We are looking for a passionate sales professional with meticulous attention to detail, high commercial acumen and commitment to delivering outstanding outcomes for our key trade partners. Based in Melbourne, you will be a part of a small and dynamic sales team within the AUNZ commercial organization, and will manage a portfolio of allocated trade partners in Victoria, South Australia and Tasmania. To thrive in this role, you will enjoy variety, be able to work independently, be an exceptionally good communicator and negotiator, and be very well organized.
As a Sales Manager VIC/SA/TAS, you will be responsible for 'on the road' selling of Silversea products and account management of a portfolio of trade partners. You will be charged with the development and execution of an allocated area sales plan to drive and maximize revenue opportunities. You will also be in charge of driving engagement with VS guests living in the assigned territory.
Your duties and responsibilities will include:
- Manage a portfolio of travel agents within the allocated territory to achieve and exceed assigned targets
- Define, implement and communicate effective account management strategies that maximize revenue generation
- Initiating and implementing (in co-op with Marketing Director) marketing programs for select accounts with strong focus on ROI
- Establish a robust pipeline of new business opportunities via identifying new partners or growing portfolios of existing partners
- Drive upselling activities to higher suites
- Expand Silversea product and brand awareness to the travel agent community; educate trade partners on new products, features and itineraries
- Dive lead generation for MICE product
- Forge and maintain strong relationships with trade partners as well as Silversea guests, especially VS guests
- Organize VS guest events for guests residing in the assigned area
- Undertake activities with trade partners and guests at trade shows, demonstrations and product launches
- Embrace and popularize use of digital tools in business development and account management, such as webinars, e-marketing collateral, e-DMs, etc.
- Initiate and recommend changes to Silversea sales processes and policies, as well as competitive position to keep the company ahead of the curve
- Regular use of CRM system with weekly and monthly reporting of activities
- Review weekly and monthly sales numbers; analyze performance of assigned portfolio and address areas not achieving targets on an ongoing basis;
- Manage allocated trade funds to ensure they are within the guidelines and budgets as well as meeting expected ROI
Requirements
- Strong sales and account management experience within a tourism industry, especially high-end cruise, airline or hotel.
- Proven successful track record in business development
- Outstanding communication and relationship building skills experienced, confident and credible at building strong relationships both internally and externally at all levels of organizations, collaborating effectively with all stakeholders
- Exceptional skills in development and management of customer and internal stakeholder relationships
- Inquisitive / innovative mindset seek to improve current processes and systems, maximize investment with accounts / promotional programs
- An effective team player collaborative approach and able to work in a matrix structure
- Strong business acumen and commercial judgement, along with excellent analytical skills and the ability to identify new business opportunities