Regional Director of Field Sales

JOB NUMBER: JB04566

VACANCY NUMBER: ADV05679

SHARE: https://www.careers.msccruises.com/vacancy/ADV05679/regional-director-of-field-sales-miami

ORGANIZATION: MSC Cruises INC.

BUSINESS AREA: Office

LINE MANAGER: VP of Field Sales

MSC Cruises, the world’s third largest cruise line is expanding its Commercial team in the USA. The Regional Director of Field Sales will lead a team of Business Development Managers for a specific territory in North America. You will manage the P&L for that region and make business decisions on what is best to drive the highest ROI within it. Ensure growth in account penetration by providing the sales team with education and training on time management, successful sales call tactics, monitoring CRM activities, and driving creative thinking and initiatives. Evaluate and provide final approval on local marketing and promotional programs to achieve and maximize regional sales objectives. Represent MSC as the brand ambassador for the region, participate in trade shows and industry panels, create a positive perception of the brand, increase brand awareness amongst the trade, and evaluate and overcome the competitive environment.

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•Provide guidance to BDM’s on how to mine assigned region for new business streams on a regular basis. Research and continually source for new revenue opportunities and methods within territory to achieve sales goals.

•Manage the evaluation of regional activity and financial reports to develop new initiatives and strategies.

•Work closely with VP Field Sales to develop strategies around increasing revenues and brand awareness with the trade within your specified region.

•Maximize the use of data within your sales team, developing and tracking KPIs to be measured across the BDMs to create a data-driven, accountable sales culture.

•Develop tactical and effective incentives to achieve territory sales targets.

•Develop, coach and lead a responsive sales team that appreciates a results-driven sales culture.

•Attend Sales Calls on a regular basis with BDMs.

•Provide guidance to BDM’s on how to best present financial results when meeting with accounts.

•Build and establish new Travel Agency business. Assist in retaining and managing business relationships for each travel agency and develop personalized approach to help maximize agencies’ profits. Generate ideas and strategies to actively participate in travel agency growth within Region.

•Conduct weekly Regional Conference Calls; attend via phone all inventory meetings; provide weekly and bi-weekly status reports.

•Review sales plans, accounts, promotional efforts and ROI monthly to determine success track, making adjustments to plan, when/where necessary.

•Develop a plan to remain accessible to Travel partners, BDMs and internal office team and maintain open communication channels to all.

•Manage Regional budget to include travel, Co-Op and all other expenses. Review spend at the end of each Month with individual team members.

•Support National Accounts marketing programs, promotions and events.

•Analyze sales data to ensure BDMS is properly presenting monthly, quarterly business reviews with accounts and make recommendations.

•Attend Seminars, Familiarization Cruises, Cruise events, Trade and Consumer shows, as needed.

•Remain current on corporate information, policies, procedures, sales and marketing programs, corporate communications and related materials.

•Follow Corporate Policies and Procedures.

•Perform other job-related functions as assigned.

•5+ years field sales experience within the travel industry, ideally cruise

•Demonstrable background of working closely with travel agents and tour operators both locally and out of State

•Ideally some sales leadership experience, management of BDMs or other field-based salespeople

•The ideal candidate will have an optimistic approach to problem solving, and the insight to incorporate innovative methods to meet and achieve territory objectives.

•Ability to build personal credibility by way of solid product knowledge, procedures, consistent follow-through and problem-solving skills.

•Ability to execute agreements using superior negotiation and presentation skills.

•Ability to adapt to a quickly changing sales environment, shifting priorities as business or territory demands.

•Ability to prepare and analyze Cost of Sale results.

•Business acumen – maintain knowledge of market and competitive trends.

•Effective time management skills to work independently.

US Passport or US Permanent Resident

MSC Cruises is an E-Verify employer

MSC Cruises USA is an equal opportunity employer that complies with all applicable federal, state, and local laws, rules and regulations. It is our policy to employ and promote qualified candidates without discrimination on the basis of race, color, sex, age, origin, sexual orientation, marital status, disability or any other characteristic protected by law. Our hiring decisions are based solely on merit, qualifications and business needs.

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