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Business Development Manager

2 months ago

Miami, Florida, United States Azamara Full time
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.

Job Summary

We are seeking an innovative, passionate, detail-oriented, and organized Business Development Manager (BDM) to help evolve and propel our team during a time of exciting growth. The BDM is responsible for the growth and management of the Trade and Direct distribution channel for Mexico and Latin America.

Key Responsibilities
  • Trade Communications and Key Account Management: Manage the Key Accounts portfolio in Mexico, including consortia, wholesalers, and travel partners, co-op management, and budgets. Set up and manage the IR and PSR network in Central and South America that is cost-effective and growth-oriented.
  • Strategy and Planning: Manage and own the Sales strategy for the Annual Operating Plan process, collaborating with the Azamara team to set priorities and tactics for the Market to beat competition, exceed annual plan, and grow Average Per Diem (APD).
  • Trade Relationship Management: Understand and drive Trade Performance to achieve revenue and guest expectations. Develop and execute the strategy to grow High Value Trade. Maintain relationships with senior Trade executives.
  • Commercial Management: Negotiate trade agreements with strategic accounts with International Commercial Director and support team, ensuring commercial teams achieve both revenue and cost of acquisition requirements.
  • Revenue Performance: Work with International Commercial team in analyzing, tracking, and planning critical levers, including Commission, Coop Marketing, and other related costs.
  • Brand and Trade Marketing: Understand the brand's key differentiators, competitors, pillars, and target markets to ensure all sales activities are aligned.
  • Strategic Acquisition Cost Management: Manage all commercial terms and plans for the Trade channel that optimizes ROI.
  • Financial Management: Develop and manage the Sales SG&A budget and commission expense line.
  • Employee Engagement: Work with international/US sales and sales support teams to use best practices and follow ways of working to ensure we create efficiencies of scale, simple processes, and implement easy-to-use tools for all partners in the region to work with us in an easy and mutually beneficial way.
Requirements
  • Cruise, Travel, or hospitality industry experience required.
  • Knowledge of cruise partners, Virtuoso preferred.
  • 7+ years of sales (revenue-generating) experience.
  • Willing to work Hybrid minimum 3 days a week in Coconut Grove Office.
  • Demonstrated success in the luxury sector in Mexico/LATAM.
  • Bachelor's degree preferred.
  • Proven record in business development and budget management skills.
  • Proven experience in senior-level travel partner relationship management.
  • Commercial thinking with a pragmatic approach.
  • Strong negotiating skills.
  • Strong relationship building and communication skills with the ability to work cross-functionally.
  • Demonstrated ability to communicate, present, and influence credibly and effectively.
  • Proven experience of creating and presenting sales and marketing information.
  • Ability to create short- and long-term plans that align across multiple business functions and geographies.
  • Highly developed strategic and business skills and effective decision-making.
  • Bilingual preferred.