Manager, National Account

One of the best-known names in cruising, Princess is the world’s leading international premium cruise line and tour company, carrying millions of guests each year to hundreds of destinations around the globe.  We give our guests the Medallion Class experience others simply can’t. The Love Boat promises something for everyone. 

We are looking to hire a National Account Manager.  The National Account Manager is responsible for successfully maximizing the company’s financial goals, develop a strong business relationship with our national accounts/consortia, key accounts, and host travel partners, while upholding the company’s core values.  Be an experienced business development leader with 5-7 years of demonstrated history of delivering commercial value, improving performance, and implementing change.  Experienced in business development, contract negotiation, relationship building, account management, operational and sales management, budget forecasting and management, sales, and marketing.  Ability to work independently, excel in fast-paced and new environments, positive, energetic, enthusiastic and results oriented. 

Here’s a summary of what Princess is looking for in a National Account Manager.  Is this you? 

Responsibilities: 

Account Relationship Management

• Sets goals with top accounts including annual, quarterly, and trade where applicable. 

• Strategizes with accounts to meet company and account goals. 

• Works with each account to maximize the selling of our brand

• Develops Sales & Marketing plans, national promotions, incentives, events, and training opportunities.

• Initiates meetings with the accounts leadership team to discuss strategies for continuing and/or improving the accounts performance based on the analysis of the accounts business portfolio

• Advocate on behalf of agency management team and/or owners regarding policies, experience, and opportunities to gain market share.

• Works with Director, National Accounts in the negotiation of the annual business terms for all account agreements tendered

• Defines an annual contact strategy with key accounts to provide consistent, effective engagement and collaboration

• Plan and attend import functions, seminars, conferences, top producer events and trade shows. 

• Sets periodic training with top accounts.

Revenue Generation 

• Oversees the accounts efforts utilizing their allocated cooperative marketing, conferences/events and promotions budget agreed upon to advertise our brand effectively and efficiently to increase sales and profitability

• Provides consistent reporting of account performance and tracking to goal to upper management monthly

• Analyzes accounts and competitive trends to identify sales growth opportunities.

• Responsibility to alert the Director, National Accounts of any overage/savings in budgetary allocations as soon as the run rate of expenditures indicates a savings is likely and/or re-allocation of funding for investment funding opportunities.

• Works with each account to increase YOY revenues through maximum utilization of the company programs and sales tools. 

• Promotes and advocates the use of group program, exclusive promotions/offers to assure maximization of group space and amenities

• Analysis of inventory and advises accounts of sales opportunities

• Creates “out of the box” exclusive programs to create value-added proposition for accounts and their customers.  For example, exclusive value-added amenity programs Alaska, Japan and other trades. 

• Organizes and prioritizes various projects that are required on “as need basis”.  For example, conference/events calendar management, concessions cabin, LoveFest and cruise sale utilization.

Marketing Management

• Supports the development of annual marketing plans for National, Key and Host accounts where applicable

• Manages and tracks all approved co-op marketing including the vetting and proofing of various marketing pieces

• Ensures appropriate use of brand imaging, logos, and selection of trade/product to advertise

• Collaborates with marketing on the development of brand consistent presentations. 

• Collaborates with marketing for brand position, consumer trends and co-branding opportunities. 

• Develops marketing intelligence of competitive activities and materials

• Drives agent participation and completion of Academy training.

Budget Management

• Reviews and tracks account marketing plans

• Responsible for the submission of commitments and ensures accounts invoices, pre-bills are submitted and processed in a timely manner

• Helps ensure that T&E budget targets are met

• Submits timely Pcard expenses and iexpense reports

Travel and Internal Communication/Feedback

• Manages air, hotel, and car travel 

• Attends consortia/national account conferences, imports, account familiarization cruises, sales meeting events, top producer events, and regional training events•          Provides competitive data to commercial/product team for evaluation and pricing strategy

• Provides feedback to onboard product group regarding trade partner and customer experiences

• Communicates with guest services, customer services, contact center and Princess partner support team to ensure trade partner relationships are meeting and exceeding service level expectations.

