Manager, Key Accounts

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Journey with us! Combine your career goals and sense of adventure by joining our incredible team of employees at Royal Caribbean Group
. We are proud to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

We are proud to be the vacation-industry leader with global brands — including Royal Caribbean International, Celebrity Cruises and Silversea Cruises — the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests.

This position will be working onsite from Miami.

Position Summary
:

The Manager, Key Accounts is responsible for working with Key accounts that represent approximately 17% of the total travel agency locations within the United States and Canada to develop partnerships/agreements that meet the needs of Silversea as well as the travel organization. Independently maintains relationships with key customers, primarily Owners and Directors of each Key Partner travel organization as well as internal partners in Revenue, Marketing, Sales, Trade Support & Service, and Hotel Operations.

Oversees and/or performs the following essential tasks through subordinates or matrixed resources. Responsible for managing expense budget, co-op and back-end commission programs for Key Accounts to ensure we are maximizing growth at the lowest cost.

Essential Duties and Responsibilities
:

• Responsible for the profitable revenue generation of approximately $87 million in Sales from Key Account partners.
• Maintain Key Account sales, sponsorship and co-op budget of $0.8 million.
• In partnership with VP of National Accounts, construct and propose the goals and objectives in maintaining sales agreements through the analysis of Commercial Planning business models/structure, revenue and cost of sale.
• Continue to build revenue of Key Accounts channel, with a strong focus on these Strategic organizations that can provide maximum revenue at minimum cost. Working closely with Senior Director of National Accounts, Key Account Manager, and Director of Inside Sales on revenue generating sales & marketing plans.
• Establish customized programs with our partners in Revenue that provide incremental growth opportunities with specific travel partners that fit our business needs and their business model.
• Develop compensation and incentive programs that maintain competitive positioning while lowering the commission line.
• Develop sales systems/technology to support current or alternative sales approaches.
• Partner with our internal creative team to ensure that all marketing with Key Account partners is on brand and focused around our promotional and milestone calendar.
• Provide leadership and support to the Key Account Manager to ensure Key Account programs are executed at the field level in both US and Canada.
• In partnership with the Vice President of National Accounts, manage the Key Account sales and cooperative marketing budget with recommendations for increases/decreases. Review commissions, budgets, cost of sale, trend reporting, marketing effectiveness and account database and affiliations.
• Responsible for travel 20-30% of the time to attend conferences, trade shows and to conduct sales calls, with seasonal demand, particularly in the Fall. This role will be highly visible externally with travel partners.
• Performs 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…