Key Account Manager - Business Development

Key Account Manager - Business Development

POSITION SUMMARY: 
As Royal Caribbean look to deliver significant profitable growth in a highly competitive market, there is a need to increase distribution and the value the guest brings to the brand overall. To be successful this will require a laser-focus on finding the right development opportunities, and then establishing effective relationships to develop and execute against them. 

The purpose of this key sales role is to own:-
1. The identification and development of new trade distribution opportunities that increase the overall guest value that the trade channel brings to the business
2. Lead the development of new distribution to the point of being able to effectively transfer them to core KAM team as part of BAU, and moving on to new opportunities
3. Lead the ongoing development of our “homeworking strategy” and key account relationships as one of our most profitable sources of high value guests

ESSENTIAL DUTIES AND RESPONSIBILITIES:
The duties below are the main duties and responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.

•    Confident in seeking out new business opportunities and taking a proactive and tenacious approach to sales development.
•    Identify and critically analyse opportunities, bringing new accounts on-board that will help us to exceed financial goals and increase distribution.
•    Devise a contact strategy, alongside Sales Director and Head of Sales, that delivers profitable growth and best-in-class engagement.
•    Develop deep understanding of BPA/CTA/New account process and complete all due-diligence to ensure that we do business in the right way.
•    Identify opportunities that will enable RCI to connect with new agents/distribution i.e new industry events, critically analyse costs and potential ROI, making recommendations on where we should invest.
•    Produce annual strategic plan, identifying target accounts/distribution and sales tools/enablers required to be successful.
•    Develop a deep understanding of each account, really getting under the skin of the business strategy and culture to drive the right approach and results.
•    Keep a finger on the pulse, via own research, industry relationships, trade media etc, on new business opportunities and proactively reach out to make new connections where you feel there is brand alignment and the opportunity for growth.
•    Identify product and profitability growth opportunities across the UK sales function and produce activation plans with clear measurable actions and timelines.
•    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.
•    Lead Commercial negotiations to enable long-term profitable growth whilst being conscious of the competitive environment. Ensure business partner agreements/CTA’s are in place in a timely fashion.
•    Responsible for competitive intelligence gathering, providing regular updates to the organisation alongside appropriate recommendations.
•    Develop relationships with key decision makers and influencers across accounts.
•    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 training plans to support successful engagement of accounts that lead to successful sales outcomes.
•    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.
•    Influence the 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.
•    Effective use of the EMEA CRM app to present RCI in a consistent way that positively reflects the brand.
•    Fully embrace and embed the SPARK tools and account planning techniques.

KEY RELATIONSHIPS: 

•    Trade customers relevant to account mix
•    Sales Director
•    Head of Sales
•    Sales support team
•    Trade Marketing
•    Commercial Finance
•    Senior Manager Cruise Specialists
•    Divisional Sales Managers

QUALIFICATIONS & EXPERIENCE:

•    Minimum 3 years’ experience at sales management level ideally within the UK & Ireland.
•    Experience in seeking out and developing new business opportunities preferred.
•    Large matrix organisation experiences helpful.
•    Clean current driving license.
•    Background in travel desirable but not essential.

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