Head of Sales - North American Market - Carnival Global Brand

Job Description

This role will be working with Costa Cruises directly.  Define and implement the Costa trade sales strategy in North America, with a focus on Key Accounts, coordinating a team of sales force and assigning the KPIs based on the allocated accounts and the expected revenue generation by the team. Boost the relationship and create new partnerships with travel agencies across the country. Define a segmented service model for North America trade and key accounts. Coordinate and guide the business intelligence activities in collaboration with the Region, sharing and cooperating with the corporate revenue management. Competition intelligence and analysis in terms of pricing and promotions. Guarantee coherence across trade and direct sales channels. Directly accountable for the definition and for the performance monitoring of the main assigned KPIs of the whole geographic area, with the support of dedicated reporting tools. This position is the first point of contact for the daily and critical issues or topic related to the local office.

ESSENTIAL FUNCTIONS:

• Define and implement Costa trade sales strategies for territory management, with a focus on Key Accounts, and coordinate the business development guidance to ensure that long-term relationships are consistent and continue to grow in accordance with company objectives. Lead the sales and marketing plan for North America. Cooperate with America functions and central ones, including Revenue Management, to define main CTAs & promotions toward each fiscal year.
• Coordination of annual commission and over commissions plan targets achievement. Guide the team performance to achieve annual pax volume, NPD targets and sales strategy targets. Lead the periodic North America business review meetings. Manage annual trade North America marketing budget and the discretional discount supervision.
• Coordinate and guide the business intelligence activities in collaboration with the Region, sharing and cooperating with the corporate revenue management. Preparation of weekly reports requested by Americas management, through Coordinate and guide the business intelligence activities in collaboration with the Region, sharing and cooperating with the corporate revenue management. Preparation of weekly reports requested by Americas management, through Power BI and creation of work sheets for Corporate Revenue Management approval to set up and load promo fares upon market and / or single partner needs by program/ship. Management of weekly progress vs target for each price categories and continuous fine tuning of initiatives together with Corporate Revenue Management.
• Being first point of contact for the daily and critical issues or topic related to the local office, monitoring the G&A NAM budget vs actual.
• Competition intelligence and analysis in terms of pricing and promotions. Directly accountable for the definition and for the performance monitoring of the main assigned KPIs of the whole geographic area. Monitor and coordinate the maintenance by the team of an accurate and detailed agency database through company CRM.
• Lead trade institutional meetings, participate at seminars, key FAM and road shows as needed. Being in first line preparing the presentations to be shared with partners in the key meetings and with the top management re the local launched initiatives by the team.

QUALIFICATIONS:

• Preferred Education:  Bachelor’s Degree.
• Discipline/Major:  Sales & Marketing
• Years & Area of Professional Experienced (required for the role):  Minimum of 10 years of commercial business experience, with advanced analytical skills gained in previous professional experiences in roles used to work on business data in creation, development of reports and analysis fundamental for the sales strategy definition.
• Knowledge, Skills & Abilities:  Excellent organizational, management and communication skills, including public speaking; must have advanced planning, budgeting and forecasting skills and deep knowledge of KPIs management tools; strong ability to inspire the team and naturally oriented to the team management; ability to work under pressure in a fast-paced environment with different internal and external counterparts; strong knowledge of Costa products; minimum of ten years of relationship-sales experience in the travel industry, including a track record of revenue growth; must include experience in consumer marketing and broad-based travel agency accounts and/ or distribution systems; must be willing to travel frequently.
• Critical Professional related Technical Skills; Computer Skills:  Microsoft office intermediate to advanced level (Excel & Work), Outstanding PowerPoint, PowerBi and Channel Control Tower

DECISION-MAKING:

• Operational:  Decisions focus on day-to-day activities within the company. Decisions made at this level help to ensure that daily activities proceed smoothly and therefore help to move the company toward reaching a strategic goal. They have short term consequences. Examples are Handling employee conflicts, purchasing materials needed for operations. (Typically Professional, Individual Contributors, up to Managers).

Physical Demands:  Must be able to remain in a stationary position at a desk and/or computer for extended periods of time.  May need to stand for long periods of time.

Travel:  Less then 25% with shipboard travel likely.  25-50% with non-shipboard travel likely.

Work Conditions:  Work primarily in a climate-controlled environment with minimal safety/health hazard potential.  May be requested to work a different shift.  Other job specific working conditions:  Event venues may be indoors/outdoors and often require unusual shifts including weekends and evenings.

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The range for this role’s base salary is up to $110,000 plus sales targeted incentive.  Offers to selected candidates will be made on a fair and equitable basis, taking into account specific job-related skills and experience. 

At Carnival, your total rewards package is much more than your base salary. All non-sales roles participate in an annual cash bonus program, while sales roles have an incentive plan. Director and above roles may also be eligible to participate in Carnival’s discretionary equity incentive plan. Plus, Carnival provides comprehensive and innovative benefits to meet your needs, including:

• Health Benefits: 
  • Cost-effective medical, dental and vision plans
  • Employee Assistance Program and other mental health resources
  • Additional programs include company paid term life insurance and disability coverage
• Financial Benefits: 
  • 401(k) plan that includes a company match
  • Employee Stock Purchase plan
• Paid Time Off 
  • Holidays – All full-time and part-time with benefits employees receive days off for 7 company-wide holidays, plus an additional floating holiday to be taken at the employee’s discretion.
  • Vacation Time – All full-time employees at the manager and below level start with 14 days/year; director and above level start with 19 days/year.  Part-time with benefits employees receive time off based on the number of hours they work, with a minimum of 84 hours/year.  All employees gain additional vacation time with further tenure.
  • Sick Time – All full-time employees receive 80 hours of sick time each year.  Part-time with benefits employees receive time off based on the number of hours they work, with a minimum of 60 hours each year. 
• Other Benefits 
  • Complementary stand-by cruises, employee discounts on confirmed cruises, plus special rates for family and friends
  • Personal and professional learning and development resources including tuition reimbursement
  • On-site preschool program and wellness center at our Miami campus

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