• Advocates to company head office on behalf of Agency owners, managers and agents regarding business opportunities, policies, service delivery experiences,

Knowledge & Skills:

• Initiates business review meetings, with the National Accounts HQ offices to discuss strategies for continuing and/or improving the accounts performance based on the analysis of the accounts business. 

• Collaborates with local BDMs to supplement engagement via meetings, webinars, seminars and other events. •    Works with Director of Sales Administration, Commercial Team, Product Managers to ensure all negotiated pricing and exclusive offers maximize voyages forecasted PBDs.

• Works closely with Field Director of Sales/BDMs to ensure that all allocated regional National Account budgets are utilized in the most efficient manner, producing the maximum return in revenues.

• The National Account Manager plays a critical role in driving revenue growth for the business by managing and developing key accounts. Their responsibilities include developing new sales programs to increase Princess Cruises' market share, which directly impacts the company's overall performance and competitive positioning. This role has a significant impact across the business by setting the standards for account management and sales development within the discipline. It contributes to the strategic expansion of market reach and customer engagement, influencing broader areas such as sales strategies, marketing initiatives, and customer relations. Furthermore, the National Account Manager's efforts help establish best practices and elevate the discipline’s contribution to the company's success, fostering a culture of growth, innovation, and excellence that extends beyond individual accounts to shape the overall business trajectory.

• The role requires a strategic leadership level that emphasizes collaboration, coordination, and influence rather than direct supervision. While it does not involve managing direct reports, it demands a high level of leadership in terms of cross-functional engagement and stakeholder management.  Working closely with Business Development Managers (BDMs) in the field to develop and cultivate new business opportunities, requiring strong influence and partnership skills. Leading the planning, execution, and optimization of large-scale national campaigns, which entails managing timelines, deliverables, and strategic alignment across multiple regions.

• Knowledge:  Understanding of workplace policies and procedures / Familiarity with team collaboration tools and techniques.

• Skills:  Strong time management and organizational skills

• Abilities:  Ability to maintain reliable and consistent attendance / Capacity to be punctual and meet deadlines / Ability to collaborate effectively with colleagues and work as part of a team / Demonstrated professionalism in all interactions and tasks.

Requirements: 

• Bachelor's Degree, equivalent experience.  Bi-lingual (Spanish) with Excellent written, verbal communication and presentation skills.  Understand travel industry business models, ability to work effectively with remote teams/individuals.  Excellent analytical skills, proficient in Microsoft Office Word, Excel, Powerpoint and Salesforce management tool.  Ability to lead, coach and motivate travel advisors and to help them develop business and marketing plans.  Ability to work independently and effectively with agent partners and executives at all levels.  Ability to negotiate account issues and facilitate resolutions across various departments throughout the company.

• Bilingual Spanish and Equivalent work experience 5-7 years in cruise/hotel/hospitality industry related experience with sales, marketing and business development experience. 

Travel:   25-50% with shipboard travel likely

Work Conditions:  Work beyond normal business hours or on weekends may be required occasionally to support business needs, projects, or operations.

Physical Demands: Remain in a stationary position at a desk and/or computer for extended periods of time, reasonable adjustments will be offered.

This position is classified as “remote.”  As a remote role, it allows employees to work full-time from their home Monday through Friday. It may also require regular travel to Princess headquarters for in-office collaboration.  

Princess provides comprehensive and innovative benefits to meet your needs, including:

What You Can Expect  

• Cruise and Travel Privileges for You and Your Family 
• Health Benefits 
• 401(k)  
• Employee Stock Purchase Plan  
• Training & Professional Development 
• Tuition & Professional Certification Reimbursement 
• Rewards & Incentives  

Our Culture… Stronger Together 

Our highest responsibility and top priority is compliance, environmental protection and the health, safety and well-being of our guests, the people in the communities we touch and serve, and our shipboard and shoreside employees.  Please visit our site to learn more about our Culture Essentials, Corporate Vision Statement and our Core Values at: princess.com/en-us/company-information 

Princess is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Americans with Disabilities Act (ADA) 

Princess will provide reasonable accommodations with the application process, upon your request, as required to comply with applicable laws.  If you have a disability and require assistance in this application process, please contact [email protected]. 

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