Key Account Manager, Germany (UK based) in Weybridge at Royal Caribbean Group

Date Posted: 11/9/2020

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Weybridge
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    11/9/2020

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.

Position Summary:
This position’s fundamental role is to manage a portfolio of agents in the German market primarily made up of cruise specialists, tour operators and homeworkers, influencing a cross functional team to ensure performance is maximised through the development of fully integrated strategic sales and marketing plans to meet and exceed APD, revenue and passenger targets.

As this role covers the Germany market, applicants fluent in German will be prioritised. This role will also be UK based, but as this role may be remote, we encourage individuals with relevant experience to apply throughout the UK.

PROFITABLE ACCOUNT PLANNING

  • Produce annual destination plans with alignment to the booking curve for each account.
  • Development of an annual sales plan for each key account ensuring the plans will drive improvement on all key metrics: APD, revenue, and passengers.
  • Analyse account profitability and opportunity and ensure that the distribution strategy is driving optimal return on investment.
  • Work with commercial team to analyse the weekly stats/commercial deal and provide insight/ trends and implement relevant actions.
  • Effectively manage agreed Co-op/marketing budgets ensuring maximum return on investment across the account portfolio.
  • Lead Commercial negotiations to enable long-term profitable growth whilst being conscious of the competitive environment. Ensure business partner agreements in place in a timely fashion.
  • Responsible for competitive intelligence gathering, providing regular updates to the organisation alongside appropriate recommendations.

CUSTOMER ENGAGEMENT AND COMMITMENT

  • Develop relationships with key decision makers and influencers across the accounts
  • Produce, in conjunction with the Head of UK Sales, a contact strategy and wiring plan that drives focus on delivering shared accountability to the agreed plans.
  • Set clear SMART objectives for all meetings to ensure effective use of time.
  • Implement both product and automation training to improve conversion of sales.
  • Design and implement annual training plans for each account.
  • Drive participation in the corporate trade Incentive program ‘Club Rewards’.
  • Act as brand ambassador for Royal Caribbean International at key trade and consumer events.
  • Prepare and host successful customer educational events/trips i.e. ‘Seminars at Sea’, Ship launches, ship visits, conferences etc. as required, with targeted sales follow up to ensure robust ROI.
  • Implement successful consumer cruise events – digitally or face-to face - as required as part of a clear strategy and demonstrate a return on the investment of time and costs.

FLAWLESS EXECUTION

  • Influence the virtual cross functional team and ensure the right amount of time is dedicated to supporting the strategic partners with an execution plan.
  • Work with the Trade Marketing team to ensure that Royal Caribbean International are positively represented in all sales activity.
  • Implement, develop and manage the sales strategy for new business opportunities across your account portfolio and the wider business.
  • Use the sales management and automation tools available to ensure effective and efficient communication and account management.
  • Liaise and work with the RSM team where appropriate to ensure coverage of Key Accounts within retail space, promoting consistent messaging and engagement.

 

Job Requirements

Qualifications, Knowledge, and Skills:

  • Minimum 3 years’ experience at sales account management level
  • Fluency in German would be advantageous
  • Knowledge of key cruise distribution specialists in the market would be advantageous
  • Large matrix organisation experience helpful
  • Educated to Degree level or equivalent
  • Clean current driving license
  • Background in travel desirable

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