Director, Strategic National Accounts
Crystal Cruises, United States
Job Description
Responsible for overall relationship management and spearheading revenue generation from a portfolio of National Accounts, Consortia Headquarters and Consortia roll-up agencies with individual agreements as well as Host and Franchise organizations and stand-alone travel sellers with a national scope as assigned.
The focus of this position is to grow market share and stimulate revenue generation which aligns with company goals. The Director, Strategic amp; National Accounts will design and implement successful programs, sales strategies and network/membership penetration initiatives which focus heavily on ROI and sales growth. The Director, Strategic amp; National Accounts will provide monthly results and conduct regularly scheduled updates to review progress, provide course-correction (if needed) and identify new opportunities. Working in conjunction with Crystal Cruises’ legal department, the Director, Strategic amp; National Accounts will manage the annual agreement process for all assigned Strategic amp; National Accounts, negotiate, and develop marketing plans, booking targets, incentive plans and any available amenity programs.
Responsibilities and Accountabilities
- Engage assigned Strategic and National Accounts at a high level by collaborating with consortia leadership teams to drive results through their networks via sales initiatives designed to support revenue generation and goal achievement.
- Develop and coordinate penetration strategies with Regional Sales and Business Development teams, identify top selling luxury cruise sales companies and sales agents with Strategic and National Account networks and memberships which can drive revenue growth.
- In addition to conference calls, conduct in-person meetings and performance reviews with Strategic and National Accounts on a regularly scheduled basis.
- Negotiate develop and manage marketing programs within assigned budget and allocate funding appropriately to individual partner accounts. Work closely Crystal Cruises’ Marketing Department, Revenue Management, and any other applicable teams to align on purpose, ROI and required KPIs.
- Identify and cultivate opportunities to generate NEW to brand guests from Strategic amp; National Account customer databases.
- Provide training that safeguards all marketing activities done by Strategic amp; National accounts are in compliance with Crystal Cruises’ Brand Guidelines and continually monitor Strategic and National Accounts’ websites and social media sites to ensure each contain current and approved content.
- Liaise with Marketing Department to fulfill requests for creative assets, promotional flyers, trade show materials, and marketing pieces (both print and digital) on a timely basis.
- Work with in tandem with Crystal Cruises’ regional sales and business development teams and regularly communicate and share marketing plans to ensure sales activities coincide with marketing initiatives to ensure optimal results.
- Manage participation needs for all Strategic amp; National Account conferences, trade shows, regional meetings, etc. including but not limited to staffing, logistics, events, materials, promotional items.
- 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 executives and principles at each Strategic amp; National account; distribute all Crystal Cruises’ announcements, updates, policy changes, programs and press releases as necessary.
- Create presentations and conduct webinars and trainings as agreed and provided in annual agreements and/or as opportunities arise.
- Track marketing invoices, account partner payments and contract compliance.
- Collaborate with Business Analyst/sales planning team to develop, prepare and distribute accurate regularly scheduled performance reporting for all assigned Strategic and National account partners. Provide customized reports when necessary.
- Forecast marketing expenditures, payables, and partner account progress toward quarterly and annual goals. Provide monthly marketing and override forecasts to accounting department as required.
- Manage any contractual amenity programs for assigned account partners.
- Ensure that all membership and affiliation changes, new account set ups, etc. are processed by Sales Support or the appropriate team in a timely manner.
- Work closely with account partners and Crystal Onboard Guest Services to ensure flawless execution of Strategic amp; National Account hosted voyages.
Requirements
- Positive, energetic and professional demeanour
- Excellent sales, customer service and relationship building skills.
- Excellent written, verbal and presentation skills.
- Exceptional organizational, administrati