Key Account Management

Position based at Mexico City Office
Position Summary:
This key purpose of this role is to own and manage a portfolio of key trade partner accounts, influencing internal and external stakeholders by creating effective relationships, to maximise performance through the development of fully integrated, strategic sales and marketing plans to exceed key financial and behavioural targets. The Key Account manager will also bring in new business from existing clients or contacts and will develop new relationships with potential clients.
Essential Duties and Responsibilities:
The duties below are the main duties and responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.

• Produce annual destination plans with alignment to the booking curve for each account.
• Development of an annual sales plan for each Key Account ensuring the plans will drive improvement on all key metrics: APD, revenue, and passengers.
• Analyse account profitability and opportunity and ensure that the distribution strategy is driving optimal return on investment.
• Work with commercial team to analyse the weekly stats/commercial deal and provide insight/ trends and implement relevant actions.
• Effectively manage agreed Co-op/marketing budgets ensuring maximum return on investment across the account portfolio.
• Lead Commercial negotiations to enable long-term profitable growth whilst being conscious of the competitive environment. Ensure business partner agreements in place in a timely fashion.
• Responsible for competitive intelligence gathering, providing regular updates to the organisation alongside appropriate recommendations.

• Develop relationships with key decision makers and influencers across the accounts
• Produce, in conjunction with the Senior Sales Manager, a contact strategy and wiring plan that drives focus on delivering shared accountability to the agreed plans.
• Set clear SMART objectives for all meetings to ensure effective use of time.
• Implement both product and automation training to improve conversion of sales.
• Design and implement annual training plans for each account.
• Drive participation in the corporate trade Incentive program 'Club Rewards'.
• Act as brand ambassador for Royal Caribbean International at key trade and consumer events.
• Prepare and host successful customer educational events/trips i.e. 'Seminars at Sea', Ship launches, ship visits, conferences etc. as required, with targeted sales follow up to ensure robust ROI.
• Implement successful consumer cruise events - digitally or face-to face - as required as part of a clear strategy and demonstrate a return on the investment of time and costs.

• Influence the virtual cross functional team and ensure the right amount of time is dedicated to supporting the strategic partners with an execution plan.
• Work with the Trade Marketing team to ensure that Royal Caribbean are positively represented in all sales activity.
• Implement, develop and manage the sales strategy for new business opportunities across your account portfolio and the wider business.
• Use the sales management and automation tools available to ensure effective and efficient communication and Account Management.
• Liaise and work with the RSM team where appropriate to ensure coverage of Key Accounts within retail space, promoting consistent messaging and engagement.

• Understands and utilises customer, market and consumer insight: Understands trends, dynamics and opportunities for growth
• Develop and Implement Account Plans: Manages the account planning process, differentiates promotions to maximise ROI and understands and interprets customer and company financial measures including a basic understanding of a P&L
• Commercial Decision Making: Effective management of Co-op and non-co-op budgets
• Commercial Innovation: creative in solving commercial challenges at an account level

• Builds Sustainable Relationships: Efficient and effective at managing own state and utilising a range of styles to build strong relationships with Key Account contacts
• Joint Business Planning: Works collaboratively with the customer to develop a joint annual plan with clear objectives and success criteria
• Creates Insight: Can identify and action insight to benefit the business and the account.
• Cross functional working: Participates in cross functional projects in support of customer initiatives
• Negotiation: Can use a range of negotiating techniques to achieve agreement in straight forward negotiations

• Setting Objectives and Managing Priorities: Adapts time and priorities to the relevant short and long-term goals and can manage conflicting priorities through discussion and negotiation with others
• Drive for Results Seeks to improve performance and finds ways to increase efficiency, effectiveness and results
• Planning and Monitoring: Uses readily available internal & external data for monitoring performance and adapting plans

• Minimum 3 years' experience at sales management level
• Large matrix organisation experience helpful
• History of success in building a regional market
• Experience forecasting sales and building a customer base
• Educated to Degree level or equivalent desirable but not essential
• Clean current driving license
• Background in travel desirable but not essential