Strategic Accounts Manager

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take charge of the commercial performance and growth strategy for a designated territory or portfolio, managing an annual revenue responsibility exceeding $50M.

• Formulate and implement multi-year growth strategies for territories, accounts, and markets.

• Shape regional commercial plans, allocate resources, segment customers, and make investment decisions.

• Recognize emerging trends, competitive threats, and market opportunities, transforming insights into actionable recommendations.

• Cultivate and oversee executive-level relationships with key agency partners, consortium leaders, and strategic clients.

• Enhance existing partnerships, uncover new business prospects, and spearhead intricate commercial negotiations and contract discussions.

• Create and implement strategic account plans aimed at boosting partner engagement, productivity, ROI, retention, and overall portfolio performance.

• Assess business performance, project results, pinpoint growth opportunities, and advise on pricing, promotions, channel strategies, and commercial investments.

• Develop business cases and ROI analyses for strategic initiatives and resource allocation.

• Ensure optimal use of CRM systems, pipeline management, reporting tools, and sales processes.

• Lead and influence sales programs, promotional strategies, go-to-market initiatives, and change management efforts.

• Represent Celebrity Cruises and Royal Caribbean Group at industry forums, advisory boards, trade events, and executive customer interactions.

• Deliver strategic presentations, business reviews, and training programs.

• Collaborate with Sales, Revenue Management, Marketing, Finance, Operations, and other business functions.

• Act as a subject matter expert on strategic account management, commercial negotiations, market development, and complex customer opportunities.

• Mentor and support sales professionals through onboarding, coaching, and sharing best practices.

• Carry out additional job-related responsibilities as assigned.

⛳️ Requirements

• Bachelor's degree or a comparable combination of education and experience.

• Over 7 years of experience in strategic account management, business development, or consultative B2B sales.

• Fluency in both written and spoken English and French is mandatory.

• Proven track record of managing a revenue portfolio exceeding $50M and achieving growth, retention, and profitability targets.

• Demonstrated capability to influence executive-level stakeholders and commercial outcomes through strategic account planning, market development, and relationship management.

• Experience in leading complex negotiations, managing high-value customer relationships, and driving cross-functional initiatives without direct authority.

• Strong commercial, financial, analytical, and business planning skills, including the ability to utilize data and customer insights for decision-making.

• Outstanding communication, presentation, and influencing skills, with the ability to effectively engage with customers, partners, and internal leadership teams.

• Excellent organizational, territory management, and time management abilities.

• Proficient with CRM platforms, sales technologies, business reporting tools, and Microsoft Office applications.

• Experience with AS400 or similar reservation systems is preferred.

• Must show a commitment to integrity, accountability, innovation, inclusion, collaboration, and ongoing learning.

• A valid commercial driver's license and passport are required.

• Ability to travel regularly, approximately 40% of the time, both domestically and internationally.

• Must be available to work evenings, weekends, and attend customer, trade, shipboard, or industry events as business needs arise.

• No immigration sponsorship will be provided.

🏝️ Benefits

• A competitive compensation and benefits package.

• Excellent opportunities for career development.

• Travel to conferences and events both domestically and internationally.

• Opportunity to represent the organization at industry forums, advisory boards, trade events, and executive customer engagements.

• Access to training and professional development opportunities through strategic presentations, business reviews, and training programs.