Job Description

Journey with us! Combine your career goals and sense of adventure by joining our incredible team of employees at Royal Caribbean Group We are proud to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

We are proud to be the vacation-industry leader with global brands — including Royal Caribbean International, Celebrity Cruises and Silversea Cruises — the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests.

Royal Caribbean Group’s Trade Sales Team has an exciting career opportunity for a full time Sales Manager, FIT Sales, Reporting to Director, Sales & Marketing, East China.

This position is to deliver high value guests from the Trade FIT environment for Royal Caribbean International (RCI). This role is responsible for promoting RCI brand awareness enabling strong FIT sales and group bookings. It will be necessary to hit the ground running and show clear evidence of a personable style, building relationships whilst building sound plans for marketing and ultimately selling Royal Caribbean in China in increasing numbers.

We are seeking a dynamic and results-driven Sales Manager to nurture and grow our partnerships. The ideal candidate is a persuasive negotiator and a collaborative planner who thrives on understanding customer needs and driving mutual growth. You will be responsible for managing a portfolio of Key Accounts & OTAs, developing joint business plans, and executing strategies that deliver exceptional value and measurable results for both the customer and our company.

Drive for Results & Performance Management:

• Establish effective solutions for achieving business targets.
• Take ownership for the commercial performance of assigned accounts, including sales revenue, profitability, and market share.
• Analyze business data to identify trends, root causes of performance gaps, and new opportunities for growth and efficiency.
• Visibly improve account performance by implementing innovative solutions to increase effectiveness and achieve/exceed targets.

Customer Relationship Management:

• Build and maintain strong, long-lasting customer relationships by understanding their unique business needs, organizational dynamics, and personal working styles.
• Flex your communication and engagement approach to effectively connect with diverse stakeholders, from day-to-day contacts to senior executives.
• Serve as the primary point of contact and trusted advisor for your assigned accounts.

Joint Business Planning:

• Work collaboratively with customers to develop, implement, and manage annual Joint Business Plans that align mutual strategic objectives.
• Make commercial plans, ensuring clear objectives, timelines, and performance metrics are established and agreed upon.
• Lead collaborative reviews with customers to assess plan performance, identify opportunities, and adjust strategies as needed.
• Work internally with the RCI groups and Charters team to effectively land and manage groups and Charters.

Negotiation and Influence:

• Utilize an advanced range of negotiating techniques to achieve agreement on commercial terms, promotional activities, and strategic initiatives.
• Develop compelling proposals and arguments to persuasively negotiate and influence customer decisions, securing profitable outcomes for the company.
• Navigate complex discussions to reach agreements that strengthen the partnership and drive win-win results.

Qualifications, Knowledge and Skills

• Proficient English
• Bachelor’s degree
• Minimum 2 years of experience in key account management, sales, or customer development.
• Proven ability to understand different styles and flex personal approach to build rapport and strong relationships with a diverse customer base.
• Demonstrated experience in Joint Business Planning with a track record of successful collaborative plan implementation.
• Strong Negotiation Skills:
• Strong foundational negotiation skills with a clear ability to develop proposals, negotiate terms, and positively influence customer decisions.
• Unwavering Drive for Results: A proven track record of visibly improving business performance, finding efficiencies, and exceeding sales and profitability targets.
• Excellent analytical, communication, and presentation skills.
• Proficiency in CRM software and Microsoft Office Suite.

We know there's a lot to consider. As you go through the application process, our recruiters will be glad to provide guidance, and more relevant details to answer any additional questions. Thank you again for your interest in Royal Caribbean Group. We'll hope to see you onboard soon!

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.