Manager, Business Development Corp Sales

2 months ago

Miami, United States Royal Caribbean Group Full time
Position Summary

Primary role of position is to grow corporate direct meeting and incentive business. By calling directly on corporations, the sales manager must negotiate business to meet assigned goals and corporate objectives. This Corporate Sales Manager will manage all sales and marketing efforts with corporate clients either direct or through Incentive House accounts in their designated geographic territory. Corporate Sales Manager will be required to develop lead generation strategies, relationships with corporate decision makers and rapport with high-level executives.

Essential Duties and Responsibilities:

Reports to Vice President, Corporate and Incentive Sales. Create awareness and preference for the Royal Caribbean brand as the right choice for corporate meetings and incentives. Develop relationship with Fortune 1000-decision-makers. Establish business relationships with incentive houses and direct corporate clients. Responsible for lead generation, cold calling and qualifying opportunities. Sales manager to be independent & entrepreneurial mindset. Manages all sales and marketing activities to corporate business in their assigned territory.  Expand on past corporate client business and capture additional opportunities from these accounts such as Royal Incentive Rewards, Gift Certificates, etc.). Establish cross-functional relationships with the shipboard and corporate staff by building trust and respect. Maintain all records and correspondence for all corporate business in Salesforce and other department systems. Ability to analyze market trends and adapt business plans accordingly to surpass business objectives. Manage multiple non-standard situations simultaneously and independently. Be the expert in the corporate sales arena: monitoring competitive cruise line policies, pricing, etc. Work closely with regional trade associations such as SITE, MPI, IMA and FICP. Carefully follow the corporate sales systems and protocol with discipline and consistency. Manage budget expectations for the territory

Qualifications, Knowledge, and Skills:

7+ years outside Sales experience required. Previous cruise line or travel industry experience preferred. Proven success and skill in creating, negotiating and closing business with top producing corporate accounts must be demonstrated. Experience in both direct corporate sales as well as through a distribution channel is very important  Past/current history in incentive or meeting knowledge highly recommended. Must be able to travel extensively (50% +).  Established success and advanced proficiency in the core competencies. Strong analytical, financial, conceptual and strategic thinking skills; as well as Word, PowerPoint and Excel. Effective communicator in meeting/conferences/trade show settings. College degree required. MBA preferred but not required Business Effectiveness- Drive for results: Use advanced industry and functional expertise to make timely and sound decisions. Demonstrates effective strategic thinking to ensure decisions are aligned with corporate goals. Utilize financial principles and models to develop and implement effective business solutions. Interpersonal Effectiveness: Understands customer requirements, needs and expectations. Seeks feedback to ensure exceptional customer experiences. Removes barriers to ensure customer satisfaction. Ability to relate to people in and open and honest manner. Initiates relationships as a key priority for success.  Personal Effectiveness: Ability to display the highest level of personal integrity, build trust, take responsibility for personal and organizational results, and strive for continuous improvement. Positive attitude, excellent communication skills, energy and resiliency are also required.

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