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About the Role

This role is responsible for driving strong commercial performance across the Australian and New Zealand retail trade, excluding two key accounts, by exceeding guest, revenue, and Average Per Diem (APD) targets. You will have end-to-end accountability for the operational and commercial performance of a diverse portfolio of Trade Partners, leading the development and execution of effective trade distribution plans. The position ensures trade partners are equipped with the tools, insights, and support required to sell Celebrity Cruises effectively. Through robust account planning, commercial management, and senior-level partner engagement, the role drives sustainable, profitable growth and strengthens long-term trade partnerships across the region. You will also act as a senior member of the sales leadership team, contributing to broader retail direction, channel performance, and commercial decision-making across ANZ. Interstate and/or international travel is required.

Responsibilities

Develop and execute integrated sales, marketing, and training plans for assigned Australian trade accounts and the New Zealand market aligned to the booking curve and long-term growth objectives.
Translate partner, market, and consumer insights into clear, actionable multi-year account plans that deliver sustainable and profitable growth.
Produce annual trade 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 trade strategies align with broader commercial and distribution priorities.
Analyze account profitability, distribution effectiveness, and ROI, ensuring initiatives and investment decisions deliver optimal commercial outcomes.
Identify and interpret industry, market, and consumer trends to unlock growth opportunities across the trade portfolio.
Lead the analysis of weekly trading performance, reviewing partner data, identifying trends, and providing actionable insights and recommendations to the trading and commercial teams.
Gather and share competitive intelligence, recommending strategies to protect and grow performance within a competitive trade environment.
Ensure strong brand visibility and advocacy across trade partners, supported by deep product and sector knowledge.
Own and manage multi-level relationships, including senior key decision-makers, product managers, and influencers across assigned Australian and New Zealand trade partners.
Design and deliver bespoke engagement initiatives that drive loyalty, advocacy, and commercial outcomes, including familiarisation programs, ship visits, and targeted activations.
Plan and execute partner communications, ensuring clear, timely, and effective engagement around major announcements, deployments, season launches, and milestones.
Develop and maintain a contact plan and wiring plan that supports shared accountability and delivery of agreed objectives.
Deliver targeted product, sales, and systems training tailored to the needs of trade partners to improve conversion and sales effectiveness.
Identify and implement bespoke training solutions aligned to partner strategies and performance objectives.
Act as a senior brand ambassador for Celebrity Cruises at trade, consumer, and industry events.
Lead and host high-impact customer and partner events (e.g., ship visits, conferences, and launches), ensuring clear objectives, targeted follow-up, and measurable ROI.

Requirements

Proven experience in retail account management or sales leadership within a commercially driven environment.
Demonstrated success in account planning, partner development, and commercial negotiations.
Experience working 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.
Strong relationship-building and stakeholder management capability, with the ability to engage, influence, and present credibly at multiple levels across retail trade partners.
Collaborative and team-oriented, with the ability to work effectively within a matrix organisation and across multiple functions.
High level of understanding and experience with digital marketing practices.
Constructive, solution-oriented approach, combining independent thinking with resilience and a consistently positive, can-do attitude.
Highly analytical and commercially astute, able to interpret data, evaluate risks and opportunities, and translate insights into clear actionable roadmaps that drive performance.
Demonstrated ability to oversee and manage a portfolio of retail accounts, maintaining a holistic view of performance, investment, and execution.
Proven influencing and negotiation skills, aligning partner priorities with business objectives to deliver mutually beneficial outcomes.
Proactive and results-driven, demonstrating initiative and accountability in delivering agreed targets and strategic priorities.
Strong planning, prioritisation, and execution skills, with the ability to manage multiple initiatives and account plans concurrently.
Strategic thinker capable of developing and executing growth plans that drive sustainable performance.
Strong selling and persuasion capability, with a clear understanding of positioning a premium or luxury brand within a competitive retail environment.
Demonstrated commercial acumen, including experience in forecasting, budget management, and ROI evaluation.
Excellent written, verbal, and presentation skills, with the ability to influence outcomes at partner and internal leadership level.
Comfortable as an early adopter of AI-enabled and emerging technologies, using innovation to enhance efficiency and commercial outcomes.
Solution-oriented, adaptable, and comfortable working across multiple markets and travel requirements.

Skills

Digital marketing practices
Relationship-building
Stakeholder management
Influencing
Presenting
Collaboration
Teamwork
Analytical skills
Commercial acumen
Data interpretation
Risk evaluation
Opportunity assessment
Strategic planning
Prioritisation
Execution
Selling
Persuasion
Forecasting
Budget management
ROI evaluation
Written communication
Verbal communication
Presentation skills
AI-enabled technologies
Emerging technologies
Adaptability

Location

Australia & New Zealand

Work Type

Full-time
Interstate travel
International travel

Experience Level

Senior

About the Company

Celebrity Cruises is one of five cruise brands owned by Royal Caribbean Group, headquartered in Miami, Florida, with a local office in Sydney.
For more than 35 years, Celebrity Cruises has been redefining premium travel, delivering elevated holiday experiences across a fleet of ships that sail to nearly 300 destinations in more than 70 countries across all seven continents.
Renowned for innovation and award-winning experiences, Celebrity continues to set new standards for the industry, with the highly anticipated Celebrity Xcel joining the fleet in Fall 2025.
Celebrity Cruises currently operates fourteen ships across the Caribbean, Europe, Alaska, Asia, South America, and Australia/New Zealand.
Since 2010, Celebrity's Solstice Series ships have sailed each summer season in Australia and New Zealand, welcoming both local and international guests to the region.
In 2023, Celebrity revolutionised cruising in Australia and New Zealand with the arrival of Celebrity Edge for her highly anticipated inaugural season Down Under.