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About the Role

Drive commercial performance in the Australian and New Zealand market through the Online Travel Agency (OTA) channel, exceeding guest, revenue, and Average Per Diem (APD) targets. Lead the development and execution of the OTA distribution plan, ensuring partners are equipped to sell Celebrity Cruises effectively. Deliver sustainable, profitable growth and strengthen long-term digital trade partnerships through account planning, commercial negotiation, and senior partner engagement. Interstate and/or international travel is required.

Responsibilities

Develop and execute integrated sales, marketing, and training plans for OTA partners, aligned to booking curves and long-term growth objectives.
Translate partner, market, and consumer insights into robust, multi-year account strategies for sustainable and profitable growth.
Produce annual OTA account plans outlining clear initiatives to improve key performance metrics including revenue, passengers, APD, and share.
Provide operational insight into the Annual Operating Plan, ensuring OTA strategies align with broader commercial and distribution priorities.
Analyze channel profitability, distribution effectiveness, and ROI, ensuring investment decisions deliver optimal commercial outcomes.
Identify and interpret industry, market, and consumer trends to unlock future growth opportunities within the OTA channel.
Lead analysis of weekly trading performance, reviewing partner data, identifying trends, and providing actionable insights and recommendations.
Gather and share competitive intelligence, recommending strategies to defend and grow performance in a competitive digital marketplace.
Ensure strong brand visibility and positioning across OTAs, supported by deep product and sector knowledge.
Own and manage multi-level relationships with senior key decision-makers, product managers, and influencers across OTA partners.
Design and deliver bespoke engagement initiatives that drive loyalty, advocacy, and commercial outcomes.
Plan and execute partner communications, ensuring clear, timely, and impactful engagement across major announcements and milestones.
Develop and maintain a contact and wiring plan that supports shared accountability and delivery of agreed objectives.
Drive engagement with Celebrity's online platforms and automated solutions.
Deliver targeted product, sales, and digital training tailored to OTAs to improve conversion and optimize performance.
Lead product and pricing strategy with partners, including net rate and packaging opportunities, optimizing FIT and group business.
Identify and implement bespoke training solutions aligned to partner strategies and commercial objectives.
Act as a senior brand ambassador for Celebrity Cruises across trade, consumer, and industry events.
Lead and host high-impact customer and partner events, ensuring clear objectives, targeted follow-up, and measurable ROI.

Requirements

Proven success in account management, partner development, or channel strategy, ideally within online, digital, or distribution-led environments.
Demonstrated experience supporting or leading commercial negotiations and driving profitable growth outcomes.
Experience working within a matrixed or global organization is highly desirable.
Sales or commercial experience from any relevant sector considered; travel, hospitality, or luxury experience advantageous but not essential.
Valid driver’s licence with a clear driving record.

Skills

Strong relationship building and stakeholder management skills.
Ability to engage, influence, and present credibly at multiple levels both internally and externally, particularly with digital and online trade partners.
Collaborative and team-oriented, with the ability to work effectively within a matrix organization and across multiple functions.
High level of understanding and experience with digital marketing practices.
Ability to identify, challenge, and shape partnership marketing activity to ensure high returns on investment.
Constructive, solution-oriented approach, combining independent thinking with resilience and a consistently positive, can-do attitude.
Highly analytical and commercially minded, with the ability to interpret data, identify trends, assess risks, and translate insights into clear actionable roadmaps.
Proven influencing and negotiation capability.
Proactive and self-driven, demonstrating initiative and accountability in a standalone senior role.
Well-organised with strong planning and prioritisation skills.
Resilient and persistent, maintaining focus and momentum when navigating complexity, change, or competitive pressure.
Strategic thinker with the ability to develop, execute, and adapt account plans aligned to commercial and distribution goals.
Strong selling and persuasion skills, with a clear understanding of how to position a premium/luxury product through online channels.
Demonstrated commercial acumen, including experience in analysing performance, managing ROI, and supporting contract or commercial discussions.
Excellent written and verbal communication skills.
Highly effective presentation and storytelling skills.
Comfortable as an early adopter of AI-enabled and emerging technologies, using innovation to enhance efficiency and commercial outcomes.
Solution-oriented, with the ability to identify issues, evaluate options, and implement practical solutions.
Flexible and adaptable, with the ability to travel as required and operate across different time zones and partner environments.

Location

Miami, Florida (Headquarters)
Sydney, Australia (Local offices)
Interstate and/or international travel required

Experience Level

Senior role
Proven success in account management, partner development or channel strategy
Demonstrated experience supporting or leading commercial negotiations

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.
Deployment of the award-winning Edge® Series to the region underscores continued investment and growth ambitions locally.
Renowned for innovation, design, and service excellence, earning hundreds of global industry awards, including recognition from TIME and Forbes Travel Guide.
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.