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Royal Caribbean Group
Royal Caribbean Group
HospitalityTransportTravel
Royal Caribbean Group is a global travel, hospitality, and transportation company operating cruise vacations through Royal Caribbean International, Celebrity Cruises, and Silversea Cruises. Its work combines guest experience, maritime operations, and destination travel across a multicultural workforce representing more than 126 countries. The company emphasizes safety, ethical business practices, ocean protection, and engagement with the communities connected to its destinations.
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Business Development Manager, EMEA Trade Partners

Grow Celebrity Cruises’ EMEA trade-partner business by managing account plans, retention, partnerships and commercial results for Royal Caribbean Group. The role covers partner performance, sales enablement and regional account strategy.

USUnited StatesOn-siteFull-timeMiddleSeniorEnglish RequiredBusiness Development Rep

Description

  • Grow revenue, retain partners and provide efficient coverage across a portfolio of non-strategic EMEA trade partners.
  • Take responsibility for the portfolio’s commercial performance across the region.
  • Create and deliver quarterly regional and account plans.
  • Review partner and portfolio results each week, preparing forecasts and identifying risks and recommended actions.
  • Set contact plans and service schedules suited to each partner tier.
  • Assess account profitability, distribution quality, potential and service costs to direct time and resources.
  • Lead commercial initiatives from initial planning through delivery and results review.
  • Build Growth accounts, maintain Retention accounts and provide Scaled account coverage.
  • Find and onboard suitable new partners.
  • Review account assignments and recommend moves among Growth, Retention, Scaled and Strategic ownership.
  • Ensure account transitions are completed with structured handovers.
  • Develop effective working relationships with trade-partner decision-makers and sellers.
  • Support product, platform and sales readiness through virtual meetings, webinars, training, events and selected in-person engagement.
  • Coordinate with ROW Marketing on campaigns, communications, lead generation and premium brand representation.
  • Align partner coverage with the ROW Commercial Lead and Strategic Account Managers.
  • Represent Celebrity Cruises at relevant partner and industry events.
  • Manage EMEA accounts in keeping with partner business hours, cultural practices and language needs.
  • Oversee agents and route-to-market arrangements based on account value and service approach.
  • Support business in restricted markets within legal and compliance requirements.
  • Travel in Europe when justified by commercial needs; serve Scaled accounts primarily online with limited contact.
  • Keep Salesforce records current for interactions, opportunities, actions, commitments and follow-ups.
  • Use ROW Trade Support for CRM, reporting, onboarding, incentives, webinars, events and administrative work.
  • Raise exceptions promptly and stay within approved operating limits.

Requirements

  • Manage a defined portfolio of non-strategic EMEA trade partners.
  • Apply Growth, Retention and Scaled account treatment according to segmentation and service standards.
  • Develop account plans, contact approaches and commercial activities that support business objectives.
  • Assess partner and portfolio performance and turn findings into actions, forecasts, risks and recommendations.
  • Evaluate account profitability, distribution quality, future potential and cost to serve.
  • Build and maintain productive relationships with trade-partner decision-makers and sellers.
  • Deliver product, platform and sales-enablement activities through virtual meetings, webinars, training, events and selected in-person engagement.
  • Work collaboratively with Strategic Sales, ROW Marketing, ROW Commercial and ROW Trade Support.
  • Use Salesforce, automation and virtual engagement tools proficiently.
  • Work in accordance with partner hours, culture and agreed language needs.
  • Operate within approved investment, legal, compliance and brand guidelines.
  • Demonstrate professionalism, accountability, resilience and commitment to ongoing development.

Benefits

  • Competitive pay and benefits package.
  • Strong opportunities for career growth.
  • Opportunities to travel and explore the world.
  • Support for personal development.

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