Vice President Field Sales

JOB NUMBER: JB04073

VACANCY NUMBER: ADV04904

SHARE: https://www.careers.msccruises.com/vacancy/ADV04904/vice-president-field-sales-fort-lauderdale

ORGANIZATION: MSC Cruises INC.

BUSINESS AREA: Office

LINE MANAGER: SVP Sales

MSC Cruises is the world's third-largest cruise brand with a strong presence in North America, the Bahamas, and the Caribbean. We are headquartered in Geneva, Switzerland, and are part of MSC Group, the leading Swiss-based shipping and logistics conglomerate. Being a European company, we offer second-to-none benefits, including excellent medical, 401K match, PTO, and hybrid work from home / in-office model. We employ over 30,000 staff globally and are expanding our Commercial team in South Florida. As part of this expansion we are hiring a Vice President, Field Sales. The VP Field Sales will be responsible for driving overall revenue generation within multiple regions in North America and overseeing a team of Business Development Managers. #L1-LC1

Supervise team of BDMs plus lead hiring efforts for additional team members to optimize number of BDMs / territories

Responsible for planning, organizing and directing sales programs for BDMs to attain sales and revenue goals

Develop, analyse and implement sales strategy and appropriate actions to increase sales penetration into potential markets

Build and maintain relationships with wider commercial team including inside sales and strategic / national accounts.

Collaborate with Marketing (particularly Trade Marketing) and Revenue Management to formulate and execute joint strategic and tactical sales initiatives

Create and scale a sales organization contemplating regional growth and opportunities and data-driven and metric- based productivity expectations

Implement reporting and KPIs that monitor progress and targets

Create a culture of accountability and achievement

Ensure alignment with our brand and create band ambassadors

Create a process to ensure communication flows (in all directions)

Partner with head of strategic accounts to ensure HQ and field are working optimally

Extensively review existing trade sales processes, reporting, KPIs and organization structure to identify areas for improvement

Work with Finance to set annual budget for trade sales team and consistently monitor performance against budget, reforecasting where necessary

Formulate plan to enhance above areas in partnership with SVP Sales and senior management team

Create a detailed roadmap for enhancements to reports / tools needed by trade sales team to manage accounts

Make recommendations to SVP for investment process, tracking and amounts for investment in field accounts

10+ years’ experience managing field sales representatives within the travel industry, cruise industry preferred

Demonstrable background in being a senior leader of BDM team with strong examples of team engagement and development

Bachelors degree preferred

Strategic level experience leading trade sales function to include designing the overall structure of the team and hiring for key positions / growing the overall team

Analytical and process oriented, proven background in reviewing existing structure, sizing, territories, productivity and using this analysis to enhance processes / procedures and maximize revenue generation

Strong background in interacting with senior management team and building impactful relationships both internally and externally

Able to undertake up to 50% business travel, including international. Role will include regular travel to head office in Miami for team events (if not based here) with travel to key trade events etc.

Solid knowledge of the travel industry, market trends and economic factors

US passport or green card

In the course of our recruitment and selection process, we may make your Personal Information available to third parties such as recruitment agency, intermediaries and other business partners.