Director of Sales Australia & New Zealand in Sydney at Royal Caribbean Group

Date Posted: 11/5/2020

Job Snapshot

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Job Description

Journey with us! Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Cruises Ltd. is pleased to offer a competitive compensation & benefits package, and excellent career development opportunities, each offering unique ways to explore the world.



The role leads the development and execution of a strategic sales plan designed to achieve the brand’s revenue and guest targets while optimizing the overall cost of customer acquisition.  This involves the planning and implementation of both short- and long-term strategies with an activities budget of ~$4M, targeted at key trade partners to drive sustainable relationships and on-going performance. Stakeholder management is required with travel agent community and key industry influencers, including media and associations. A critical component of the role will be the ability to work at both a cross-functional level and within a matrix organizational structure. The coaching and development of a committed, passionate but diverse field sales force is a critical accountability together with ensuring the team has the appropriate tools, information and support processes to be successful. 

The Director of Sales sits on the Senior Leadership team and works closely with the Director of Marketing (DoM), Director of Revenue Management APAC (DoRM) and Head of Commercial Operations (HoCO). 


Duties include but not limited to:  

  • Strategy & Planning - Leads and owns the Sales strategy for the Annual Operating Plan process
  • Trade Relationship Management - Drive Trade Performance to achieve revenue and guest expectations.  Develops and executes the strategy to grow the brand’s key trade partner groups
  • Commercial Management – Negotiates trade agreements with strategic accounts, ensuring commercial terms achieve both revenue and cost of acquisition requirements
  • Revenue Performance - Works with Director of Revenue Management in analyzing, tracking and planning the critical levers, including Commission, Coop Marketing, and other related costs
  • Brand and Trade Marketing – Understands the brand’s key differentiators, competitors, pillars, and target markets to ensure all sales activities are aligned
  • Strategic Acquisition Cost Management – Manages all commercial terms and plans for the Trade channel that optimizes ROI
  • Financial Management – Develops and manages the Sales SG&A budget and commission expense line. Collaborates across the team to optimize spending for highest and best result
  • Leadership Management – Lead, influence & empower a team of office & regionally-based strategic sales managers in Australia.


Job Requirements


  • Bachelor’s degree preferred
  • 10+ years of sales (revenue-generating) experience in a consumer based / focused industry
  • Proven experience in senior-level relationship management ideally within a matrix organisation
  • Strong commercial acumen demonstrated through involvement in strategic projects, contract negotiations and data-driven decision making
  • Demonstrated success leading a multi-location Sales Team
  • Understanding of how to get the best from the team and make them feel highly engaged
  • Strong negotiating skills
  • Strong relationship building and communication skills with the ability to work cross functionally
  • Ability to create short and long-term plans that align across multiple business functions and geographies
  • Demonstrated ability to communicate, present and influence credibly and effectively
  • Proven experience of creating and presenting sales and channel information
  • Proactive in developing, driving and executing own strategy in line with business objectives
  • Embraces a fast-paced working environment with an appreciation for planning and deadlines


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


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