Manager, National Accounts

Job Summary

The Manager of National Accounts has a vital sales role requiring strategic account management and efficient execution of integrated sales and marketing plans for a portfolio of assigned accounts. The purpose of this role is to take ownership of your accounts with the ability to achieve behavioral and financial targets as set by the company to maximize portfolio performance. Job focus is to grow market share and stimulate revenue generation which aligns with corporate goals.

Essential Job Duties

• Engage and develop positive relationships with National Accounts’ leadership and advisor network.
• Collaborate with accounts to create sales and marketing plans in alignment with corporate booking curves and target achievement.
• Identify and critically analyze new growth opportunities.
• Negotiate, develop, and manage marketing plans with National Accounts. Analyze ROI on marketing initiatives and ensure maximization of marketing funds.
• Work closely with revenue management and marketing to align on purpose, ROI and required KPIs.
• Maintain regularly scheduled cadence of communication with National Accounts through conference calls and in-person meetings.
• Manage annual commercial negotiations to enable long-term profitable growth. Ensure partnership agreements are negotiated and executed in a timely fashion.
• Provide training that safeguards all marketing activities done by National Accounts ensuring compliance with Crystal Brand Guidelines and continually monitor their websites and social media to ensure they 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.
• Represent Crystal as a brand ambassador at key trade and consumer events.
• Manage participation needs for National Account conferences and trade events, including but not limited to, staffing, logistics, events, and collateral.
• Support each National Accounts’ network of advisors through product update trainings/webinars as agreed and provided in annual agreements.
• Participate in onboard ship events as required as well as plan and conduct in-port ship visits and/or familiarization (FAM) cruises as approved.
• Maintain an e-mail database of executives and principles at each National Account along with a “top performers” list; distribute in a timely manner Crystal announcements, updates, policy changes, programs, and press releases as necessary.
• Track marketing invoices, account partner payments and contract compliance.
• Collaborate with Business Analyst/sales planning team to develop, prepare and distribute regularly scheduled performance reporting for National Accounts.
• Forecast marketing expenditures, payables, and partner account progress toward quarterly and annual goals. Provide monthly marketing and override forecasts to accounting department as required.
• Ensure membership and affiliation changes are communicated to and processed by Sales Support in a timely manner.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Functions, duties, responsibilities, and activities may change at any time with or without notice.

Work Environment

Varies. While not traveling and attending industry events and meetings the job will be onsite in the Aventura office in a typical office environment with quiet-to-moderate noise generated by computer printer, fax machine and light traffic.

Physical Demands

Requires extended periods of sitting and 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.

Expected Hours of Work

The position is full-time and frequently requires working additional time outside of standard business hours including evenings and weekends. Travel is required both domestically and internationally. Travel up to 30%.

Requirements

Education:

Bachelor’s degree in business management, Marketing or Communications preferred and/or equivalent professional experience.

Experience:

• Minimum of five years’ experience in travel industry sales management; luxury cruise sales experience a plus.
• Existing travel industry sales relationships on a national level

Skills/Qualifications:

• Positive attitude team player with a professional demeanor who works well cross-functionally.
• Strong written and verbal skills required.
• Must be highly detailed-oriented with strong communication and organizational skills.
• Resourceful self-starter who takes initiative to learn processes and get things done with minimal supervision.
• Strong understanding of the luxury travel market with previous luxury cruise experience preferred.
• Demonstrated track record of ability to achieve sales objectives.
• Skilled at problem solving and decision making. Tactfully handling both internal and external contact challenges and finding creative solutions to move business forward.
• Proficiency with Word, Excel, Microsoft Outlook, and PowerPoint is essential.
• Working knowledge of customer relationship management (CRM) software.
• Exceptional presentation skills and comfort in speaking publicly are required.
• Capable of multi-tasking and working in a fast-paced environment.
• Fluent in English. Multilingual a plus but not required.
• Must have a valid driver’s license as well as a reliable and well-maintained vehicle to be used for business purposes.