Job Description. Senior Manager Onboard Sales and Business Development

Transcription

1 Job Description Job Title : Department : Senior Manager Onboard Sales and Business Development Sales & Distribution Reporting to (Job Title) : Sales & Distribution Support Director No of Direct Reports : 2 Titles of Direct Reports: Distribution Development Manager Future Cruise Sales Liaison Manager Size of Department: Team of 6 with further 27 Onboard Budget Responsibility (direct) : Up to 2m Revenue Responsibility (direct) : Up to 140m (inc onboard bookings) Date of issue: December 2013 Issued by (name): Chris Truscott Overall Purpose of Job: Setting the strategy for, and overseeing the Management of a number of revenue channels to maximise revenue growth and profitably. Managing and driving the recruitment, development& implementation of new distribution channels, consistent with our goal to increase revenue and attract newcomers at an effective cost of acquisition. Oversee management of the onboard sales programme, working across the business to developing and implementing strategies to deliver growth and maximise revenue booked onboard Maximising ancillary revenue channels by working with 3 rd parties and internal stakeholders to ensure we are presenting relevant and attractive products effectively through all channels Working effectively across the commercial teams to drive growth in our Distribution

2 Main activities/tasks: Develop a business strategy for Business Development and Onboard sales across all brands. Develop a strategy for each channel and for selected strategic partners Create and implement annual business plans for all channels and selected partners to achieve company growth plans and revenue targets Generate background info, fully brief senior management and carry out Commercial negotiations with 3 rd parties and partners, on a face to face and remote contact basis Manage budget for responsibilities (up to 2m) Develop relationships with owners and directors of major business partners Work closely with shipboard management team to maximise exposure of onboard sales targets with senior management onboard the ships. Influence the onboard sales process effectively by providing strategic guidance, motivation and leadership of the onboard team Support senior management in development and delivery of Business and Onboard sales strategies Work with other managers in a team environment to deliver overall business requirements for the Distribution team ability to work as a cohesive unit with senior colleagues Liaise with other areas of the business internally to ensure consistent approach to sales activity e.g. trading, commercial, marketing, Sales, Contact Centre and Customer services Carry out regular meetings with direct reports and ensure full training for all of team Manage a team of office based staff through absence management, appraisals, recruitment and selection, disciplinaries and offering performance management, motivation, mentoring, training, feedback, coaching and development Review all expenses and control/manage overhead and promotional budget costs Work closely with colleagues across Carnival organisation to understand their strategies for maximising revenue from Business Development and Onboard Sales. Share learnings with others at Carnival UK Implement and train best practice in account/relationship management Liaison with Commercial, Marketing, Reservations, Systems, Hotel, Fleet HR, Finance and IT teams Analyse revenue performance, extract insight and create and articulate changes to approach that result To Deputise as necessary for the the Head of Distribution Support To ensure that the Head of Distribution Support and the Distribution and Customer Service Director are effectively advised on all aspects affecting business activity both internal and external Responsible for ancillary revenue generated through Cruise Insurance, Visas and Weddings. Proactively identify and implement new opportunities to generate revenue through ancillaries offering a better service than the best in travel. HESS Responsibilities Use listening skills, to understand, build rapport and respond effectively Resolve conflict in most effective manner Lead by example by taking care of the health and safety of yourself and others Report all accidents, near miss incidents and work related ill health conditions to your manager/supervisor/team leader Follow safety rules and procedures Use work equipment, personal protective equipment, substances, and safety devices correctly Take part in safety training & risk assessments and suggest ways of reducing risks

3 Appoint shore side risk assessment Subject Matter Expert's as required to review and approve ship risk assessments Actively promote safe working within your team and encourage safe behaviours Demonstrate safety leadership in accordance with our Elev8 safety behaviours General Responsibilities Adheres to Corporate Policies and Procedures, including Code of Conduct, Audit Procedures and any control related responsibility for financial data entered, stored, or reported via business systems within employees control (list not exhaustive). To undertake ad hoc duties as required. Other Features of Job (Travel, Working Conditions etc): Extensive Travel within UK and Overseas as required Irregular working hours Attend meetings and industry functions as required Standard Carnival UK terms, conditions, benefits Location: Southampton.

4 Person Specification Job Title: Senior Sales Manager Onboard Sales and Business Development Department: Sales & Distribution Support Education, Qualifications and Training Minimum of 5 GCSE s or equivalent including Maths & English Minimum 3 A Levels or equivalent In-depth knowledge of IT packages including Excel, Word, Power Point Ability to learn in-house software packages quickly Desirable: Degree or equivalent professional qualification preferably in sales/marketing or management Experience Experience within a senior role in a sales environment Strong relationship management skills including account development, negotiation skills and strong influencing skills Proven people management skills including, conducting appraisal meetings, disciplinaries, recruitment & selection, training & development and coaching In-depth knowledge of the travel industry and associated issues and opportunities Proven experience of working as part of a team Report writing skills including completion of annual strategy plans, business cases etc. Experience of working in a target driven environment Desirable: Retail experience within the travel industry and/or tour operation experience Excellent knowledge of cruise products and services Work Based Competencies Managing Others Ability to be decisive, based on facts, figures and policies Ability to develop team members to ensure career progression Organising and agreeing performance targets for the team Monitor and evaluate performance results Agreeing priorities for team members Ability to manage upwards Ability to work with and influence other Senior Managers

5 Influence and Communication Build effective working relationships with both internal and external contacts Present information to groups and individuals effectively and persuasively. Ability to solve problems effectively Ability to identify potential causes of problems and deal with them proactively Ability to deal with senior levels within the travel industry Excellent negotiation skills Commercial Awareness At least 1 years experience budgeting and forecasting Understand the business implications of operating in a multi-brand structure Achieve and agree performance targets Plan, organise and implement activity to achieve financial targets and make best use of resources Ability to analyse figures and relate to a commercial environment Managing Self Ability to possess vision and strategic thought Able to organise and plan logistics to enable optimum use of resources Ability to operate autonomously Behavioural Competencies Competencies which refer to the personal characteristics and behaviour required for successful performance. (e.g. interpersonal skills, leadership, personal drive, communication skills and team membership) Managing Others Ability to address difficult issues Provide feedback to build individual and team performance Provide motivation and leadership to both office based and outbased teams Ability to deal with poor performance Influence & Communication Use listening skills, to understand, build rapport and respond effectively Resolve conflict in most effective manner Ability to manage conflicting demands on time and resources