Head of National Accounts
Employment Info
JOB DETAILS
Requirements
- 5+ years’ proven success leading, developing and motivating a sales or account management team in a commercially driven environment.
- Demonstrated experience in key account management, planning & executing contracting and acquisition, preferably with large or complex partners.
- Strong track record of commercial negotiation and delivering profitable growth outcomes.
- Experience working effectively within a matrix or global organisation is preferred.
- Sales or commercial experience from any relevant sector considered; travel or hospitality experience advantageous but not essential.
- Valid driver’s licence with a clear driving record.
- Ability to travel extensively or willingness to travel extensively.
Responsibilities
- Develop and execute fully integrated sales, marketing and training plans for high valued trade partners, aligned to the booking curve and long‑term growth objectives.
- Translate partner, market and consumer insights into robust, multi‑year account plans that deliver sustainable and profitable growth.
- Produce bespoke annual account plans for both key accounts, clearly outlining initiatives to improve all key performance metrics, including revenue, passengers, APD and share.
- Provide operational insight into the Annual Operating Plan, ensuring account strategies are aligned to overall commercial and distribution priorities.
- Analyse account profitability, distribution effectiveness and return on investment, ensuring all initiatives and investments drive optimal commercial outcomes.
- Identify and interpret industry, market and consumer trends to uncover future growth opportunities for Celebrity Cruises within both partners.
- Lead the analysis of weekly trading performance, reviewing channel and partner data, identifying trends, and providing actionable insights and recommendations to the trading and commercial teams.
- Gather and share competitive intelligence, recommending strategies to defend and grow performance in a competitive trade environment.
- Ensure Celebrity Cruises maintains strong brand visibility and advocacy across both partners, supported by deep product and sector expertise.
- Own and manage multi-level relationships, including senior key decision‑makers, product managers, and influencers at Key Account Trade Partners.
- Design and deliver bespoke engagement initiatives that drive loyalty and advocacy, including familiarisation programs, ship visits, leadership events and strategic activations.
- Manage the communication plans for both partners, ensuring clear, timely and impactful engagement on major announcements, deployments, season launches and milestones.
- Develop and implement a contact plan and wiring plan that drives shared accountability and delivery of agreed objectives.
- Ensure team call plans and engagement activity are tightly aligned to strategic priorities and performance goals.
- Oversee the delivery of targeted product, sales and automation training tailored specifically to the needs of Key Account Trade Partners to improve conversion and reduce service drivers.
- Identify and implement bespoke training solutions aligned to each partner’s strategy and performance objectives.
- Act as a senior brand ambassador for Celebrity Cruises at trade, consumer and industry events.
- Lead and host high impact customer events and educational experiences (e.g. ship visits, conferences and launches), ensuring clear objectives, targeted follow up and measurable ROI.
- Provide leadership, motivation and personal development to the team, including an ongoing programme of development and the setting of SMART objectives and regular appraisals.
- Drive team engagement through regular communications, proactive feedback, work/life balance and group activities.
- Drive adoption of all systems available to us to deliver our goals including PowerBI, Salesforce and Social Media channels.
- Ensure the sales team has the right tools to enable them to sell effectively and efficiently.
- Perform other duties as required.
Desired Qualifications
- Experience working effectively within a matrix or global organisation is preferred.
- Travel or hospitality experience advantageous but not essential.
- Comfortable as an early adopter of AI-enabled and emerging technologies.
- Proficiency with PowerBI and Salesforce usage would be advantageous.
Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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