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Royal Carib­bean

Royal Carib­bean Inter­na­tio­nal is the world’s lar­gest cruise line buil­ding on a proud his­tory of inno­va­tion as we con­ti­nue to rede­fine what a vaca­tion can be. From the first surf simu­la­tor at sea to VOOM, the fas­test inter­net at sea, we pro­vide our guests with expe­ri­en­ces that are above and bey­ond, not just in the Carib­bean but around the world. We invite you to #Come­Seek.

Regional Sales Rep­res­ent­at­ive

Ber­lin

Work­ing field:

POS­I­TION SUM­MARY:

To be part of a team respons­ible for field travel agen­cies in a given regional area in Ber­lin. The role is respons­ible for achiev­ing the Sales, Profit and Rev­enue tar­gets and build­ing the brands of Royal Carib­bean Inter­na­tional, Celebrity Cruises and Azamara Club Cruises, 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.

POS­I­TION TAR­GETS:
  • To achieve the Sales ( Pax), Profit and Rev­enue tar­gets by brand and by quarter for your geo­graph­ical sales area as set by the busi­ness, achiev­ing any other des­ig­nated tar­get.
  • To have a train­ing plan to ensure in your geo­graph­ical sales area all staff mem­bers are fully trained

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 travel agen­cies 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 rev­enue and Pax num­bers within accept­able APD para­met­ers
  • Respons­ible for ana­lys­ing the weekly stats of the port­fo­lio and imple­ment­ing action plans with accounts accord­ingly
  • 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 our 3 brands and max­im­ise sales
  • Provide store visit reports and fol­low up con­sist­ently on the actions set in your stores via Sales­force.
  • Sup­port intens­i­fic­a­tion pro­jects as a team as and when dir­ec­ted.

CUS­TOMER ENGAGE­MENT & COM­MIT­MENT:
  • PPG, Auto­ma­tion and Air Tar­gets 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., Ship Launches, Ship Vis­its, Con­fer­ences, Sem­inars at Sea, etc with tar­geted sales per­form­ance post the event to ensure a return on the invest­ment in con­junc­tion with the Sales Admin team

FLAW­LESS EXE­CU­TION:
  • Spend 80% of time out on the road vis­it­ing field travel agen­cies fol­low­ing the call cycle model
  • Ensure 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
  • Sup­port trade train­ing ini­ti­at­ives in the points of sales for both product and auto­ma­tion
  • Attend and cover stands at travel industry exhib­i­tions or any other events as required
  • 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.

KEY RELA­TION­SHIPS:
  • Mar­ket busi­ness plus Key Euro­zone play­ers
  • Key Cus­tomer Con­tacts

Require­ments:

QUAL­I­FIC­A­TIONS & EXPER­I­ENCE:
  • Nat­ive Ger­man speak­ing
  • Min­imum of 18 months sales exper­i­ence
  • Large mat­rix organ­isa­tion exper­i­ence help­ful
  • Degree edu­cated or equi­val­ent prefer­able
  • Clean cur­rent driv­ing license
  • A high level of Eng­lish is required for the role

How to ap­ply:

Send your CV in eng­lish to: claraxargayo@rccl.com