Commercial

Sales & Service

Meet and exceed commercial targets and KPI’s for sales portfolio 

Manages an assigned territory and ensures long-term relationships are consistently maintained and developed. 

Grows revenue in accordance with goals and targets by increasing market penetration of the product  through new and existing relationships. 

Completes and documents a minimum of 25 physical sales calls per week in specified territory 

Identifies and develops direct sales opportunities and facilitates accordingly with all parties. 

Educate, train, promote and sell to agents on MSC products and services through webinar, MSC Online, direct calls and presentations. 

Negotiates group sales contracts in conjunction with the group department to achieve group budget and target. 

Works in conjunction with the marketing department to maintain clear and consistent communication in the marketplace. 

Host client educational trips as required i.e., famils, Ship Launches, Ship Visits, etc

Sales planning and Account Management

Develop, execute and evaluate regional sales & key account plans and activity to achieve the commercial targets and KPI’s. 

Prepare Portfolio budgets and business reviews for internal stakeholders 

Negotiate Travel Partner commercials and marketing deals. 

Aligning with a short and long-term business focus areas, you will create and develop a product strategy for distribution within your portfolio. 

Ensure the usage of BI and Insights to support development of activity

Identify and develop new business and market opportunities for to  achieve revenue and passenger targets for MSC Cruises Australia and New Zealand 

Lead, monthly, quarterly and annual commercial meetings, reviews and planning for key accounts within portfolio.

Foster and manage the relationship with key stakeholders at all levels within the organisation. 

Drive promotion of MSC Cruises through Trade Partner Channels including but not limited to marketing campaigns( FOC and COOP), training, expos etc 

Provides detailed promo notices to each account and follow up to ensure proper promotion and display through websites and promotional materials 

Retains and manages business relationships for each key account partner and develops a personalized approach to help maximize  profits from the partnership for Agency and MSC Cruises  

Identifies opportunities to grow market share, increase revenue, and reduce costs through  contracting and other negotiations. Achieves targeted budget requirements

Marketing

Provides Agents with sales and marketing assistance (e.g. development of marketing plans to support sales)

Provides Agents with promotional materials and collateral.

Works with MSC Marketing team to make  recommendations to enhance travel agency marketing effectiveness. 

Identifies local area marketing needs and develops the business case for investment. 

Leads/participates in trade shows, seminars etc. as needed. 

Contributes content  to B2B Social 

Collaborates with marketing team to develop annual trade marketing and collateral plan

Operational Management

Maintain daily and weekly sales reports detailing sales increase against budget via email and/or skype meetings 

Detail top sales activities from the week to team to share ideas and success stories

Update daily Sales Activity Report (SARS) excel sheets detailing objective and success of sales calls 

Plan, prepare and execute sales business plan for selling period incorporation with company passenger targets and revenue targets

Administration

Remains current on information received by Sales, Marketing and Operations.

Maintains an accurate and detailed agency or direct database within the Sydney office online system 

Completes tactical survey or projects, as assigned.

Sales Analysis and Reporting

Provides feedback reports to inform management of competitive conditions, enhance promotional effectiveness and facilitate development of marketing strategies.

Mine customer information for the purposes of increasing direct sales per customer and informing of marketing strategies

Reports on growth and development of market share.  Daily reporting to budget passenger numbers, weekly report to annual passenger budget state targets and revenue targets.

Understands industry and booking trends to identify new growth opportunities to share in weekly sales and trading meetings. 

Track sales and marketing initiatives acquisition costs for your portfolio to ensure commercial terms and plans for accounts optimizes ROI.

Compliance and Quality

Demonstrate commitment to OHS and QA, by being proactive in all related matters and observing MSCA policies, procedures and practices

Perform other duties as required.  This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.

Experience

Minimum 5 + years sales experience in travel industry or similar role

Proven record in business development and meeting and exceeding commercial sales targets

Must have experience in trade marketing activities and broad-based travel agency accounts and/or distribution systems.

Education / Training / Certifications

Bachelor degree or Tertiary qualifications in Business or Tourism (desirable)

Competencies

Knowledge of MSC Cruises product desirable

Good organisational, management and communication skills, including public speaking

Proven ability to develop and deliver sales presentations that close the deal

Strong commercial skills – including negotiation, sales planning, budgeting and forecasting skills.

Must be willing to travel frequently and work evenings and weekends.

Knowledge of Microsoft Office Excel and Word, Management systems

Time management skills and the ability to manage multiple projects essential

Ability to work under pressure in a fast-paced environment.

Strong customer service orientation, with the ability to actively listen, understand customer needs, and provide appropriate solutions.

Excellent stakeholder management skills with the ability to work collaboratively at multiple levels of the organisation to get things done

Hight team orientation, empathy, flexibility and sensitivity

Behavioral Fit

Able to work collaboratively and autonomously

Is customer focused

Demonstrates resilience and confidence

Able to build and grow relationships

Proactive, embraces personal accountability and is self-motivated

Commercially astute

Has high energy and an inclusive interpersonal style 

Lives the organizational values

Ability to deal with change

Languages

Fluent English(Knowledge of a second European language is preferred but not essential)

Permission to work Full-Time in New Zealand