Job Description

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

POSITION SUMMARY:

The

Sales Development Manager

is a field-based role is responsible for managing sales development account management trade engagement and brand activation for a geographical territory in the UK Ensuring the strategy for the territory is flawlessly executed and that performance is maximised through excellent communication brand representation and follow-up



Spending up to 4 days "on the road" to support and engage a portfolio of trade customers this role requires excellent interpersonal and communication skills and the ability to work with a large number of stakeholders Occasional evening and weekend working will be required

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

CUSTOMER ENGAGEMENT & COMMITMENT:

Act as an ambassador for Royal Caribbean and demonstrate an exceptional level of product / sector knowledge ensuring the brand has an extremely high profile across travel retail and homeworking

Develop and nurture relationships with retail and homeworking contacts and business influencers with the goal of gaining greater share of voice and to build positive partnerships

Develop a deep understanding of regional account mix challenges and opportunities so that communication activity and interactions are relevant and productive

Set clear SMART objectives for all visits and meetings to ensure effective use of time

Own regional relationships across Trade Partner organisation (such as Regional Cruise Experts) to ensure brand engagement education sales plan implementation and awareness

Drive participation in the corporate trade incentive programme 'Upper Deck' identifying and following up on minimum engagement targets

Develop a training plan alongside Training Manager EMEA for accounts that recognises specific business needs identifying and following up on minimum engagement levels

Work with the Senior Strategic Sales Manager to prepare and host successful customer educational events/trips ie seminar at sea ship launches/visits conferences cruise shows etc as required with targeted sales performance post the event to ensure return on investment

Leverage social media to maximise engagement with trade agents

COMMERCIAL & OPERATIONAL PLANNING:

Arrange and attend monthly/quarterly sales meetings with stakeholder relevant to the account mix (ie Regional Sales Managers/Key homeworkers/consortia members) to plan targeted activity including engagement and training opportunities

Develop and implement annual quarterly and monthly sales plans ensuring the plan will drive achievement of all key metrics across the territory

Analyse weekly monthly and quarterly account activity and performance spotting opportunities to improve performance and put in place tangible measurable action plans that drive results

Develop effective Coop marketing plans with regional accounts that will drive mutual return on investment

Monitor and report all holiday competitor activity pricing and marketing relevant to account mix

Provide store visit reports and follow up consistently on the actions set using the CRM app

FLAWLESS EXECUTION:

Spend up to 80% of time interacting with retail stores homeworkers and regional accounts face to face and 20% of time building plans course correcting and following up on opportunities

Ensure that agreed sales and marketing activity is implemented tracked through the toolkit to ensure full compliance to brand guidelines and the success of all activity is tracked and monitored to assess ROI

Work with trade marketing to ensure that Royal Caribbean International are truly represented in all sales activity

Effectively represent the Royal Caribbean brand by developing relevant training content that is delivered in an engaging motivational and inspiring way

Submit a rolling three-month training and engagement plan to be agreed by the SSSM

Structure workload effectively to ensure maximum time with accounts and all administration and support activities are completed effectively and to time


Perform other duties as required 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

SALES COMPETENCES BEHAVIOURAL TRAITS

Profitable Account Planning

Understands and utilises customer category and consumer insight: Understands category trends dynamics and opportunities for growth

Account planning: Supports in managing the account planning process


differentiates promotions to understand ROI and understand and interprets



customer and financial measures


Commercial innovation: Provides the necessary insight and follow up to


support in solving commercial challenges


Commercial decision making: Effective management of Co-op and non-co-op budgets

Customer Engagement & Commitment

Builds sustainable relationships: Efficient and effective at managing own behaviours and utilising a range of styles to build strong working relationships internally and externally

Joint Business Planning: Works collaboratively to develop plans with the trade partner with clear objectives and success criteria

Negotiation: Has an understanding of negotiation techniques and uses these to influence the trade partner

Creates insight: Can identify and action insights to benefit the business and account

Flawless Execution

Setting Objectives and Managing


Priorities: Understands the importance of monitoring performance against plans



and course correcting to achieve/exceed goals


Drive for Results: Seeks to improve performance and find ways to increase efficiency effectiveness and results

Planning & Monitoring: Uses readily available internal and external data for monitoring performance and adapting plan

BEHAVIOURAL TRAITS

Takes Initiative -understands what needs to be accomplished and to proceed on one's own within the accountabilities of the job



Analytical - logically analyses facts data and situations



Finance/business - is interested in commerce or fiscal management



Planning - Can formulate ideas related to the steps of accomplishing an objective



Analyses Pitfalls - Has the ability to scrutinise potential difficulties related to a plan



Organised - Can place & maintain order in an environment or situation



Selling - has an interest in convincing or influencing others to purchase a product or service



Influencing - is able to persuade others and take them with you on the journey



Enlist Co-operation - Can invite others to participate in or join an effort



Warmth/Empathy - expresses positive feelings and affinity towards others



Enthusiastic - Demonstrates passion and enthusiasm and is eager & excited toward own goals



Persistent - Is tenacious despite encountering setbacks and obstacles



Optimistic -believes the future will be positive and demonstrates a positive attitude in all situations



Pressure Tolerance - the level of comfort related to working under deadlines and busy schedules



Writing/Language - the level of interest in formulating words that convey meaning

QUALIFICATIONS & EXPERIENCE:

Minimum of 18 months experience in a sales rolepreferably with field sales experience Proven track record in driving tangible results Outstanding communication and presentation skills Excellent understanding of Royal Caribbean products
Ability to spend up to 4 days a week "on the road" as requiredvisiting trade partners/stores (may require overnight hotel stays) Clean current driving license

Work Environment:

Occasional travel may be required



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 RCL and each of its subsidiaries prohibit and will not tolerate discrimination or harassment



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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