销售主管，北美地区（奢华旅游）
Director of Sales, North America (Luxury Travel)
我们的客户是一家获奖的、由家族拥有的豪华邮轮公司，在超豪华小型邮轮市场已有二十多年经验，并拥有旅行行业中最忠诚的客户群体之一。他们的游艇载客量约为一百人，能够进入大型邮轮无法抵达的港口，这使得产品本身极具销售吸引力。船队正在扩张，目前美国商业团队正在建设中。
他们正在招聘一位销售总监，负责北美地区的销售业绩，并打造背后的商业引擎。你将继承一个受人尊敬的品牌、一群忠实的客户以及一款在正确手中能轻松销售的产品，同时决定它如何进入市场。
你将负责
- 与收益管理团队合作，负责整个船队的北美地区收入目标，包括净票务收入、上座率和每个航次及季节的平均每日收入
- 每个渠道的年度贸易销售计划：协会、大客户、主办代理、主要独立豪华代理和直销
- 与协会的高层关系，包括Virtuoso、Signature Travel Network、Ensemble和Travel Leaders Network，以及背后的相关供应商协议、营销承诺和会议参与
- 与全国性大客户和主办代理的总部关系，包括营销协议、佣金和返佣结构以及首选合作伙伴安排
- 一支现场销售团队，从东南部开始，随着区域扩展而扩大。你将招聘他们、设定目标并指导他们
- 北美地区的定价、促销和团体策略，以及贸易营销日历，包括会议、顾问活动、熟悉行程和船只检查
我们寻找的人选应具备
- 在豪华邮轮、豪华旅游运营或豪华酒店行业具有高级销售领导经验，或是在通过旅行社顾问渠道销售的豪华旅游品牌中担任销售领导
- 在协会和主要主办代理处已有关系，达到可以签署协议的层级
- 有负责数百万收入目标并成功达成的记录
- 有建立和领导分布式现场销售团队的经验
- 精通贸易实际运作方式：返佣、首选供应商经济、联合营销以及顾问需要什么才能进行销售
- 能够适应一家小型、家族所有的公司，在这里你需要自己制定计划而非继承现成的方案
- 愿意在北美地区出差50至60%的时间
为什么这个职位与众不同
大多数邮轮行业的高级销售职位都关注于
查看英文原文
Our client is an award-winning, family-owned luxury cruise line with more than two decades in the ultra-luxury small-ship market and one of the most loyal guest followings in travel. Their yachts carry roughly one hundred guests and slip into harbors the large ships cannot reach, which makes the product a pleasure to sell. The fleet is expanding and the US commercial organization is being built out now.
They are hiring a Director of Sales to own the North America number and build the commercial engine behind it. You inherit a respected brand, a devoted guest base and a product that sells itself in the right hands, and you decide how it gets to market.
What you will own
- The North America revenue target across the fleet, including net ticket revenue, occupancy and average per diem by sailing and season, in partnership with Revenue Management
- The annual trade sales plan across every channel: consortia, national accounts, host agencies, key independent luxury agencies and direct
- Executive relationships with the consortia, including Virtuoso, Signature Travel Network, Ensemble and Travel Leaders Network, and the preferred supplier agreements, marketing commitments and conference presence behind them
- Headquarters relationships with national accounts and host agencies, including marketing agreements, commission and override structures and preferred partner placement
- A field sales team, starting with the Southeast and growing as territories are added. You will hire them, set their targets and coach them
- Pricing, promotion and group strategy for North America, and the trade marketing calendar of conferences, advisor events, fam trips and ship inspections
What we are looking for
- Senior sales leadership in luxury cruise, luxury tour operating, luxury hotels or a luxury travel brand selling through the travel advisor channel
- Existing relationships at the consortia and major host agencies, at the level where agreements get signed
- A track record of owning a revenue number in the millions and hitting it
- Experience building and leading a distributed field sales team
- Fluency in how the trade actually works: overrides, preferred supplier economics, co-op marketing and what advisors need in order to sell
- Comfort in a small, family-owned company where you build your own plan rather than inherit a playbook
- Willingness to travel 50 to 60% of the time across North America
Why this role is unusual
Most senior sales roles in cruise are about defending a share point inside a large machine. This one is about deciding what the North America distribution strategy should be and then building it. You will report into the top of the company and be in the room where decisions are made.
Benefits:
- Medical, dental, and vision insurance
- Short- and long-term disability, life, and long-term care coverage
- Paid time off, including vacation, sick and personal days, company holidays, floating holidays, and bereavement leave
- 2 Weeks of yachting for you and a companion, per year
- Friends and family sailing rates after six months of employment
Originally posted on Himalayas