Manager Business Development

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Manager Business Development

Journey with us!

Combine your career goals and sense of adventure by joining Celebrity Cruises Inside Sales team . Royal Caribbean Group is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

About Us
Royal Caribbean Group is the world’s largest cruise line. Itcouldn'tbe a more exciting time to join a global business that is blazing a trail in the travel industry right now.

At Royal Caribbean Group we never rest on our laurels; we constantly strive to improve our work and be at the forefront of the industry. The work that we do is exciting, challenging, and innovative. We are passionate, we are innovative, and we are unstoppable.

Key Responsibilities:

The Business Development Manager, Inside Sales EMEA drives profitable growth, retention and efficient coverage across a defined portfolio of non-strategic EMEA trade partners. The role applies Growth, Retention and Scaled treatment, combining data-led account management, virtual-first engagement and selective travel. Accounts assigned to Strategic Sales sit outside the role.

Role Overview:

• Own profitable performance across a defined regional portfolio of non-strategic trade partners.
• Apply Growth, Retention and Scaled treatment in accordance with ROW segmentation and service standards.
• Develop plans, contact strategies and commercial activity aligned to guest, revenue, NTR and APD objectives.
• Maintain accurate Salesforce records, forecasts, insight, pipeline and post-activity evaluation.
• Work across Strategic Sales, ROW Marketing, ROW Commercial and ROW Trade Support to provide coordinated partner coverage.

Essential Duties and Responsibilities:

• Develop and execute quarterly regional and account plans aligned to agreed guest, revenue, NTR, APD, profitability and sourcing objectives.
• Analyse weekly partner and portfolio performance, translating insight into actions, forecasts, risks and recommendations.
• Implement tier-appropriate contact strategies and service cadences, protecting proactive time for Growth accounts.
• Evaluate account profitability, distribution quality, future potential and cost to serve to prioritise activity and resource.
• Own commercial initiatives from planning through execution to post-analysis, with clear SMART objectives and measurable outcomes.
• Growth: create proactive plans to increase profitable volume, improve APD and mix, expand access and convert evidenced opportunity.
• Retention: protect and optimise material business, improve productivity and avoid unnecessary decline.
• Scaled: provide efficient digital, campaign-led or reactive coverage without routine bespoke plans, travel or investment unless approved.
• Identify and onboard appropriate new partners where this supports distribution strategy and profitable growth.
• Review account treatment with the Manager, Inside Sales & Growth and recommend evidence-based migration between Growth, Retention, Scaled and Strategic ownership.
• Complete structured handovers covering account history, commitments, objectives, risks, open actions and stakeholder contacts.

Trade & Partnership Development:

• Manage a defined portfolio of non-strategic trade partners, building productive relationships with decision-makers and sellers.
• Deliver product, platform and sales-enablement activity through virtual meetings, webinars, training, events and selective face-to-face engagement.
• Collaborate with ROW Marketing on targeted campaigns, communications, lead generation and premium brand representation.
• Work with the ROW Commercial Lead within agreed negotiation parameters and with Strategic Account Managers where coordinated coverage is required.
• Represent Celebrity Cruises professionally at relevant partner and industry activity.

EMEA Market Responsibilities:

• Manage non-strategic EMEA accounts in line with partner working hours, culture and agreed language requirements.
• Develop Growth opportunities and protect productive Retention accounts, including approved account-level exceptions in France and Italy.
• Manage agents and other route-to-market structures according to account value and treatment rather than assuming Strategic status.
• Service approved restricted-market business within legal and compliance controls and avoid proactive demand generation where prohibited.

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