Vice President of Sales USA & LATAM

Scenic Tours Europe AG

33d•Onsite

About The Position

Scenic Group is seeking a Vice President of Sales, USA & LATAM, to join our team at our corporate headquarters in Hollywood, FL. The Vice President, Sales will be a key executive responsible for executing and developing sales strategy. Will play a pivotal role in shaping the future of Scenic and Emerald Cruises & Tours, driving revenue growth, expanding market share and building strong relationships with key trade partners, regional and national consortia and MICE. The Vice President, Sales will report to President, Scenic Group (USA/LATAM). The Vice President, Sales, will lead the US / LATAM Field Sales, Inside Sales, Key & National Accounts, Sales Support, Groups and MICE teams to grow cruise revenues by executing against the US sales strategies and initiatives. The ideal candidate will possess a data driven, motivational leadership style, coupled with the experience and strategic instincts required to drive revenue in a global business through effective sales, relationship building, account management and demand generation. This person’s primary focus is to develop the people, processes and systems which maximize sales and revenue opportunities for Scenic’s expanding fleet and itineraries. The Vice President, Sales will partner closely with the Vice President, Marketing, Director of Commercial, the heads of Finance, Contact Center and Air to identify strengths, weaknesses and opportunities; providing leadership insight and direction to achieve optimal performance. S/He will need outstanding sales leadership skills to develop, train and measure an organization of nearly 30 sales professionals and drive profitable revenue growth. The VP is responsible for ensuring the organization’s sales resources and investments are managed and levered to their fullest potential with a strong emphasis on analysis measuring the ROI. The VP will direct the multi-year vision for the Sales team, aligning sales initiatives with Scenic’s market strategy, brand and segment development needs. The VP is accountable for the development and implementation of innovative initiatives to enhance sales and revenue in each region, clearly articulating the importance of the strategy, programs, goals, benefits and achievements which are aligned to Scenic’s market objectives. Participate in evaluating new technology and tools to improve the sales function is key. S/he will further monitor, measure and manage the effectiveness of all sales resources and investments within this team. The role is based at Scenic Cruises US headquarters in Hollywood, Florida and is expected to be an in-office role. Travel up to 50% of time is required for the role.

Requirements

10+ years in sales leadership roles in luxury travel, cruise and/or hospitality industry
5 years in a senior leadership role.
Proven record of exceeding revenue targets, driving business growth and scaling high-performance sales teams.
Ability to travel frequently locally and internationally for business development and industry events up to 50% of time
Build and maintain strong relationships with key travel agencies, host agencies, and industry consortia (e.g., Virtuoso, Signature Travel Network and others).
Strong presentation, organizational, written, and verbal communication skills.
United States work authorization

Nice To Haves

Experience across cruise segments preferred.
Well-networked in the luxury vacation/travel industry with strong existing customer relationship. Relationships within luxury travel consortia are a plus.
Master’s degree or MBA is preferred.
Track record of developing programs and building sales capability during a high-growth period; exposure to independent, luxury and/or challenger brand dynamics is highly attractive.

Responsibilities

Manage and drive top-line revenue results for the United States and Latin America (predominantly through trade channels but at times participating in consumer direct activities).
Drive the adoption of new preferred supplier relationships with key national and regional consortia.
Develop data/reporting around sales activity attribution and ROI with clear account by account analysis to drive future business decisions.
Provide inspirational leadership to the regional sales and sales support teams, developing sales strategy for the group, sales processes, compensation and performance management practices to drive top-line growth and drive efficiency.
Actively own and lead the Sales budgeting, planning and forecasting processes for the US and LATAM.
Identify targeted go-to-market strategies for the region and provide a road map for sales efforts and new programs to drive penetration and share.
Represent SCENIC Group with key US and LATAM accounts as well as at impactful conferences and speaking engagements that support awareness and appreciation for the SCENIC offering.
Identify opportunities to enhance tracking and performance against key sales indicators to hold teams accountable for results.
Coach and mentor the sales organization, to strengthen the existing talent base and elevate the sales approach and performance standards.
Coordinate regularly with marketing, commercial, groups, air and contact center teams to ensure strategies and activities are aligned to optimally drive revenue objectives.
Support and develop strategy and execution of the launch of new ships/itineraries.
Collaborate actively with peers on the leadership team to drive continued growth for the organization.
Work closely with the commercial operations team, monitor and analyze sales performance metrics, producing executive-level reports with insights and strategic recommendations.
Establish sales goals, KPIs, and performance benchmarks, tracking progress and optimizing efforts to exceed targets for both Sales personnel and travel agency accounts.
Recruit, mentor and develop, a high-performing global sales team, fostering a results-driven culture.
Communicate Sales activities and business drivers to Founder and Chairman and Executive Committee on a regular basis
Identify and capitalize on opportunities to strengthen Scenic Group’s market position in the US/LATAM markets, leveraging niche agencies and targeted strategies to drive direct revenue growth and gain a competitive edge in market share.