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About the Role

The Head of National Accounts role is responsible for driving superior commercial performance in the Australian market by exceeding guest, revenue, and Average Per Diem (APD) targets. This role executes the High-Value Trade Partner strategy, fosters new business growth, increases sales performance, and attracts affluent consumers to Celebrity Cruises. Reporting to the Director of Sales, the role leads a team of two Business Development Managers and manages the trade distribution strategy across Australia, ensuring partners have the necessary tools and support to sell Celebrity Cruises effectively. It holds end-to-end accountability for the operational and commercial performance of trade partners through robust account planning, negotiation, and senior-level engagement to drive sustainable, profitable growth and build long-term partnerships. Interstate and/or international travel is required.

Responsibilities

Develop and execute integrated sales, marketing, and training plans for high-value trade partners aligned with booking curves and growth objectives.
Translate partner, market, and consumer insights into robust, multi-year account plans for sustainable and profitable growth.
Produce bespoke annual account plans for key accounts, outlining initiatives to improve key performance metrics (revenue, passengers, APD, share).
Provide operational insight into the Annual Operating Plan, ensuring account strategies align with commercial and distribution priorities.
Analyze account profitability, distribution effectiveness, and return on investment to ensure initiatives drive optimal commercial outcomes.
Identify and interpret industry, market, and consumer trends to uncover future growth opportunities within partners.
Lead the analysis of weekly trading performance, reviewing channel and partner data, identifying trends, and providing actionable insights.
Gather and share competitive intelligence, recommending strategies to defend and grow performance.
Ensure strong brand visibility and advocacy across partners, supported by deep product and sector expertise.
Own and manage multi-level relationships with senior key decision-makers, product managers, and influencers at Key Account Trade Partners.
Design and deliver bespoke engagement initiatives (e.g., familiarisation programs, ship visits, leadership events) to drive loyalty and advocacy.
Manage communication plans for partners, ensuring clear and timely engagement on major announcements, deployments, and milestones.
Develop and implement contact and wiring plans to drive shared accountability and delivery of objectives.
Ensure team call plans and engagement activity align with strategic priorities and performance goals.
Oversee the delivery of targeted product, sales, and automation training for Key Account Trade Partners to improve conversion and reduce service drivers.
Identify and implement bespoke training solutions aligned with each partner’s strategy and performance objectives.
Act as a senior brand ambassador for Celebrity Cruises at trade, consumer, and industry events.
Lead and host high-impact customer events and educational experiences, ensuring clear objectives, targeted follow-up, and measurable ROI.
Provide leadership, motivation, and personal development to the team, including development programs, SMART objectives, and regular appraisals.
Drive team engagement through regular communications, proactive feedback, work/life balance, and group activities.
Drive adoption of systems like PowerBI, Salesforce, and Social Media channels.
Ensure the sales team has the necessary tools to sell effectively and efficiently.
Perform other duties as required.

Requirements

5+ years' proven success leading, developing, and motivating a sales or account management team in a commercially driven environment.
Demonstrated experience in key account management, planning, and executing contracting and acquisition, preferably with large or complex partners.
Strong track record of commercial negotiation and delivering profitable growth outcomes.
Experience working effectively within a matrix or global organisation is preferred.
Sales or commercial experience from any relevant sector considered; travel or hospitality experience advantageous but not essential.
Valid driver’s licence with a clear driving record.

Skills

Strong relationship-building and stakeholder management capability.
Ability to engage, influence, and present credibly at senior levels internally and externally.
Collaborative and inclusive people leadership.
Ability to motivate, develop, and engage a high-performing sales team.
High level of understanding and experience with digital marketing practices.
Ability to identify, challenge, and shape partnership marketing activity for high ROI.
Constructive, solution-oriented approach.
Independent thinking, resilience, and a positive, can-do attitude.
Strong analytical and commercial capability.
Ability to interpret data, evaluate risks and opportunities, and translate insights into actionable roadmaps.
Demonstrated ability to oversee and govern a portfolio of national accounts.
Proven influencing and negotiation skills.
Proactive and results-driven leadership.
Strong planning, prioritisation, and execution skills.
Ability to manage multiple workstreams and long-term account plans effectively.
Resilience and persistence.
Strategic thinking.
Strong selling and persuasion capability.
Demonstrated commercial acumen, including contract management, forecasting, budget oversight, and ROI evaluation.
Excellent written and verbal communication skills.
Highly effective presentation and storytelling skills.
Comfortable as an early adopter of AI-enabled and emerging technologies.
Solution-oriented with a practical approach to identifying issues and implementing effective solutions.
Flexible and adaptable.
Ability to travel extensively.

Location

Australia

Work Type

Interstate travel required
International travel required

Experience Level

5+ years' experience leading sales or account management teams
Experience in key account management
Experience in commercial negotiation

About the Company

Celebrity Cruises is a global, multi-billion-dollar luxury cruise line headquartered in Miami, Florida, with local offices in Sydney, Australia.
Operates a modern fleet of 15 ships, sailing to destinations across the Caribbean, Europe, Alaska, Asia, South America, the Galapagos, and Australia/New Zealand.
Has a strong and long-standing presence in Australia and New Zealand, contributing approximately 60,000 guests annually.
The deployment of the award-winning Edge® Series to the region underscores Celebrity’s continued investment and growth ambitions locally.
Renowned for innovation, design, and service excellence, earning hundreds of global industry awards.
Guided by its purpose to “Open up the World,” the brand is committed to delivering exceptional guest experiences, championing diversity and inclusion, and advancing sustainability.
Targeting significant growth over the coming years, with all global regions expected to source more guests and grow revenues.