Senior Manager of North America Commercial
3 weeks ago
POSITION SUMMARY:
A key commercial & analytical sales role to advance Azamara trading performance across North America, ensuring all strategic accounts, markets, and teams achieve sales performance targets. This position is the trading eye of the NA sales team working with support functions to ensure market sales teams and trade partners have the tools and resources necessary for success.
This position is a primary representative for the NA team with responsibilities in developing, coordinating, and communicating trading initiatives and actions.
This position also works with leadership to develop market strategies, new channels, industry partnerships, and develops support tools and resources for internal & external stakeholders.
Onboard Cruise sales are a responsibility for this role which includes pre- and post-voyage communications to encourage Onboard cruise bookings while onboard, as well as a partner program with travel partners to facilitate the onboard cruise sales. The position is responsible for leadership and direction for a team for four ships which includes the sales managers and associates onboard the Azamara ships. Responsibilities also include development and implementation of policies, operational processes, and training to help improve the fleets revenue generation capability.
ABOUT AZAMARA:
Azamara is a global premium cruise line that inspires curious and passionate travelers to spend more time exploring the world with us on our immersive cruises. We offer our guests a world class experience onboard and while visiting destinations around the world. Our employees enjoy an environment that offers a hybrid schedule (2 days in the office) and collaborating in a beautiful office space located in the center of Coconut Grove.
WHY YOU SHOULD WORK FOR AZAMARA:
- Be part of a growing and transformative company
- Work with a multicultural, global team of inspired professionals who believe in:
- CURIOSITY that makes us more open minded, empathetic, better problem solvers, and more self-aware.
- SUSTAINABILITY that supports a world where blue meets green.
- INTEGRITY that drives us to do the right thing even when no one is watching.
- ACCOUNTABILITY that supports empowerment and ownership for results.
- PASSION – it’s part of our DNA
- Engaging, and friendly; a natural relationship builder and organizer.
- You have a good grasp of time management.
- You love what Azamara is about and feel energized talking about our organization and what it has to offer.
- You’re the one knocking on your supervisor’s (virtual) door rather than waiting for help.
- You are a good communicator and a great listener.
- You have a knack for coming up with creative solutions to challenging problems.
- You thrive in a flexible work environment and value the support and companionship that comes from being part of a high-performing team.
Commercial & Trade Partnerships
- Responsible for managing, coordinating, and providing commercial trading updates in trading meetings for NA.
- Lead and represent NA with revenue management on development of sales products around Groups, select agency programs, or other niches that support different distribution models including B2B relationships.
- Lead and coordinate NA team discussion and development of core distribution tools to support activities in markets. Represent the NA team on global initiatives to develop and improve these. Tools include CRM platform (HubSpot), Co-op management, trade portal & agent rewards, Trade sales platforms and API.
- Partner with market leaders in commercial meetings with NA trade partners in developing and agreeing actions to drive improved sales performance.
- Works collaboratively with Trad Marketing team to develop distribution wide programs and promotions and communications.
- Owns industry wide relationships with CLIA, ASTA etc.to ensure the most engagement and awareness for Azamara.
- Work with Global Director of MICE to maximize opportunities from Groups & Charters across NA markets.
- Work in partnership with Sales Financial & Planning manager to analyze sales performance and develop understanding of returns from sales investments and initiatives.
- Retain and drive select B2B strategic partnerships across markets that require regular engagement from revenue team.
- Works with senior leadership in developing Annual Operating Plans for key each market region.
- Develop, implement, and maintain onboard cruise sales programs to improve the fleets revenue generation capability, including development of offers applicable and compatible with all markets and continuously monitor same to ensure competitiveness in the marketplace.
- Create pre- and post-voyage marketing communications campaigns to proactively start the selling process pre-voyage.
- Liaise with Field Sales, Consumer Outreach, and Travel Partners to ensure global exposure of the onboard program, generating traffic, conversion of Open Passages, and continued revenue generation.
- Develop a seamless and easy process for guests to book while onboard by working with onboard teams and providing the onboard sales teams with relevant and effective sales tools to promote and sell Onboard cruises.
- Develops Capital Appropriations Request (CAR) proposals, plans, bids, financial reviews, project scope, and management execution in conjunction with New Build and Refurbishment Teams, internal and external contractors, IT processes to maximize efficient and productive use of the Cruise Sales areas fleet wide.
- Lead team of global sales managers and associates to maximize revenue potential through creation of training programs, sales techniques, evaluation processes, metrics, and revenue flow analysis.
- Collaborates with shared resources team (RCI) and onboard leadership team on recruiting, payroll, fleet salary and compensation, scheduling, and performance evaluations.
- Effective communication with many areas of the business is critical in this role, however, strongest day-to-day engagement will be with Revenue team and NA sales leads.
- This role will involve travel to support teams and activities across NA.
- This role will also be critical to connect shipboard and shoreside teams to work collaboratively to achieve revenue targets.
- A commercial & analytical mindset.
- Strong communicator able to build effective relationships both internally & externally.
- A strategic outlook, able to see the big picture.
- A team player with a highly motivated and positive ‘can do’ attitude.
- Excellent organizational & planning skills and determination to drive through execution.
- Ability to focus on key priorities; identify problems and find solutions.
- Flexibility on working hours as ships work in different time zones and accessibility is critical.
- Travel to ships as needed or North American industry event, approximately 10 - 25% a year
- Knowledge and understanding of luxury travel market & consumers.
- Bachelor's degree in business related study, MBA preferred.
- 5+ years sales experience in the North American cruise market and selling globally deployed cruises.
- 5+ years sales working with travel partners, key, and national account experience travel industry.
- Further educational experience desirable, including development of analytical skills.
- Comfortable working and analyzing data within reporting tools and Excel.
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