To be part of a team responsible for miniples and multiples across the UK & Ireland. The role is solely responsible for achieving the Sales, Profit and Revenue targets and building the brand of Royal Caribbean® in a geographical region ensuring the performance of that region is maximised through identifying high revenue and high potential stores in order to meet and exceed APD, revenue and guest targets for the region set by the business. This Brand Ambassador role reports to the Head of Retail.
To achieve the Sales ( Pax), Profit and Revenue targets for your geographical sales area as set by the business.
To ensure you achieve x % automation and x % prepaid gratuities for your regions / stores in your geographical sales area.
To have a training plan to ensure in your geographical sales area all staff members are at Captain Level for Royal Caribbean® and evidence this is being achieved.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
The duties below are the main duties and responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.
PROFITABLE ACCOUNT PLANNING:
Account manage high street miniples and multiples with deeper targeting on revenue to drive improved APD’s. Develop a considered targeted call cycle in line with the ‘heart beat’ of the role that focuses on high revenue and high potential stores and develop detailed call plans with face to face contact with targeted stores/regions.
Responsible for Annual Cruise Commissionable revenue (CCR) and Pax numbers within acceptable APD parameters as well as the management of the territory business development funds.
Monitor and report all holiday competitor activity, pricing and marketing
Arranging and attending quarterly sales meetings with Regional Managers / Regional
Account HQ’s to plan targeted activity in your region to raise awareness and knowledge of the of the Royal Brand and maximise sales
Provide store visit reports for your store visits and follow up consistently on the actions set in your stores via Sales force.
Develop Account management skill set through hands on experience – manage 3 developing Accounts within Geography.
Support intensification projects as a team as and when directed.
CUSTOMER ENGAGEMENT & COMMITMENT:
Implement structured training programme covering both product and automation ensuring 100% of the teams in your stores are active Royal Captains and complete new modules as and when launched to the trade
PPG, Automation and Choice Air Targets set by Royal Caribbean® are achieved in your sales regions and stores
Implement successful consumer cruise events in addition to travel agent partner’s events and demonstrate a return on the investment of time and costs
Prepare and host successful client educational trips i.e., Seminars at Sea, Ship Launches, Ship Visits, Conferences etc with targeted sales performance post the event to ensure a return on the investment
Ensuring that agreed sales and marketing activity is implemented in the targeted stores and the success of all activity is tracked and monitored to assess ROI
Attend and cover stands at travel industry exhibitions or any other events as required
Responsible for increasing the usage of automation tools within sales territory via www.cruisingpower.com
Submit a rolling two-month call plan on a monthly basis to your line manager as required to ensure there’s internal alignment to the key focus objectives
To structure your calendar effectively to ensure maximum time with the customer and all administration and support activities are completed effectively and to time.
All National Account Managers are kept updated and informed of activity in their account as appropriate
Total UK and Ireland business
Key Customer Contacts
Profitable Account Planning:
Understands and utilises customer, category and consumer insight: Understands category trends, dynamics and opportunities for growth
Promotional Effectiveness: Understands the key drivers of promotional success & profitability
Commercial Decision Making: Management & profitable allocation of territory budget
Commercial innovation: Is creative in solving commercial challenges at a territory level
Accurate Forecasting: Understands the basics of forecasting and uses this knowledge to forecast for the territory
Customer Engagement & Commitment:
Understanding Different Styles: Has the ability to flex style and approach to build strong customer relationships
Joint Business Planning: Works collaboratively to develop plans with the customer
Negotiation: Has an understanding of negotiation techniques and uses these to influence the customer
Setting Objectives and Managing Priorities: Understands the importance of monitoring performance against plans and course correcting to achieve/exceed goals
Drive for Results: Seeks to improve efficiency and effectiveness of plans, process and approach
Planning & Monitoring: Monitors Regional sales plan and adapts plan as appropriate in conjunction with Field Sales Manager
Takes Initiative –understands what needs to be accomplished and to proceed on one’s own within the accountabilities of the job
Analytical – logically analyses facts, data and situations
Finance/business – is interested in commerce or fiscal management
Planning – can formulate ideas related to the steps of accomplishing an objective
Analyses Pitfalls – Has the ability to scrutinise potential difficulties related to a plan
Organised – Can place & maintain order in an environment or situation
Selling – has an interest in convincing or influencing others to purchase a product or service
Influencing – is able to persuade others and take them with you on the journey
Enlist Co-operation – can invite others to participate in or join an effort
Warmth/Empathy – expresses positive feelings and affinity towards others
Enthusiastic – Demonstrates passion and enthusiasm and is eager & excited toward own goals
Persistent – Is tenacious despite encountering setbacks and obstacles
Optimistic –believes the future will be positive and demonstrates a positive attitude in all situations
Pressure Tolerance – the level of comfort related to working under deadlines and busy schedules
Writing/Language – the level of interest in formulating words that convey meaning