Strategic Accounts Manager
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Job Description
Strategic Accounts Manager growing $50M+ cruise-trade portfolios for Royal Caribbean Group. Driving strategic partnerships, negotiations, analytics, and revenue growth across Quebec.
Responsibilities:
- Own commercial performance and growth strategy for a strategic territory or portfolio with annual revenue accountability of $50M+
- Develop and execute multi-year territory, account, and market growth strategies
- Influence regional commercial plans, resource allocation, customer segmentation, and investment decisions
- Identify emerging trends, competitive risks, and market opportunities and translate insights into recommendations
- Build and manage executive-level relationships with key agency partners, consortia leaders, and strategic customers
- Expand existing partnerships, identify new business opportunities, and lead complex commercial negotiations and contract discussions
- Develop and execute strategic account plans to improve partner engagement, productivity, ROI, retention, and portfolio performance
- Evaluate business performance, forecast results, identify growth opportunities, and recommend pricing, promotions, channel strategy, and commercial investments
- Develop business cases and ROI analyses for strategic initiatives and funding allocation
- Ensure effective use of CRM, pipeline management, reporting tools, and sales processes
- Lead and influence sales programs, promotional strategies, go-to-market initiatives, and change management efforts
- Represent Celebrity Cruises and Royal Caribbean Group at industry forums, advisory boards, trade events, and executive customer engagements
- Deliver strategic presentations, business reviews, and training programs
- Partner with Sales, Revenue Management, Marketing, Finance, Operations, and other business functions
- Serve as a subject matter expert on strategic account management, commercial negotiations, market development, and complex customer opportunities
- Mentor and support sales professionals through onboarding, coaching, and best-practice sharing
- Perform other job-related duties as assigned
Requirements:
- Bachelor's degree or equivalent combination of education and experience
- 7+ years of experience in strategic account management, business development, or consultative B2B sales
- Must be fluent (written/spoken) in English and French
- Proven success managing a revenue portfolio of $50M+ and achieving revenue growth, retention, and profitability objectives
- Demonstrated ability to influence executive-level stakeholders and commercial outcomes through strategic account planning, market development, and relationship management
- Experience leading complex negotiations, high-value customer relationships, and cross-functional initiatives without direct authority
- Strong commercial, financial, analytical, and business planning capabilities, including the use of data and customer insights to drive decision-making
- Exceptional communication, presentation, and influencing skills, with the ability to operate effectively across customer, partner, and internal leadership groups
- Strong organizational, territory management, and time management skills
- Proficiency with CRM platforms, sales technologies, business reporting tools, and Microsoft Office applications
- Experience with AS400 or similar reservation systems preferred
- Must demonstrate a commitment to integrity, accountability, innovation, inclusion, collaboration, and continuous learning
- Valid commercial driver's license and passport required
- Must be able to travel regularly, approximately 40% of the time, domestically and/or internationally
- Must be able to work evenings, weekends, and attend customer, trade, shipboard, or industry events as business needs require
- No immigration sponsorship offered
Benefits:
- Competitive compensation and benefits package
- Excellent career development opportunities
- Travel to conferences and events domestically and internationally
- Opportunity to represent the organization at industry forums, advisory boards, trade events, and executive customer engagements
- Training and professional development opportunities through strategic presentations, business reviews, and training programs
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