Head of Sales, Emea

7 months ago

Weybridge, United Kingdom Royal Caribbean Group Full time

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

**About the Company**

Celebrity Cruises is an award-winning resort at sea where guests can visit up to 8 destinations in one sailing dine in a new restaurant at every meal rest in spaces thoughtfully designed to the last detail for comfort find your well-being miles away at sea all with the world at your service Our sixteen award-winning ships offer unique experiences in more than 300 destinations on all seven continents

We are a confident forward-thinking brand whose purpose is to ‘open up the world’ for our guests We are inclusive and celebrate talent across the board - from raising the bar in gender equality to celebrating the diversity of our crew and guests We care about our people our guests and the environment and have strong stories to tell in all these areas

With a keen focus on destination culinary service design and wellbeing we offer rich travel experiences to every corner of the world We have just been awarded “Best Large-Ship Ocean Cruise Line” as voted for by Telegraph readers

**KEY RESPONSIBILITIES**

The primary purpose of the Senior Sales Manager EMEA role is to ensure that guest revenue and average per diem (APD) targets are exceeded across the EMEA market The role reports directly to the Senior Sales Director - EMEA and has a team of six (four direct reports) The role works cross-functionally across the EMEA market to manage deliver and execute the distribution strategy ensuring all trade partners are equipped with the relevant tools and support to sell Celebrity Cruises effectively

**Role Overview**:
Responsible for the management and motivation of a team of six (four direct reports) with an annual sales revenue target of $114k 57K guests and a budget of $2
- 5M
- Responsible for the development and implementation of a strategic plan ensuring it complements the EMEA distribution strategy Responsible for new business channels to drive profitable growth (Commercial Partnerships
Charters & Incentives)
- Responsible for delivering maximum return on investment across all sales channels and driving cost efficiencies throughout the sales organisation
- A key member of the Sales Team reporting to the Senior Sales Director & contributing to the future company strategies

**ESSENTIAL DUTIES & RESPONSIBILITIES**

**Distribution Strategy**:

- Develop and implement a sales distribution strategy to ensure profitable growth with our trade partners whilst enabling our direct channel to profitably grow To develop and implement a fully integrated sales marketing and training plan for all partners that fall within the team’s remitUtlising and understanding partner and consumer insight and translating trend dynamics and opportunities for growth into longer robust plans
- Input into the annual operating plan (AOP) and the strategies with proactive participation into deployment debates and identifying ship requirements to match growth opportunities Ensure all commercial negotiations enable long term growth whilst being conscious of the competitive environment
- Ensure Business Partner agreements are in place and annual commercial terms signed with all accounts & are compliant for audit

**Financial Responsibilities**:

- Responsible for the EMEA sales budget in particular the Co-op budget and ensuring accurate monthly forecasting allowing for course correction
- Responsible for the Co-op strategy to ensure that we are targeting the right products to the right distribution channels and partners and ensuring that our co-op funds are invested in areas that give us the greatest return on investment
- Work alongside the Senior Sales Director to implement the commission budget strategy and continue to review ways of reducing commission as % of Gross Ticket Revenue Responsible for ensuring accurate monthly/quarterly/annual forecasting of marketing funds**Trade Partnerships**:
Along with the team
- be the face of Celebrity Cruises to the travel industry in EMEA
- Ensure Celebrity Cruises to have maximum exposure in travel trade newspapers and at key events/conferences
- Ensure the trade partners have the right tools to sell more efficiently and effectively
- Support the team in exploring new channel prospects ensuring they will deliver growth profitability Work closely with all functions within the organisation to ensure the right balance of support to the trade is given so Celebrity Cruises are the Premium Cruise Line of choice
- Work with the Training team to ensure we continue to develop our award-winning training programme and continue to provide the trade with the best face to face and online training

**People & Teamwork**:
Provide leadership motivation and personal development to your direct reports
- in

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