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Regional Sales Manager
3 months ago
Celebrity Cruises Sales Team has an exciting career opportunity for a full time Regional Sales Manager reporting to the Sales Fields Manager. Successful candidate will be looking after Scotland and Northeast of England. Ideal candidate would be located either Glasgow or Edinburgh areas.
Celebrity Cruises is one of five brands owned by the global cruise company Royal Caribbean Group. Celebrity offers a Relaxed Luxury resort at sea experience, where guests can sail on the world's best places to the world's best places. We invite travellers to explore multiple countries in one sailing, dine in a new restaurant at every meal, rest in luxurious spaces designed to the last detail for comfort, find their wellbeing miles away at sea, all with the world at their service. Truly, Nothing Comes Close to Celebrity Cruises as we offer unique experiences in over 300 destinations across all seven continents.
Position Summary:
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.
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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