Strategic Accounts Manager

Royal Caribbean Group · Toronto

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

We are proud to be the vacation-industry leader with global brands — including Royal Caribbean International, Celebrity Cruises and Silversea Cruises — the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests.

This is a remote position based in Quebec; however, candidates must be able to travel to accounts and meet sales calls goals, in addition to the ability to travel to conferences and events, both domestically and internationally.

Position Summary:

The Strategic Accounts Manager is responsible for managing and growing a strategically significant portfolio of trade partner accounts generating $50M+ in annual revenue. This role serves as a trusted advisor to executive-level customers, internal leadership, and the broader sales team, with accountability for advancing revenue, margin, yield, retention, and long-term market share growth across a defined strategic territory, region, channel, or market segment.

Operating with a high degree of autonomy, this role leads multi-year account and territory growth strategies, influences territory commercial planning, and translates market insights, customer intelligence, and performance data into actionable recommendations that impact business-unit outcomes. The Strategic Accounts Manager also serves as a subject matter expert for complex customer opportunities, commercial negotiations, partner engagement, and sales effectiveness initiatives.

This position is expected to lead through influence, mentor and develop other field and inside sales professionals, represent the organization in high-visibility customer and industry forums, and drive adoption of best practices that strengthen Celebrity Cruises’ competitive position and commercial performance.

Essential Duties and Responsibilities:

Strategic Commercial Leadership

Own commercial performance and growth strategy for a strategic territory or portfolio with annual revenue accountability of $50M+, driving revenue, margin, yield, retention, and market share objectives.
Develop and execute multi-year territory, account, and market growth strategies while influencing regional commercial plans, resource allocation, customer segmentation, and investment decisions.
Identify emerging trends, competitive risks, and market opportunities, translating insights into recommendations that impact regional and business-unit performance.

Strategic Account Management and Business Development

Build and manage executive-level relationships with key agency partners, consortia leaders, and strategic customers, serving as a trusted advisor and aligning commercial priorities with customer business objectives.
Drive profitable growth by expanding existing partnerships, identifying new business opportunities, and leading complex commercial negotiations, contract discussions, and escalated business matters.
Develop and execute strategic account plans that improve partner engagement, productivity, ROI, retention, and long-term portfolio performance.

Business Analytics & Commercial Decision Support

Leverage data, market intelligence, and customer insights to evaluate business performance, forecast results, identify growth opportunities, and provide recommendations on pricing, promotions, channel strategy, and commercial investments.
Develop business cases and ROI analyses to support strategic initiatives, funding allocation, and revenue-generating opportunities.
Ensure effective utilization of CRM, pipeline management, reporting tools, and sales processes to drive accountability and informed decision-making.

Sales Effectiveness, Market Leadership & Brand Representation

Lead and influence sales programs, promotional strategies, go-to-market initiatives, and change management efforts that improve partner engagement, customer acquisition, productivity, and revenue growth.
Represent Celebrity Cruises and Royal Caribbean Group at industry forums, advisory boards, trade events, and executive customer engagements while serving as a brand ambassador and industry thought leader.
Deliver strategic presentations, business reviews, and training programs that strengthen customer partnerships and enhance advisor knowledge and selling effectiveness.

Cross-Functional Influence and Leadership

Partner across Sales, Revenue Management, Marketing, Finance, Operations, and other business functions to advance commercial priorities and deliver integrated business solutions.
Serve as a subject matter expert on strategic account management, commercial negotiations, market development, and complex customer opportunities, exercising significant judgment and autonomy in business decisions.
Mentor and support sales professionals through onboarding, coaching, best-practice sharing, and informal leadership, helping elevate organizational sales capability and performance.

This position will 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.

Qualifications, Knowledge and Skills:

Bachelor's degree or equivalent combination of education and experience.
7+ years of experience in strategic account management, business development, or consultative B2B sales.
Must be fluent (written/spoken) in English and French.
Proven success managing a revenue portfolio of $50M+ and achieving revenue growth, retention, and profitability objectives.
Demonstrated ability to influence executive-level stakeholders and commercial outcomes through strategic account planning, market development, and relationship management.
Experience leading complex negotiations, high-value customer relationships, and cross-functional initiatives without direct authority.
Strong commercial, financial, analytical, and business planning capabilities, including the use of data and customer insights to drive decision-making.
Exceptional communication, presentation, and influencing skills, with the ability to operate effectively across customer, partner, and internal leadership groups.
Strong organizational, territory management, and time management skills, with the ability to manage multiple priorities in a fast-paced, geographically dispersed environment.
Proficiency with CRM platforms, sales technologies, business reporting tools, and Microsoft Office applications.
Experience with AS400 or similar reservation systems preferred.
Must demonstrate a commitment to integrity, accountability, innovation, inclusion, collaboration, and continuous learning.
Valid commercial driver's license and passport required.
Must be able to travel regularly (approximately 40% of the time) – both domestically and/or internationally.
Must be able to work evenings, weekends, and attend customer, trade, shipboard, or industry events as business needs require.

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!

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.

No immigration sponsorship offered.

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.

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