Company Overview
Celebrity Cruises is a premium cruise line under the Royal Caribbean Group, Celebrity Cruises offers an unparalleled blend of sophisticated design, innovative cuisine, and world-class service. Sail to breathtaking destinations around the globe aboard our award-winning fleet, including the revolutionary Edge Class ships. Indulge in exquisite dining, rejuvenate at the state-of-the-art spa, and enjoy top-notch entertainment. With a commitment to sustainability and enriching experiences, Celebrity Cruises invites you to explore the world in style and comfort. Discover the Celebrity difference and embark on a journey like no other.
The brand is targeting significant growth over the coming years, with all global regions expected to source more guests and grow revenues. The EMEA (Europe Middle East & Africa) arm of Celebrity Cruises currently focuses on the acceleration of guests & revenues from the strategically important markets of the UK&I, Germany, and the Nordics. Celebrity Cruises is headquartered in Miami and is one of five cruise brands owned by Royal Caribbean Group.
About The Role
The primary purpose of the Regional Sales Managers role is to achieve the KPIs across the retail distribution & homeworking channels including the multiples, miniples, independents and consortia and achieve sales across all the existing distribution channels in the UK & Ireland. The role is responsible for achieving guest, APD & revenue targets plus building the brand Celebrity Cruises in a geographical region. Maximise performance of the area through identifying potential & high revenue stores & intensifying activity in the areas set by the business in order to meet & exceed the sales targets for the region set by the business.
Role Overview
- To achieve the guest, APD & Revenue targets for your geographical sales area as set by the business.
- Develop key relationships within your account portfolio with key decision makers and influencers.
- To ensure you achieve % On Board Sales & % Automation targets for your stores/regions in your geographical area.
- To have a robust training plan and to ensure all staff members complete Celebrity Cruises training in your geographical area & evidence this is being achieved.
- Drive sales and engagement within own accounts & area via use of technology including (but not limited to) social media, virtual meetings, and telephone calls.
Essential Duties And Responsibilities
The duties below are the main duties & responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee. Employees will be required to perform any other job-related duties assigned by their line manager or management.
Sales planning
- Sales manage multiples, miniples, independents and consortia on the high street with deeper targeting on revenue to grow the APD’s.
- Prepare and roll-out an agreed sales and marketing plan for own managed accounts with regular face to face and virtual reviews.
- In line with Celebrity brand intensification “hot spot” strategy, targeting stores that sell to affluent guests and develop a targeted call cycle that focuses on high revenue and high potential stores.
- Develop detailed call plans with face-to-face contact, and/or follow up phone contact with targeted stores/regions.
- Record all visits and trade partner meaningful conversations in Salesforce in a timely manner and follow up consistently on the SMART actions agreed.
- Plan and attend sales meetings with Regional Sales Managers/HQs/Key Decision Makers to plan targeted activity in your region to maximise sales.
- Monitor and report on all other holiday & cruise company trading feedback, competitor activity, pricing, marketing, and sales incentives.
- Work collaboratively with the cross functional teams to achieve the trade and direct numbers by seeking new opportunities and driving lead generation.
Trade engagement & commitment
- Implement a structured training programme covering both product and booking tools.
- On board Sales, automation targets set by Celebrity Cruises are achieved in your geographical region.
- Ensure the teams in your geographical area are all active in the Celebrity Rewards programme.
- Prepare and host successful client educational trips i.e., Seminars at Sea, Ship Launches, Ship Visits, Conferences etc. with targeted sales performance post the event to ensure return on the investment.
- Implement & host successful consumer and trade cruise events in addition and demonstrate a return on investment of time and costs.
- Leverage social media as a way to engage with agents.
Execution
- Ensure agreed sales and marketing activity is implemented and the success of all activity is tracked and monitored to assess ROI.
- Represents Celebrity Cruises at travel industry exhibitions or any other events as required.
- Responsible for forecasting and management of co-operative sales and marketing budget
- To structure your calendar effectively to ensure maximum time with the customer and all administration and supportive activities are completed effectively and on time.
- T akes accountability for self-development, completing all required training, as well as those identified to support own needs and opportunities for personal growth
Experience / Knowledge & Skills
- Enthusiastic – Demonstrates passion and enthusiasm and is wager and excited towards own goals.
- Analytical – logically analyses facts, data, and situations.
- Takes initiative – understands what needs to be accomplished and proceeds within the accountabilities of the job.
- Organised – Can place and maintain order in an environment and situation.
- Selling – has a skill to convince and influence others to purchase a product or service.
- Persistent – is tenacious despite encountering setbacks and obstacles.
- Optimistic – believe the future will be positive and demonstrates a positive attitude in all situations.
- Written/Language – clear and concise communication detailing the level of interest in formulating words that convey the meaning.
- Negotiation Skills – Has the ability to use advanced negotiation techniques to achieve joint financial goals in complex negotiations .
Qualifications
- Minimum 18 months sales experience (Travel industry preferred but not essential)
- Large matrix organisation experience preferable.
- Clean current driving license.
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