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Account Executive, Global Charter Sales in Miami, FL at Royal Caribbean Cruises Ltd.

Date Posted: 3/8/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Miami, FL
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    3/8/2019

Job Description

POSITION SUMMARY:

The Account Executive for Charter Sales is the direct, day to day contact for all Charter Sales clients.  They are responsible for building sales, by seeking out and securing new charter business, as well as maintaining current customer relationships.  This role works hand in hand with the Charter Sales Manager to plan, develop and execute sales strategies to achieve annual sales goals.


ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • Daily interaction with:  Travel Partners, Incentive Houses, Direct customers, International Royal Caribbean Offices and/or IR's to qualify any and all potential charter business. 
  • Negotiates with Revenue Management and Hotel Finance, to seek the most competitive option within the client¿s parameters and prepares Charter Financial grids and proposals designated to maximize yields and secure premium APDs all charter sales. 
  • Close interaction with Deployment, Guest Port Services, Marine Ops, Global Security, Hotel Ops, F&B, Legal and Risk Mgt to gather all financial implications that are associated with creating unique / custom charter experiences.  Charter customization includes:  carving itineraries, repositioning vessels, dockside events, world organization events, concert venues and charity events.  Accurate financials must always be presented, so attention to detail and numbers is required.
  • Maintains a business report that tracks all charter opportunities: Contracted, Pending and Lost business.  Leverages inbound/outbound interactions to create selling opportunities. Calls upon all proposed charter leads and provides general support to customer inquiries with a goal of securing a firm commitment. Reviews past charter leads and calls out to clients for new charter interest.
  • Facilitates bi-monthly meetings with Revenue and Deployment to discuss the status of all pending / quoted charter business
  • Responsible to stay up to date on all industry developments by attending tradeshows, Seatrade conferences, Sales Meetings, client functions, training sessions and other hosted events.  When necessary, will support Charter Sales Manager in hosting MICE tradeshows.
  • Facilitates and escorts non-sailing and/or sailing site inspections as needed to secure new business.  May also be required to sail with charter programs when needed.
  • Partners with the Manager of Charter Sales to create compelling marketing pieces relevant to charter business, as well as creating testimonials and case studies.  May also create PPT presentations, flyers and pamphlets to showcase our brand to new charter clients
  • Maintains charter reporting:  Master itinerary grid, AE budget worksheets, proposal financials, profitability reporting, pipeline reports, displacement grid. Manages the charter sales database.  Update and maintain competitive analysis grid of all other cruiseline charter business to assist in seeking out potential new business
  • Along with the Charter Sales Manager, AE will assist in preparing contracted charter turn over material facilitating charter turn-over meetings with the Charter Operations Team
    Assist Charters Sales Manager in Client meetings and Presentations to help secure future charter business

 

Job Requirements


QUALIFICATIONS:

  • Bachelors degree from a four-year college or university and 1 to 3 years of sales  experience, preferably within the travel industry, is required 
    Possesses an advanced knowledge and understanding of the product, full ship charter terms and conditions,corporate and brand policies, key selling attributes and the ability to guide clients to the most competitive option. 
  • Is able to distinguish standard full ship opportunities from more complex programs and escalates to the respective Managers as appropriate. 
  • Absolute follow-up skills are essential, strong positive attitude, excellent level of communication and high energy are required.
  • Ability to assess complex situations and make decisions in a diverse environment under the pressure of deadlines.
  • Ability to build and maintain successful business relationships with the largest external customers and internal colleagues to successfully close business.
    Strong financial and analytical skills required to understand and assist in the development of multi-million dollar business transactions. 
  • Ability to use advanced business and sales knowledge to make decisions, use sound judgment, negotiate effectively and get results
  • Ability to use multiple communication and interaction methods to collaborate effectively, get results with others and develop customer champions.
  • Ability to display the highest level of personal integrity, take responsibility for personal and organizational results, and proactively develop greater ability.
  • Advanced knowledge of AS400, SEIBEL, Excel, Word, Lotus Notes and Power Point

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