Business Development Manager, National and Strategic Accounts

Overview

This position is remote. West Coast strongly preferred.

Cunard is the world’s leading international premium cruise line, carrying millions of guests to hundreds of destinations worldwide. With parent company Carnival Corporation, Cunard is known for its White Star Service and Trans-Atlantic Crossings.

We are looking to hire a Manager, National Account to maximize the company’s financial goals, develop strong relationships with national accounts/consortia, key accounts, and host travel partners, while upholding the company’s core values.

Here’s a summary of what Cunard is looking for in its Manager, National Account. Is this you?

• Account Relationship Management:
  Sets goals with top accounts including annual, quarterly, and trade where applicable.
• Strategizes with accounts to meet company and account goals.
• Works with each account to maximize the selling of our brand.
• Develops Sales & Marketing plans, national promotions, incentives, events, and training opportunities.
• Initiates meetings with the accounts leadership team to discuss strategies for continuing and/or improving the accounts performance based on the analysis of the accounts business portfolio.
• Advocates on behalf of agency management team and/or owners regarding policies, experience, and opportunities to gain market share.
• Works with Director, National Accounts in the negotiation of the annual business terms for all account agreements tendered.
• Defines an annual contact strategy with key accounts to provide consistent, effective engagement and collaboration.
• Plans and attends import functions, seminars, conferences, top producer events and trade shows.
• Sets periodic training with top accounts.

• Revenue Generation:
  Oversees accounts efforts utilizing allocated cooperative marketing, conferences/events and promotions budgets to advertise our brand effectively and efficiently to increase sales and profitability.
• Provides consistent reporting of account performance and tracking to goal to upper management monthly.
• Analyzes accounts and competitive trends to identify sales growth opportunities.
• Alerts the Director, National Accounts of any overage/savings in budgetary allocations as soon as run rate indicates savings or reallocation opportunities.
• Works with each account to increase year-over-year revenues through maximum utilization of company programs and sales tools.
• Promotes and advocates the use of group programs and exclusive promotions/offers to maximize group space and amenities.
• Analyzes inventory and advises accounts of sales opportunities.
• Creates exclusive programs to provide value-added propositions for accounts and their customers (e.g., exclusive value-added amenity programs).
• Organizes and prioritizes projects as needed (e.g., conference/events calendar management, concessions cabin, road shows, cruise sale utilization).

• Marketing Management:
  Supports the development of annual marketing plans for accounts where applicable.
• Manages and tracks all approved co-op marketing including vetting and proofing of marketing materials.
• Ensures proper use of brand imaging, logos, and selections of trade/product to advertise.
• Collaborates with marketing on brand-consistent presentations.
• Collaborates with marketing on brand position, consumer trends and co-branding opportunities.
• Develops marketing intelligence of competitive activities and materials.
• Drives agent participation and completion of Academy training.

• Budget Management:
  Reviews and tracks account marketing plans.
• Responsible for the submission of commitments and ensures accounts invoices and pre-bills are submitted and processed timely.
• Helps ensure that travel and entertainment budget targets are met.
• Submits timely P-card expenses and expense reports.

• Travel:
  Manages air, hotel, and car travel.
• Attends consortia/national account conferences, imports, account familiarization cruises, sales meetings, top producer events, and regional training events.

• Internal Communication and Feedback:
  Provides competitive data to commercial/product team for evaluation and pricing strategy.
• Provides feedback to onboard product group regarding trade partner and customer experiences.
• Communicates with…