Celebrity Cruises is a global multi‑billion‑dollar luxury cruise line headquartered in Miami Florida with local offices in Sydney Australia Operating a modern fleet of 15 ships the brand sails to destinations across the Caribbean Europe Alaska Asia South America the Galapagos and Australia/New Zealand
Celebrity has a strong and long‑standing presence in Australia and New Zealand contributing approximately 60000 guests annually with around 50% travelling internationally The deployment of the award‑winning Edge® Series to the region underscores Celebrity’s continued investment and growth ambitions locally
Renowned for innovation design and service excellence Celebrity Cruises has earned hundreds of global industry awards including recognition from TIME and Forbes Travel Guide Guided by its purpose to “Open up the World” the brand is committed to delivering exceptional guest experiences championing diversity and inclusion and advancing sustainability across its fleet and destinations
With this investment the brand is targeting significant growth over the coming years with all global regions expected to source more guests and grow revenues
POSITION SUMMARY
The primary purpose of the Head of National Accounts role is to drive superior commercial performance across the Australian market by exceeding guest revenue and Average Per Diem (APD) targets The role is accountable for delivering the High‑Value Trade Partner strategy driving new business growth increasing sales performance and attracting affluent consumers to Celebrity Cruises
Reporting directly to the Head of Sales the role leads a team of two Business Development Managers and operates across the Australian market to manage deliver and execute the trade distribution strategy This includes ensuring trade partners are equipped with the right tools insights and support to sell Celebrity Cruises effectively
The role has end‑to‑end accountability for the operational and commercial performance of Celebrity Cruises’ valued trade partners Through robust account planning effective commercial negotiation and senior‑level partner engagement the role drives sustainable profitable growth and builds strong long‑term partnerships Interstate and/or international travel is required
KEY RESPONSIBILITIES
COMMERCIAL PLANNING & PERFORMANCE
Develop and execute fully integrated sales marketing and training plans for high valued trade partners
- aligned to the booking curve and long‑term growth objectives
Translate partner market and consumer insights into robust- multi‑year account plans that deliver sustainable and profitable growth
Produce bespoke annual account plans for both key accounts clearly outlining initiatives to improve all key performance metrics including revenue passengers- APD and share
Provide operational insight into the Annual Operating Plan- ensuring account strategies are aligned to overall commercial and distribution priorities
Analyse account profitability distribution effectiveness and return on investment- ensuring all initiatives and investments drive optimal commercial outcomes
Identify and interpret industry- market and consumer trends to uncover future growth opportunities for Celebrity Cruises within both partners
Lead the analysis of weekly trading performance reviewing channel and partner data identifying trends- and providing actionable insights and recommendations to the trading and commercial teams
Gather and share competitive intelligence- recommending strategies to defend and grow performance in a competitive trade environment
Ensure Celebrity Cruises maintains strong brand visibility and advocacy across both partners- supported by deep product and sector expertise
KEY ACCOUNT LEADERSHIP & ENGAGEMENT
Own and manage multi-level relationships including senior key decision‑makers product managers
- and influencers at Key Account Trade Partners
Design and deliver bespoke engagement initiatives that drive loyalty and advocacy including familiarisation programs ship visits- leadership events and strategic activations
Manage the communication plans for both partners ensuring clear timely and impactful engagement on major announcements deployments- season launches and milestones
- Develop and implement a contact plan and wiring plan that drives shared accountability and delivery of agreed objectives
- Ensure team call plans and engagement activity are tightly aligned to strategic priorities and performance goals
CAPABILITY TRAINING & BRAND ADVOCACY
Oversee the delivery of targeted product
- sales and automation training tailored specifically to the needs of Key Account Trade Partners to improve conversion and reduce service drivers
- Identify and implement bespoke training solutions aligned to each partner’s strategy and performance objectives
Act as a senior brand ambassador for Celebrity Cruises at trade- consumer and industry events
Lead and host high impact customer events and educational experiences (eg ship visits conferences and launches) ensuring clear objectives- targeted follow up and measurable ROI
EMPLOYEE ENGAGEMENT
Provide leadership motivation and personal development to the team
- including an ongoing programme of development and the setting of SMART objectives and regular appraisals
Drive team engagement through regular communications proactive feedback- work/life balance and group activities
Drive adoption of all systems available to us to deliver our goals including PowerBI
- Salesforce and Social Media channels
- Ensure the sales team has the right tools to enable them to sell effectively and efficiently
Perform other duties as required This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position- Employees will be required to perform any other job-related duties assigned by their supervisor or management
EXPERIENCE / KNOWLEDGE & SKILLS
Strong relationship‑building and stakeholder management capability with the ability to engage influence and present credibly at senior levels both internally and externally particularly with large
- complex key accounts
Collaborative and inclusive people leader able to motivate- develop and engage a high‑performing sales team within a matrix organisation
High level of understanding and experience with digital marketing practices able to identify- challenge and shape partnership marketing activity to ensure high returns on investment
Brings a constructive solution‑oriented approach combining independent thinking with resilience and a consistently positive- can‑do attitude
Strong analytical and commercial capability with the ability to interpret data evaluate risks and opportunities- and translate insights into clear actionable roadmap that drive performance
Demonstrated ability to oversee and govern a portfolio of national accounts maintaining a holistic view of performance- investment and execution to ensure alignment with commercial objectives and long‑term growth priorities
Proven influencing and negotiation skills- able to align partner priorities with business objectives and deliver mutually beneficial commercial outcomes
Proactive and results‑driven leader demonstrating initiative- ownership and accountability in delivering agreed targets and strategic priorities
Well‑organised with strong planning prioritisation and execution skills- able to manage multiple workstreams and long‑term account plans effectively
Resilient and persistent maintaining momentum and focus when navigating complexity- change or competitive pressure
Strategic thinker with the ability to develop- communicate and execute account and growth plans that drive sustainable performance
Strong selling and persuasion capability- with a clear understanding of how to position a premium/luxury product within a competitive trade environment
Demonstrated commercial acumen including experience in contract management forecasting- budget oversight and ROI evaluation
Excellent written and verbal communication skills with the ability to communicate clearly- concisely and persuasively
Highly effective presentation and storytelling skills- able to influence outcomes at executive and partner level
Comfortable as an early adopter of AI‑enabled and emerging technologies- using innovation to enhance efficiency and commercial outcomes
Solution‑oriented- with a practical approach to identifying issues and implementing effective solutions
Flexible and adaptable- with the ability to travel extensively and work across varying partner and business environments
QUALIFICATIONS AND EDUCATION
5+ years’ proven success leading
- developing and motivating a sales or account management team in a commercially driven environment
Demonstrated experience in key account management planning & executing contracting and acquisition- preferably with large or complex partners
- Strong track record of commercial negotiation and delivering profitable growth outcomes
- Experience working effectively within a matrix or global organisation is preferred
- Sales or commercial experience from any relevant sector considered; travel or hospitality experience advantageous but not essential
- Valid driver’s licence with a clear driving record
INTERNAL/ EXTERNAL RELATIONSHIPS
- High Valued Trade Partners
Celebrity Cruises Australia- New Zealand and International Team
The wider Sales Team- Trade Marketing and Sales Support team in AUNZ
Shared services including GTS- Guest Engagement and Finance
