Business Relationship Lead / Area Sales Director

JOB PURPOSE

Explora Journeys is expanding in the USA. This focus of this role is to achieve the Explora Journeys commercial objectives and revenue targets within assigned source market region. Lead specific assigned strategic accounts to grow market share, create bias and brand loyalty, identify new business development opportunities and grow the brand's visibility. Collaborate with the Head of Sales and peer Business Relationship Leads to leverage sales distribution networks and marketing platforms ensuring brand consistency, policy and pricing integrity. Work with broader cross-functional stakeholders, ensuring business success.

Key Accountabilities

1. Lead and manage defined Go-to-Market strategy for assigned region in terms of key accounts and business development initiatives.
2. Implementation of all sales plans and strategies as defined by leadership.
3. Develop best-in-class relationships that shift share and grow partner loyalty to achieve and exceed KPIs through a focused communication plan.
4. Exceed overall gross and net revenue goals as set by leadership.
5. Conduct executive business review meetings and leverage performance data to support revenue generation.
6. Manage with leadership and the Global Trade Marketing Lead all cooperative marketing plans, ROI, and regular partner performance reviews, QBRs against targets.
7. Lead any Pay for Performance plans with partners.
8. Promote group, incentive, and charter business from assigned accounts. Manage assigned budget and Forecast Process with an expert understanding of channel mix and acquisition cost impact.
9. Effectively utilize all Sales tools, including Salesforce, Conga Contract Management, EXP360, and E-Learning.
10. Maintain brand and product visibility by participating in appropriate trade partner events.
11. Deliver high-caliber training using all available tools.
12. Embrace and professionally execute educational visits. Create a culture of success, collaboration, and ongoing business goal achievement across peers, accounts, and brand teams.
13. Maintain high levels of customer service for both internal and external stakeholders. Act as a role model for brand values as an ambassador and broader corporate citizen.
14. Demonstrate crisis management expertise and reliability.

Qualifications

1. 5+ years of hospitality sales experience (luxury cruise industry experience a plus) with a desired 2 years working for luxury brand(s).
2. Proven track record in luxury travel industry related sales and revenue growth.
3. Stellar professional reputation. Highly personable, trusted, with respected and established credibility.
4. Excellent sales network, known contact base, and high knowledge of partners/key accounts in the region.
5. Strong planning, organizational, and budgeting skills.
6. Proactive problem solver and opportunity seeker based on fact and results.
7. Strong negotiator who sells on value, not price.
8. Understands when to say “no” to get to a “yes.”
9. Effective and persuasive communication skills – excellent at presenting to small and large audiences.
10. Possesses the “Art of Listening and Knowledge Exchange.” Fluent command of spoken and written Japanese and English.
11. Technically fluent and capable with reservation and CRM platforms (Versonix Seaware and SalesForce skills an advantage).

Visa Requirements

Green card or US passport.

MSC is an everify employer.

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