Senior Manager, Key Accounts
Listed on 2026-02-02
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Business
Business Management, Corporate Strategy
Overview
This role is hybrid, based in Weybridge, UK.
Journey with us! Combine your career goals and sense of adventure by joining our high performing Sales Leadership team. Royal Caribbean Group offers a competitive compensation & benefits package and excellent career development opportunities, each offering unique ways to explore the world.
About UsRoyal Caribbean Group is the world’s largest cruise line. It is an exciting time to join a global business that is blazing a trail in the travel industry.
We strive to improve our work, be at the forefront of the industry, and are passionate, innovative, and ambitious in everything we do.
Job SummaryThe Senior Manager, Key Accounts is a critical member of the Sales Leadership team responsible for managing Royal Caribbean International’s Key Accounts and cruise specialists to exceed APD, revenue, and guest targets. This role leads a direct team of 4 Key Account Managers and drives profitable growth by maximising Net Revenue Yield (NRY) through implementing integrated strategic plans and embedding ROI discipline across all accounts.
You will own, develop and execute mutually beneficial, long-term growth strategies and coach top talent to shape future leadership within the organisation whilst expanding Royal Caribbean’s footprint across the UK & Ireland market.
- Define, monitor, and optimise NRY by account, product, channel, and lifecycle stage
- Identify opportunities to lift NRY through pricing, packaging, mix optimisation, upsell/cross-sell, and channel optimisation
- Establish disciplined measurement, reporting, and governance to sustain NRY gains
- Collaborate across Sales, Marketing, Planning, Commercial and Operations to create a cohesive plan with clear milestones
- Ensure investments across all accounts deliver maximum sustainable ROI and cost efficiencies
- Apply ROI first thinking, experimentation and post-implementation reviews
- Manage Coop marketing funds with ongoing ROI assessment and course correction as needed
- Drive a culture of testing, learning, and evidence-based prioritisation
- Mentor, coach, and develop 4 Key Account Managers; set objectives, performance plans, and succession pathways
- Build leadership depth and promote cross-functional leadership exposure to shape future leaders
- Foster a performance-driven culture with regular development conversations and accountability
- Identify and develop new distribution channels that improve NRY and overall profitability
- Align account plans to maximise guest targets while maintaining sustainable growth
- Collaborate with Trade Marketing to ensure tailored, impactful product communications
- Lead quarterly business reviews with assigned accounts to drive performance through strong plans and shared accountability
- Analyse weekly stats by account, identify trends, and implement action plans to improve results
- Ensure timely business partner agreements and favourable terms that support long-term profitability
- Ensure all account plans include accountability of brand guidelines across digital and physical spaces
- Partner with Trade Marketing to ensure brand and Co-op activity are well represented in sales efforts
- Act as RCCL ambassador at key trade events; ensure consistent brand representation in all sales activities
- Ensure the sales organisation has the tools and training to sell more effectively
- Partner with training to maintain an award-winning programme and deliver high-quality face-to-face and online training for the trade
- Equip the team with the right tools to improve selling effectiveness and efficiency
- Be an ambassador for new tools and training requirements based on emerging trends and opportunities
- Spend approximately 50% of time on the…
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