Regional Director, Trade Sales – Midwest USA

Job Summary

The Regional Director, Trade Sales, will be responsible for achieving sales and performance goals by successfully executing in-market commercial B2B strategies through the development of a geographically based travel agency portfolio in support of commercial objectives. This team member will exemplify the motto of The Ritz-Carlton, representing best-in-class, results-oriented, sales professionalism.

• Strategic Planning & Execution: 
Directs the overall sales strategy for the assigned region. Determines regional revenue targets, territory planning, budgeting, and expense priorities while recommending and implementing changes to methods. 

• Partner Relationship Management: 
Building and maintaining strong relationships with key partners, acting as the primary point of contact for assigned accounts. 
Maintain a database of travel advisors for the purpose of communicating offers, news, and information in conjunction with marketing.

 

• Consultative Selling: Ensures a high level of partner commitment through effective communication, consistent engagement, and negotiation of annual agreements, providing recommendations based on the overall cost of sale/total value of account analysis.

• Sales & Revenue Growth: Achieve revenue growth targets by securing sales & marketing agreements, negotiating contracts, and implementing initiatives to increase RCYC adoption within the region. 
Develop strategic group opportunities to secure affinity and promotional group business. 

• Internal Collaboration: Collaborating with sales, marketing, and other internal teams to ensure alignment on objectives and execution of strategies. 
Foster and maintain collaborative and proactive communication with Marriott Global Sales Organization (GSO) and Luxury Group hoteliers that drive business and further establish ongoing commitment with corporate objectives.



 

• Performance Monitoring & Reporting: Establish revenue targets with appropriate agency partners and consistently review revenue productivity and progress toward achieving assigned targets, actively tracking sales performance, analyzing data, and providing regular reports to management. 




 

• Brand Ambassador: Represent The Ritz-Carlton Yacht Collection in various trade shows, conferences, seminars, annual events, ship inspections, and other sales-related functions as appropriate or as requested. Provide a win-win service resolution for partner and customer issues. 

• Territory & Account Development: Build and execute a detailed annual sales development plan that provides sales territory analysis, including requested marketing funds, trade show/conference attendance, anticipated travel & entertainment expenses, sponsorship opportunities, memberships, etc. 

• Training & Education: Conduct in-person or virtual educational training (in-person or virtual via webinars) for targeted travel advisors on product awareness and selling. Plan and host familiarization voyages as required. Participate in onboard events as required. 

Education: 

• Bachelor's degree in a related field of study, or any equivalent combination of relevant background and/or sales experience 

Skills & Experience:  

• Minimum 7 years travel industry preferred or 10 years in a commercial, revenue-generating environment with a client-facing sales or marketing focus
• Luxury hotel/cruise experience is a plus
• Sales & Business Development:
Proven track record of success in sales, business development, and account management
• Strategic Thinking: Ability to work on complex issues where analysis of situations or data requires an in-depth knowledge of the industry
• Communication & Presentation: Possess outstanding written & verbal communication skills, including dynamic public-speaking skills (webinars/presentations)
• Negotiation & Problem-Solving: Ability to negotiate contracts, resolve issues, and navigate complex situations
• Relationship Management: Strong interpersonal skills to build and maintain relationships with key clients and stakeholders
• CRM Proficiency: Experience using CRM systems to track customer interactions and sales activities
• Proficient in MS Office applications, including competent skills in Teams, PowerPoint, Excel, and Word
• Ability to travel nationally and internationally, hold a valid passport, state driver's license, and maintain a clean driving record
• Ability to work evenings and/or weekends.