Area Sales Manager, Silversea

Area Sales Managers are charged with the development and execution of an allocated area’ sales plan to drive and maximize revenue opportunities. This is achieved through managing existing accounts and developing new accounts, building customer rapport and generating customer loyalty. Area sales manager will also be in charge of driving engagement with VS guests living in the assigned territory.

Area Sales Managers influence internal and external stakeholders by creating effective relationships to maximize fully integrated, strategic sales and marketing plans to exceed key financial and behavioural targets. Area Sales Managers will drive new revenue from trade partners by identifying and interpreting key sales trends, including volume, yield, sale cost, and more.

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ESSENTIAL DUTIES AND RESPONSIBILITIES:

The duties below are the primary 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.

PROFITABLE ACCOUNT PLANNING

61 Produce annual destination plans with alignment to the booking curve for each account.

61 Manage a portfolio of travel agents within the allocated territory to achieve and exceed assigned targets

61 Develop bespoke annual sales plan for each account, ensuring strategies drive improvement on all key metrics, including APD, revenue, and passengers.

61 Analyze account opportunity and ensure that the distribution strategy is driving optimal return on investment.

61 Work with the commercial team to analyze the weekly stats/commercial deal, provide insight/ trends, and implement relevant strategies.

61 Effectively manage agreed Co-op/marketing and event budgets ensuring maximum return on investment across the account portfolio.

61 Work with the Senior Manager to negotiate contracts that facilitate long-term growth whilst being conscious of the competitive environment. Ensure business partner agreements are in place in a timely fashion.

61 Responsible for competitive intelligence gathering, providing regular updates to the organization alongside appropriate recommendations.

61 Establish a robust pipeline of new business opportunities via identifying new partners or growing portfolios of existing partners

61 Demonstrate sound knowledge of both expedition and classic products

61 Drive sales on both expedition and classic products

CUSTOMER ENGAGEMENT AND COMMITMENT

61 Develop relationships with key decision-makers and influencers across the accounts.

61 In conjunction with the Senior Manager, produce a contact strategy and wiring plan that focuses on delivering shared accountability to the agreed objectives.

61 Expand Silversea product and brand awareness to the travel agent community; educate trade partners on new products, features and itineraries with a strong focus on expedition cruising.

61 Identify and undertake bespoke training for each account to achieve the objectives of the account plan.

61 Act as brand ambassador for Silversea at trade and consumer events.

61 Prepare and host successful customer educational events/trips, Ship launches, ship visits, conferences etc., as required, with targeted sales follow up to ensure robust ROI.

FLAWLESS EXECUTION

61 Work with the trade marketing team to positively represent Silversea in all sales activity and ensure compliance with brand requirements.

61 Implement, develop and manage the sales strategy for new business opportunities across the account portfolios and the wider business.

61 Liaise and work with the broader sales team to ensure coverage of assigned areas and accounts, promoting consistent messaging and engagement.

61 Use the sales management, digital and automation tools available to ensure effective and efficient communication and account management.

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SALES COMPETENCIES:

Profitable Account Planning

61 Understands and utilizes customer, market and consumer insight: Understands trends, dynamics and opportunities for growth

61 Develop and Implement Account Plans: Manages the account planning process, differentiates promotions to maximize ROI and understands and interprets customer and company financial measures, including a basic understanding of a P&L

61 Commercial Decision Making: Effective management of Co-op and non-co-op budgets

61 Commercial Innovation: creative in solving commercial challenges at an account level

Customer Engagement & Commitment

61 Builds Sustainable Relationships: Efficient and effective at managing own state and utilizing a range of styles to build strong relationships with trade account contacts

61 Joint Business Planning: Works collaboratively with the customer to develop a joint annual plan with clear objectives and success criteria

61 Creates Insight: Can identify and action insight to benefit the business and the account.

61 Cross-functional working: Participates in cross-functional projects in support of customer initiatives

61 Negotiation: Can use a range of negotiating techniques to achieve agreement in straightforward negotiations

Flawless Execution

61 Setting Objectives and Managing Priorities: Adapts time and priorities to the relevant short and long-term goals and can manage conflicting preferences through discussion and negotiation with others

61 Drive for Results Seeks to improve performance and finds ways to increase efficiency, effectiveness and results

61 Planning and Monitoring: Uses readily available internal & external data for monitoring performance and adapting plans

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BEHAVIOURAL TRAITS:

The role requires a solid commitment to a dedicated, fast-paced and high-performing team

In addition, the personal traits/competencies required are as follows:

Natural Communicator – Able to articulate and deliver information in a clear, concise and compelling way both in person and otherwise

Self-starter – Understands what needs to accomplishing and proceeds on own initiative within the accountabilities of the role

Good Listener – Actively demonstrates they are listening

Analytical – logically analyses facts, data and situations

Authoritative – Has a desire for decision making autonomy and the willingness to accept decision making responsibility

Planning – formulates ideas related to the steps of accomplishing an objective

Analyses Pitfalls – scrutinizes potential difficulties related to a plan

Organized – can place & maintain order in an environment or situation

Selling – has an interest in convincing or influencing others to purchase a product or service

Influencing – can persuade others and take them with them on the journey

Team player – invites others to participate in or join an effort

Warmth/Empathy – expresses positive feelings and affinity towards others

Enthusiastic – eager & excited toward own goals, proactively managing their development

Resilient – not easily discouraged, thrives on the opportunity of changing business priorities and doesn’t give up easily

Optimistic – looks ahead and believes the future will be positive

Pressure Tolerance – comfortable working under deadlines, busy schedules and through ambiguity

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QUALIFICATIONS & EXPERIENCE:

61 Minimum 3 years’ experience at sales account management level preferably in tourism, events, marketing or related industry.

61 History of success tailoring bespoke strategies to deliver mutually agreed objectives

61 Experience forecasting sales and building a customer base

61 Bachelor Degree or equivalent in tourism, marketing, sales or business desirable but not essential