Strategic Accounts Manager

About the role

This full-time Strategic Accounts Manager position reports to the Director, Market Sales and covers Central & Northern NJ and Eastern Upstate NY. The role is responsible for profitable revenue generation from assigned retail travel accounts, targeting a minimum of $50K in annual revenue per account with a cumulative portfolio of $20M. The Field Sales Manager drives account growth to meet company sales and growth goals, with a focus on account penetration.

Responsibilities

• Build and maintain relationships with decision-makers, front-line advisors, and account management teams within the territory.
• Conduct annual contract negotiations, including revenue/passenger growth targets and allocation of co-op marketing funds.
• Analyze sales data and business trends to conduct business reviews with assigned accounts.
• Develop tactical promotion strategies for assigned accounts, with accountability for ROI analysis and practice-sharing.
• Conduct and coordinate agent trainings to develop Celebrity brand champions.
• Ensure assigned accounts and advisors are updated with the latest brand information, including itineraries, pricing, product enhancements, and trade resources.
• Monitor and update customer business profiles within the CRM system (ROI, cost of sale, yield, retention, automation).
• Partner with the Director of Sales and HQ teams to develop and implement strategies for new sales opportunities within the region.
• Work with the Key Account Manager on HQ roll-up accounts to analyze and develop targeted initiatives.
• Gather and communicate reporting on customer business profiles (ROI, cost of sale, yield, retention, automation).
• Maintain complete knowledge of all Celebrity Cruises products, services, and brand representation.
• Perform other job-related duties as assigned by management.

Requirements

• Minimum 3 to 5 years of proven outside sales experience; travel industry experience preferred.
• Must be able to travel and reside in the assigned territory (Central & Northern NJ and Eastern Upstate NY).
• Bachelor’s degree preferred, or a combination of education and relevant experience.
• Must be able to work weekends.

Skills

• Sound judgment and decision-making.
• Strong negotiation skills.
• Financial and business acumen.
• Excellent presentation and communication skills.
• Proficiency in information management (technology, sales automation).
• Effective territory management.
• Strong interpersonal and collaboration skills.
• Sales aptitude and ability, with strong solution-selling skills.
• Ability to use multiple communication methods to collaborate, drive results, and develop customer champions.
• High level of personal integrity and accountability for personal and organizational results.
• Ability to foster collaboration and cooperation.
• Champions change and innovation.

Benefits

Royal Caribbean Group offers a competitive compensation and benefits package, along with excellent career development opportunities and unique ways to explore the world.