Senior Account Manager - Cruise Sales Management Group Requirements.doc

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					Position Title:    Senior Account Manager
Department:        Cruise Sales
FLSA Status:       Exempt
Location:          Seattle Office
Reports to:        VP Cruise
Updated:           September, 2009

Position Summary: The primary responsibility of the Senior Account
Manager is to create value for the membership and for the cruise accounts
thru the achievement of annual company and department goals. This will be
done thru implementation of new sales models and business processes aimed
at achieving these goals. The person needs to be an experienced, motivated,
and creative business leader comfortable with working across internal and
external groups to deliver these results.

Essential duties and responsibilities include the following. Other duties
may be assigned.
Sales Analysis and Strategic Planning
   1. Organizes and executes annual strategic planning meetings and
      presentation of sales proposals for preferred cruise operators.
   2. Negotiate annual goals that maximize the network’s ability to earn
      based on the member benefits for annual overrides and credits. These
      will vary by partner and take in account particular market conditions or
      trends that leverage Virtuoso strengths.
   3. Creates customized business plans for cruise accounts in accordance
      with supplier program participation across the global points of sale.
      These include North America and Latin America, Caribbean & Bermuda
      and/or Virtuoso Australia.
   4. Coordinates with Member Sales on the delivery of the annual goals
      including establishing sales targets by cruise line at the agency/agent
      level and drive for an increase in agency penetration per supplier.
   5. Collaborates with Marketing department to provide direction, sales
      focus, and proofing of all supplier marketing pieces. Manages all
      marketing commitments in marketing/publishing software (i.e.,
      MediaNet program).
   6. Creates and promotes Virtuoso exclusive offers in conjunction with
      Virtuoso Programs (MasterCard, Alliances, Exclusive Product, Hotel &
      Resorts, On-Sites and Tourism Boards) and Supplier Value-Added
      Group programs
   7. Assists with the evaluation of preferred supplier prospects and
      identifies destinations and products in need of new or additional
   8. Takes proactive approach to account analysis and market
      assessment; including the monitoring and evaluation of competing
     products and services through research and incorporation of industry
  9. Monitors cruise product availability and works with cruise partners to
     translate these into tactical programs executed either thru Virtuoso
     marketing or thru the network at a local level.

Communication and Networking

  1. Builds strong relationships through consistent communication with
     designated account contacts, ensuring consistent flow of information
     between Virtuoso and supplier.
  2. Leverages Composer and Vnet to maximize supplier exposure and
     timely information flow. This could include content management like
     news articles, promotions, educational announcements as well as
     promotional efforts that may be planned or come as tactical
  3. Coordinates with Technology and Product Content team to ensure that
     there is comprehensive and accurate display of supplier products.
  4. Serve as a primary contact for “” to speed
     resolution of day to day issues. This is a support role with an
     expectation that learning gained thru issue resolution will be
     documented and built by the Sales and Service team.
  5. Communicates with Virtuoso Cruise Committee Members on regular
     basis to vet new cruise line preferred supplier candidates, garner
     regional sales trends, and discuss member concerns regarding cruise
     supplier policies.
  6. Communicate with Member network via annual surveys designed to
     gauge opinion of suppliers in cruise portfolio. Communicate results to
     supplier and enact action plans where opportunities for improvement
  7. Acts as critical contact to identify, document, and prioritize business
     requirements for technology deliverables. Partners with technology to
     deliver tools that support department objectives and goals.
  8. Liaises with Member Training Department on development and
     execution of sales and product training plans for selected supplier
     account relationships.
  9. Facilitates and promotes team collaboration including working with the
     Voyager Club and Exclusive Product group.
  10. Works with colleagues to create and establish protocols for Cruise
     Sales department business processes and work flows.
  11. Escalates issues as required to the Virtuoso Senior Leadership and is
     capable of presenting and communicating effectively with this group.
Educational and Skills Requirements:
      Bachelor’s Degree in Sales and/or Marketing or related field
      7+ years of experience in the travel industry
      2+ years account management experience preferred
      Critical thinker and problem-solver with excellent judgment and
      Flexibility and prioritization skills are important.
      Strong product and promotion creation ability
      Analytical capability is needed; the ability to direct other teams to get
       the right information is required.
      Excellent organizational skills and an extremely high level of accuracy
       and attention to detail
      Ability to organize and conduct professional client meetings and
      CTA/CTC preferred

Type / Nature of Contacts:
External: Daily contact with preferred cruise suppliers and members.
Internal: Daily contact with Virtuoso staff.

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