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Crystal Cruises · 1 day ago

Regional Sales Director- Florida

Aventura, FL

Full-time

Onsite

Lead/Staff, Director/Executive

5+ years exp

Crystal Cruises is a luxury cruise line seeking a Regional Sales Director responsible for revenue generation from travel agency partners. The role involves managing business development in a designated territory, increasing sales, and collaborating with various teams to achieve commercial objectives.

Food and BeverageHospitalityLeisureTravel

Responsibilities

Responsible for developing a Tier One portfolio of travel agency partners within their assigned geographic territory

The number of travel agency partners in assigned territory will be established in conjunction with executive sales management, guided by revenue generation and business needs and is subject to change on an annual basis based on revenue

At such time Tier 2 agency partners are determined, collaborate with the Business Development team in an effort to engage and drive revenue production from that group of travel sellers located in the assigned region

“Sales Call” frequency: RSD will be responsible for 20 – 25 physical and virtual sales meetings/calls each week and must be recorded and reported through the company’s CRM platform (TBD) and incorporated into monthly reports. Physical and virtual meetings are scheduled and conducted with the following objectives in place:

Revenue growth of the agency partner is the primary driver of each call.  Plans to achieve revenue growth will vary by account and business model

Establish revenue targets with appropriate agency partners and consistently review revenue productivity and progress toward achieving assigned targets

Conduct staff training (physical or virtual via webinars) to familiarize the agency’s travel advisors with the Crystal product to effectively sell the Crystal Cruises brand experience to the appropriate target customer

Seek out and close affinity or promotional group business. Assist agency advisors in identifying group opportunities within customer database as well as local/regional organizations

Create an annual overhead budget to achieve the above goals

Effectively and efficiently manage an assigned budget provided for the purpose of supporting co-operative marketing plans mutually agreed and developed in partnership with agencies in assigned region. RSD will be required to provide a monthly forecast of marketing budget spend for the year as well as submit all invoices on a monthly basis

Participate in travel agency partner consumer events both physical and virtual (i.e., Cruise Nights) as feasible given availability, cost, budget, and revenue opportunity

Identify and cultivate opportunities to generate NEW to brand revenue streams with existing accounts as well as new potential partnerships that will elevate Crystal Cruises’ market penetration and brand awareness

Represent Crystal at industry trade shows and events when required in assigned territory in addition to any conference or event sponsored by a National Account or Consortia partner as requested

Participate in ship inaugurals and onboard events as required as well as plan and conduct “seminar at sea” or familiarization cruises as approved

Maintain an e-mail database of travel advisors for the purpose of communicating offers, news, and information about Crystal Cruises

Conduct informational webinars as appropriate and/or requested by executive management

Maintain a presence on at least one Social Media site of choice (i.e., Facebook, Twitter, Instagram etc.). RSD can choose to use their personal social media account or establish a separate account for Crystal Cruises messaging. Create original content under the direction of Crystal Cruises’ brand guidelines or share Crystal Cruise posts at least once per week

Annual Business Plans:  RSD will be required to analyze territory sales, marketing ROI, challenges and opportunities and provide a detailed business plan to supervisor by December 1st of each calendar year that covers the next calendar year. This plan must include a detailed course of action to grow sales within assigned agency partners in their region, including but not limited to requested marketing funds, trade show/conference attendance, anticipated travel & entertainment expenses, sponsorship opportunities, memberships, etc

Effectively utilize both company technology and online technology to ensure speed to market.  Must be proficient in Outlook, Word, Excel, PowerPoint, Crystal Cruises’ reservations system, Customer Relationship Management (CRM) platform and standard business technology including all features of mobile devices, office electronics, printers, scanners etc. Reservation system (viewing access only) and CRM training will be provided

Competent in creating and submitting required monthly reports or ad-hoc reports in a timely manner as requested by Crystal management.  Reports will include but not limited to:

Weekly Sales Report – data entered into and reported via CRM and ultimately in monthly report

Monthly Sales Report – includes executive summary of activities by week, summarizes the competitive environment, advising management of any specific problems that need attention, and report any trends or observations that may be crucial to our business environment and may have impact on Crystal Cruises’ operating environment. Includes monthly sales call and event activity

Expense Reports – submitted bi-weekly or monthly as determined by the accounting department

Marketing spend Forecast – due monthly

60-day planned calendar with detailed calls, 3-month advance notice in calendar of locations for travel, annual overall plan for travel

Business Development Expectation:  RSD must achieve no less than a yearly average of 85% of the established revenue target.  An individual quarterly performance may fall below 85%, however, the average of all four quarters combined must be 85% or above.  Incentive payout begins at 90% of goal

Qualification

Travel industry salesLuxury cruise market knowledgeSales team managementCustomer Relationship Management (CRM)MS Office proficiencySales skillsRelationship buildingPresentation skillsOrganizational skillsProblem solving

Required

Bachelor's degree required or equivalent experience

5 – 10 years of experience in travel industry sales

Extensive knowledge of the luxury cruise market and competitive set

Existing travel industry sales relationships in assigned territory/region

Demonstrated track record of sales success required with a leading luxury travel company

Positive, energetic, and professional demeanor

Excellent sales, customer service and relationship building skills

Excellent written, verbal and presentation skills

Exceptional organizational and administrative skills

Self-motivated and results oriented with proven ability to achieve sales objectives

Capable of working independently with minimal day to day direction

Capable of multi-tasking and working in a fast-paced environment

Skilled at problem solving and decision making

Ability to tactfully handle both internal and external contact challenges with the intent of finding mutually beneficial solutions

Ability to maintain professionalism when faced with adversity, particularly when supporting company policies and positions that may not be accepted or understood

Fluency in MS Office applications, including Outlook, Word, PowerPoint, and Excel

Must be able to travel as needed domestically and internationally

Must have a valid driver's license as well as a reliable and well-maintained vehicle to be used for business purposes

Requires sitting, standing, walking, bending, and reaching

May require lifting or pushing up to 35 pounds

Requires manual dexterity sufficient to operate standard office machines such as computers, fax machines, calculators, the telephone, and other office equipment

The position is full-time and frequently requires working additional time outside of normal business hours