Director, Charters & Incentives

Journey with us!  Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

This position will work on-site in Miami, Florida.

Reporting to the AVP Global Corporate Incentive & Charter Sales, the Director Global Corporate Incentive, Charter Sales & Operations is responsible for the implementation of long-term sustainable and profitable growth strategies for the Global portfolio. The Director leads and manages the Global Charter Sales, International MICE, and Charter Operations teams to ensure maximization of growth opportunities which support the Global growth plan. Responsible for over $100+ million in gross ticket revenue & Onboard Guarantees.

This person is responsible for the planning, implementation, and control of all Charter Global Sales & operational related activities

Essential Duties and Responsibilities Director:

• Lead and develop high-performing Sales Managers and Operations teams to achieve exceptional results.
• Drive profitable revenue growth and expand the global charters and international sales business, focusing on key channels: Incentive Houses, Cruise Brokers, Independent Meeting Planners, Corporations, Associations, Charter Accounts, Royal Caribbean Offices (excluding China/Hong Kong), and International Markets (IRs).
• Lead end-to-end Salesforce & CRM project from initial concept to full implementation
• Develop and execute a comprehensive strategic plan, designed to exceed goals, drive measurable results and increase APD’s
• Identify and pursue growth opportunities by increasing group revenues while maintaining the continued growth in charter business
• Expand market presence by developing new business in high-potential segments such as FICP, automotive, MLM, etc.
• Optimize revenue generation by deepening account penetration and securing new business opportunities in both resale and corporate channels.
• Collaborate with International Offices to grow meeting and incentive-based sales across all eligible markets.
• Develop and execute strategies to identify and secure new charter prospects, ensuring alignment with corporate goals.
• Partner with department AVP to set sales strategies, establish goals, and prioritize initiatives while creating actionable business plans for the team.
• Monitor sales team performance, providing continuous coaching, guidance, and feedback to maintain accountability and exceed objectives.
• Develop strong relationships with key accounts to maximize retention, satisfaction, and revenue potential.
• Guide the team in creating effective sales plans, managing pipelines, and capturing competitive intelligence to capitalize on market opportunities.
• Collaborate with Sales Managers and Sales Executives to successfully negotiate terms, expedite proposals and contracts, and ensure sales are executed at optimal yield.
• Apply advanced analytical and financial skills to evaluate performance, refine strategies, and drive sustainable growth.
• Manage and oversee charter reporting, ensuring transparency and communication of metrics to all key stakeholders.
• Represent the company at industry events, site inspections, and corporate symposiums to drive business opportunities and enhance relationships.
• Ensure superior customer service delivery across all touchpoints to maintain client satisfaction in this high-value channel.
• Recruit, onboard, and develop sales talent, while supervising both sales and charter operations teams to achieve exceptional service for all clients.
• Collaborate with Group & Charter Operations and cross-functional departments to ensure flawless program execution and client satisfaction.
• Work with AVP to allocate program budgets, drive repeat business, and ensure timely financial payment compliance.
• Collaborate closely with the AVP to monitor and allocate budgets for marketing initiatives, trade shows, and co-op programs, ensuring maximum ROI.
• Coordinate and work with Sr. Manager of Marketing on all campaigns for Silversea C&I initiatives.
• Develop cross-departmental collaboration and influence Sr. levels with the value of C&I business. Create a seamless execution of initiatives and alignment with organizational objectives.

QUALIFICATIONS AND EDUCATION

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with little to no guidance.
• BS/BA degree or 10-15 years sales/management experience in the meeting and incentive market, charter sales and/or cruise industry
• Solid business acumen with the ability to think strategically and respond tactically.
• Experience in hiring, mentoring, training and managing high performance sales organizations.
• Excellent oral and written communication skills and the ability to deliver engaging and impactful presentations.
• Adaptable mindset and agile in adjusting to organizational changes.
• Very strong analytical understanding and data-driven approach
• Ability to implement and execute off of strategic direction
• Location: Position will be based in the Miami HQ office and requires 30-50% travel in field with sales team, industry events, programs, etc.
• Strong leadership skills and proven experience in leading and developing a sales team and accounts
• High attention to detail, highly-organized, disciplined, yet adaptable in a fast-paced meeting and event production environment
• Highly communicative and articulate in written and verbal communication. Clear and precise communication at all levels of the organization essential. Demonstrated ability to influence and negotiate decisions while motivating assigned staff
• Ability to effectively build relationships and adapt to various internal/external clients. Excellent interpersonal skills, strength in communicating in a multicultural environment with all levels of employees and management.
• Ability to multi-task and be flexible in a fast-paced environment.
• Detail oriented with excellent analytical and financial skills. - A creative problem solver
• Ability to define opportunities, collect and analyze data, establish facts, and draw valid conclusions to help the business move forward.
• Software: Proficiency in MS Word, Excel, PowerPoint, Outlook and SalesForce essential.
• Internal Candidates:  Familiarity with AS/400, Hyperion / Brio /Siebel systems essential.
• Language Requirements: Ability to read, analyze and interpret common financial reports and legal documents
• Ability to clearly and effectively present information to top management, public groups, and/or accounts.

FINANCIAL RESPONSIBILITIES

• Manages $100+M in gross ticket revenue & Onboard Guarantee.  Focus on achieving high ticket yields and driving pre and onboard spend to achieve corporate targets.
• Negotiates complex full ship charter proposals and contracts.
• Implement strategies to realize 10-15% increases in onboard revenue - Approximately $20+M in annual revenues.
• Oversees  the management of expense budget, cell phone and overall sales/marketing activity expenditures  for entire sales team. Work closely with AVP to ensure annual budget expenditures are aligned.
• Liaises with AVP and other departmental Managers to ensure accurate monthly and quarterly forecasts and reporting.

We know there's a lot to consider. As you go through the application process, our recruiters will be glad to provide guidance, and more relevant details to answer any additional questions. Thank you again for your interest in Royal Caribbean Group. We'll hope to see you onboard soon!

The position is not eligible for work authorization sponsorship

Agency and Third-Party Submissions : Please note this is a direct search by the Company, and applications through agencies and other third parties will not be accepted, nor will fees be paid for unsolicited resumes. Any unsolicited resumes will be considered the Company's property. 

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.