JOB SUMMARY:
- Seek new and creative opportunities to maximize existing travel agent business within a designated portfolio of identified top key accounts within North America.
- Utilize wide array of sales tools and techniques necessary to stimulate the growth of key account revenue Develop and implement marketing strategy and plans, performance tracking & return on promotional investment strategies to ensure top accounts are growing at or above the company's annual growth targets..
POSITION RESPONSIBILITIES:
- Responsible for designing and implementing local and national marketing strategies and programs to achieve and maximize sales objectives and profitable revenue growth.
- Leverage regional and HQ marketing expertise to execute assigned Travel Partners in "Marketing to Fill" sales strategy.
- Responsible for analysis and ROI of promotional programs; leveraging annual marketing fee budget and incremental marketing fund opportunities to encourage increased support and engagement of our brand within the account's sales strategies.
- Provide robust and accurate analysis, reporting and support as it pertains to key accounts performance and strategy.
- Working with regional multi location headquarters, local consortium headquarters and host key accounts on developed marketing activities, when appropriate, coordinate and communicate efforts across the Account Manager internal team to ensure opportunities are maximized across the region.
- Work with Consortia Account Director to implement appropriate regional level consortia marketing strategies and initiatives to maximize results from all field accounts.
- Determine consortia members with greatest potential, and in conjunction with account owner, develop plan to capture greater proportion of sales.
- Track results within the region and provide detailed reporting to the Regional Sales Director on a monthly basis.
- Jointly collaborate with Consortia Account Director and Key Account Director to execute marketing plans with National Consortia & Key Accounts, understanding the individual strengths and opportunities within the region for each account.
- Provide monthly/quarterly reporting to Regional Director of Sales & Marketing to determine ROI on various initiatives.
- Make in person sales calls as well as outbound calls to assigned accounts and continually source for new revenue opportunities and methods to achieve sales goals.
- Recommend, develop and implement creative ideas to help partners find solutions to expressed obstacles while driving profitable revenue growth, while delegating service and troubleshooting matters to the necessary support teams.
- Maximize affinity and promotional group opportunities to help drive advance business, supporting the company's booking curve.
- Plan and develop a quarterly and annual territory sales plan to ensure achievement of assigned goals.
- Manage a substantial budget within guidelines to include travel, coop, advertisement and promotions; review total budget at the end of each month.
- Be flexible in changing planned investments due to changing company needs throughout the year.
- Maintain proper documentation of all agency related activity by way of Sales Force.
- This may include logging the content of discussions made by way of phone calls, in person visits, events, etc). recording activity of agency plans, strategies, key contact information and substantial conversations that have taken place.
- Remain current on corporate information, policies, procedures, sales and marketing programs, corporate communications and related materials.
- Follow corporate policies and procedures.
- Represent the company providing excellent service, consistent, prompt and professional communication and projecting a professional image at account conferences, conventions, trade shows, seminars, ship inspections and other sales-related functions as appropriate.
- Perform other job-related functions as assigned..
KNOWLEDGE & EXPERIENCE:EDUCATION:- Bachelor's Degree in sales/marketing, business administration or related field of study or any equivalent combination of education and/or relevant work experience
EXPERIENCE:
- Minimum 10 years' experience with outside sales or making outbound sales calls.
- Experience handling customer-focused sales tactics as well as general knowledge of using a CRM..
KNOWLEDGE & SKILLS:- Strong knowledge of Microsoft Office Suite to include intermediate level skills with Excel, Outlook, Word and PowerPoint as well as Zoom/Go To meeting platforms
- Strong knowledge of current and developing Social Media platforms
- Knowledge of or ability to learn Norwegian reservation systems such as Seaware and Seaweb and e-commerce channels
- Ability to build personal credibility by way of solid product knowledge, services, procedures, consistent follow-through, and problem-solving skills
- Have excellent communication skills as well as an overall understanding of working directly with agency owners, marketing professionals and front-line travel advisors
- Proven ability to implement contracts using superior negotiation and presentation skills
- Creative abilities to develop a personal brand for selling unique cruise vacations and building relationships within assigned territories
- Ability to adapt to a quickly changing sales environment
- ability to shift priorities per business and/or territory demands
- Analytical skills sufficient to translate revenue results and effectively manage budget and forecasting
- Ability to prepare and analyze cost of sale results
- Planning skills for developing a sales and marketing strategy for assigned territory
- Interpersonal skills to work effectively in a team-based environment
- Effective time management skills to work independently and meet sales goals
- Business acumen to combine product knowledge and understand dynamics of profitability
- Business acumen to maintain knowledge of market and competitive trends within the travel and cruise industry
- Possess the ability to foster and maintain business relationships and drive results
- Excellent verbal and written command of English sufficient to support travel partners with questions/issues as well as to effectively diffuse situations whenever necessary
- Ability to travel within sales territory, nationally and internationally, hold a valid state driver's license and maintain a clean driving record
- Ability to work evenings and/or weekends
- Ability to bend and lift up to 30 lbs to pack and transport marketing collateral to travel agents, with reasonable accommodation
- Ability to stand for long periods of time for presentations and provide walking tours for client's onboard vessels, with reasonable accommodation
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
