketing strategies, initiatives and processes that drive program awareness, consideration, and purchase.

• Align sales & marketing priorities to maximize brand impact through collaborating spend, timing, product & high/mid value account targets.

• Collaborate with revenue management, operations, trade support and direct channels to ensure booking processes and policies are consistent.

• Collaborate with Revenue Management to identify need sailings, evaluate inventory and pricing, then work to develop and implement appropriate promotional strategies to drive maximum demand and sales results.

• Partner effectively with Revenue & Sales Finance teams in the development and oversight of trade channel performance to identify specific travel partners who have proven to stimulate awareness and demand on specified product(s), season(s), ship(s), etc.

• Liaise with Operations to ensure proper support of brand offering. Also provides insight of product development and processes to support sales growth strategies.

• Provide strategy and direction to North America field sales and & strategic markets to identify, source and service new and existing accounts who specialize in Packaged Vacations (or similar product) to grow business.

• Partner with 100+ North America sales team members, plus international sales and support teams, as well as global contact centers, to maximize revenue potential through creation of tools and resources, training programs, sales techniques, evaluation processes, metrics, and revenue flow analysis.

• Develop, implement, analyze, and evolve (as needed) incentive programs for sales managers, support teams, direct channels, and external partners that drive profitable growth and desired behaviors.

• Create and manage the development and implementation (including content) of seminar at sea and FAM programs for the Trade and internal teams, as well as training that requires domestic and international travel. In addition, this person may be the host for these groups.

• Represent Celebrity’s River and Galapagos products on a global basis for trade and consumer events relevant to the product.

• Manage annual operational budget of $800K, as well as an independent co-op budget.

Qualifications, Knowledge and Skills:

• Bachelor’s degree or Graduate Degree preferred in Business, Marketing, or related field

• 5 years+ sales or marketing experience, preferably in the tourism industry and with B2B experience

• 2 years+ experience in leisure travel operations

• Travel category experience a plus

• Knowledge of the sales process, and marketing channels, pricing, and strategies; coupled with understanding of research information and performance metrics in relation to consumer trends, behavior, and preferences as well as trade needs and expectations for use in determining strategy

• Strong business, analytical, and financial acumen, with the ability to analyze corporate data, research, and analysis, identify trends, and make data-driven recommendations for product strategy and success

• Sales Aptitude and Ability

• Strong solution selling skills

• Proficiency in presentation, communication, and interpersonal skills – for development of comprehensive and impactful communication strategy.

• Strong leadership, communication, interpersonal, and collaboration skills

• Ability to assemble and lead cross-functional teams to develop and achieve revenue maximization strategies that include input and buy-in from all stakeholders

• Ability to collaboratively interact with all departments and levels of management throughout organization and with external customers and companies

• Creative and strategic thinker

• Self-motivated, disciplined, and confident

• High level of personal integrity/credibility

• Knowledge of revenue performance management and metrics and corporate revenue expectations.

• Knowledge of Celebrity Cruises products, services, and capabilities relative to competitors.

• Ability to travel up to 30% of the time required, alongside flexibility to support unexpected business events outside of the regular business hours including holidays and weekends

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily

• The requirements listed are representative of the knowledge, skill, and/or ability required

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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