Cruise Lines Account Manager

The Cruise Lines Account Manager is a dynamic and results-driven professional responsible for cultivating and expanding relationships with existing clients. This role involves understanding client needs, promoting products or services, and achieving sales targets. The Sales Account Manager serves as a liaison between clients and the sales team, ensuring customer satisfaction and driving revenue growth.

DUTIES AND RESPONSIBILITIES:

Client Relationship Management:

• Develop and nurture strong relationships with existing clients to understand their business needs and goals.
• Act as the main point of contact for client inquiries, concerns, and requests.

Sales Strategy:

• Develop and implement sales strategies to achieve or exceed revenue targets.
• Identify upsell and cross-sell opportunities within existing accounts.

Needs Assessment:

• Conduct thorough needs assessments to understand client requirements and challenges.
• Collaborate with internal teams to tailor solutions that address client needs.

Product Knowledge:

• Stay informed about the company's products or services and industry trends.
• Effectively communicate product features and benefits to clients.

Contract Negotiation:

• Negotiate contract terms, pricing, and service agreements to ensure mutually beneficial outcomes.
• Work closely with legal and finance teams to finalize contractual agreements.

Forecasting and Reporting:

• Provide accurate and timely sales forecasts and reports to management.
• Analyze sales data to identify trends and opportunities for improvement.

Issue Resolution:

• Address and resolve client issues or concerns in a timely and satisfactory manner.
• Collaborate with cross-functional teams to ensure customer satisfaction.

Market Intelligence:

• Stay abreast of industry trends, competitive landscape, and market conditions.
• Provide insights and recommendations for adapting sales strategies accordingly.
• Performs other related duties as assigned by management.
• Performs other related duties as assigned by management.

Customized Procurement Plans:

• Develop and implement customized procurement plans for different small business segments, considering their size, industry, and specific product requirements.
• Regularly review and adjust procurement strategies to ensure responsiveness to changing business conditions.

Order Processing and Fulfillment:

• Efficiently process order entry ensuring accuracy and timely fulfillment.
• Monitor order fulfillment processes, addressing any issues promptly to maintain seamless operations.

Compliance and Documentation:

• Ensure compliance with procurement policies, regulations, and industry standards.
• Maintain accurate documentation of procurement activities for auditing purposes.

KPIs

Revenue Growth: The percentage increase in revenue generated from assigned accounts over a specific period, compared to the previous period.

This KPI measures the Sales Account Manager's ability to effectively grow sales within their portfolio, demonstrating their success in nurturing client relationships and driving business growth.

Customer Retention Rate: The percentage of retained customers within the account portfolio over a specific period, compared to the total number of customers.

This KPI assesses the Sales Account Manager's effectiveness in maintaining long-term relationships with clients, ensuring customer satisfaction, and reducing churn.

Average Deal Size: The average monetary value of deals closed by the Sales Account Manager within their portfolio over a specific period.

This KPI provides insights into the Sales Account Manager's ability to secure larger deals and maximize revenue potential from existing accounts.

QUALIFICATIONS:

• Associate Degree (BA) from a four-year college or university, or one to two years of related experience and/or training, or an equivalent combination of education and experience.
• Computer skills required: (Database Software (Access; Internet Software; Spreadsheet Software (Excel); Design Software; Order Processing Systems; Project Management Software; Word Processing Software (Word); Electronic Mail Software (Outlook); Presentation software (PowerPoint); and Publisher software (recommended).

Other skills required:

• More education or experience may be preferred.
• Exceptional verbal and written communication skills.
• Ability to collect, track, and analyze large amounts of data.
•  Adaptability and strong problem-solving skills.
• Excellent active listening skills.
• Ability to build rapport and collaborate with others within the company and externally.
• Understanding of consumer behaviors and industry trends.
• Extensive, accurate product knowledge.

COMPETENCIES:

• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
• Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
• Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
• Oral & Written Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Occasionally required to walk
• Continually required to sit
• Continually required to talk or hear
• Continually utilize visual acuity to read technical information, and/or use a keyboard

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.