Senior Sales Manager

About Us 

The position is onsite and based in Weybridge, UK.

What does the ROW Sales Team do?The Sales Team at Royal Caribbean Group drives revenue growth by building strong customer and trade relationships across global markets. The team leads sales strategy, account management, and distribution partnerships, working closely with Marketing, Revenue Management, and Operations to deliver compelling value propositions, expanding brand reach, optimising channel performance, and converting demand into unforgettable vacation experiences.

How you can make an impact:

The primary purpose of the Senior Sales Manager is to maximise profitable growth through dedicated senior ownership of Celebrity Cruises strategic trade relationships across ROW. The role reports directly to the Director, ROW and leads the Strategic Account Management team and ROW Trade Support. The role works cross-functionally across Sales, Marketing, Commercial, Revenue Management, Finance and Operations to ensure strategic partners are equipped, incentivised and supported to sell Celebrity Cruises effectively.

What your day-to-day will look like:

Strategic Distribution & Account Strategy:

• Develop and implement the Strategic Sales plan to ensure profitable growth, distribution quality and appropriate senior ownership across ROW

• Lead Strategic Sales input into the Annual Operating Plan alongside the Senior Manager, Inside Sales & Growth, translating ROW strategy into aligned commercial priorities, financial targets, investment requirements and resource plans

• Ensure every Strategic account has a robust annual plan covering guest, revenue, NTR, APD, profitability, sourcing contribution, distribution access and relationship priorities

• Use partner and consumer insight to identify market, channel and account opportunities and translate these into long-term plans

• Lead strategic negotiations and partner reviews within agreed commercial parameters, ensuring agreements are signed, documented and compliant

• Drive distribution transformation where dedicated senior ownership is required, including route-to-market, channel mix, retail access and partner productivity

Financial Responsibilities:

• Own delivery of the Strategic account portfolio against agreed commercial targets and provide accurate forecasts, risks and mitigation plans

• Work with the ROW Commercial Lead on annual terms, investment recommendations, incentives and commercial evaluation

• Ensure partner investment and co-op activity have clear objectives, controls and measurable return on investment

Trade Partnerships:

• Along with the team, be the face of Celebrity Cruises to Strategic trade partners across ROW

• Build executive-level relationships and act as the escalation point for complex negotiations, transformation programmes and material relationship risks

• Ensure partners have the tools, product knowledge, training and cross-functional support required to sell efficiently and effectively

• Represent Celebrity Cruises at relevant partner meetings, events, conferences, ship visits and industry forums

People, Teamwork & Trade Support:

• Set clear individual and team targets aligned to ROW objectives, hold the team accountable for delivery, and provide leadership, motivation, coaching and personal development through structured objectives and talent plans

• Create consistent account management standards covering planning, CRM, forecasting, stakeholder mapping, meeting cadence and follow-up

• Lead ROW Trade Support as a central enabling function serving Strategic Sales and regional Inside Sales portfolios

• Agree Trade Support priorities and service levels with the Senior Manager, Inside Sales & Growth to release selling time and improve accuracy

• Jointly operate an evidence-based migration process between Strategic, Growth, Retention and Scaled treatment, ensuring clear handovers and partner continuity

How to achieve success:

• Commercial - applies sound commercial judgement, challenges issues constructively and remains results driven

• Matrix organisation - works effectively across functions, markets and geographically dispersed teams

• Negotiation - uses advanced negotiation techniques to achieve joint financial goals in complex discussions

• Planning - translates objectives into practical actions, milestones and ownership

• Team Management - directs and develops the team to deliver account plans, results and key priorities

• Motivational - engages and motivates direct reports and the wider ROW team Building Relationships - builds credibility and productive relationships at all levels internally and externally

• Influencing - takes stakeholders on the journey and secures alignment behind clear commercial priorities

• Style - leads with integrity, empathy and self-awareness and demonstrates inclusive leadership

• Enthusiastic - demonstrates passion and energy towards personal goals and team development

• Analytical - logically analyses facts, data and situations and turns insight into action

• Takes initiative - understands what needs to be accomplished and acts within the accountabilities of the role

• Organised - manages competing priorities and maintains order in a complex, fast-moving environment

• Persistent - remains tenacious when encountering setbacks and obstacles

• Written / Language - communicates clearly and concisely in writing and presentations

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.

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, colour, religion, sex (including pregnancy and related medical conditions), age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, citizenship or immigration status, veteran or military status, or any other characteristic protected by applicable law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

We are committed to providing reasonable accommodation to support candidates with disabilities during our hiring process. If you need a reasonable accommodation, please reach out to us at hraccess@rccl.com. This email is for disability-related accommodation requests only.