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 Head of Retail Accounts is responsible for driving strong commercial performance across the broader Australian and New Zealand retail trade excluding two key accounts by exceeding guest revenue and Average Per Diem (APD) targets
Reporting directly to the Head of Sales the role has end-to-end accountability for the operational and commercial performance of a diverse portfolio of Trade Partners across Australia and New Zealand leading the development and execution of effective trade distribution plans The position ensures trade partners are equipped with the tools insights and support required to sell Celebrity Cruises effectively
Through robust account planning commercial management and senior‑level partner engagement the role drives sustainable profitable growth and strengthens long‑term trade partnerships across the region The role also acts as a senior member of the sales leadership team contributing to broader retail direction channel performance and commercial decision‑making across ANZ Interstate and/or international travel is required for this role
KEY RESPONSIBILITIES
COMMERCIAL PLANNING & PERFORMANCE
Develop and execute integrated sales
- marketing and training plans for assigned Australian trade accounts and the New Zealand market aligned to the booking curve and long-term growth objectives
Translate partner market and consumer insights into clear- actionable multi‑year account plans that deliver sustainable and profitable growth
Produce annual trade account plans outlining clear initiatives to improve key performance metrics including revenue passengers- APD and share
Provide operational insight into the Annual Operating Plan- ensuring trade strategies align with broader commercial and distribution priorities
Analyse account profitability distribution effectiveness and ROI- ensuring initiatives and investment decisions deliver optimal commercial outcomes
Identify and interpret industry- market and consumer trends to unlock growth opportunities across the trade portfolio
Lead the analysis of weekly trading performance reviewing partner data- identifying trends and providing actionable insights and recommendations to the trading and commercial teams
Gather and share competitive intelligence- recommending strategies to protect and grow performance within a competitive trade environment
Ensure strong brand visibility and advocacy across trade partners- supported by deep product and sector knowledge
TRADE PARTNER ENGAGEMENT
Own and manage multi-level relationships including senior key decision‑makers product managers
- and influencers across assigned Australian and New Zealand trade partners
Design and deliver bespoke engagement initiatives that drive loyalty advocacy and commercial outcomes including familiarisation programs- ship visits and targeted activations
Plan and execute partner communications ensuring clear timely and effective engagement around major announcements deployments- season launches and milestones
- Develop and maintain a contact plan and wiring plan that supports shared accountability and delivery of agreed objectives
CAPABILITY TRAINING & BRAND ADVOCACY
Deliver targeted product
- sales and systems training tailored to the needs of trade partners to improve conversion and sales effectiveness
- Identify and implement bespoke training solutions aligned to partner strategies and performance objectives
Act as a senior brand ambassador for Celebrity Cruises at trade- consumer and industry events
Lead and host high‑impact customer and partner events (eg ship visits conferences and launches) ensuring clear objectives- targeted follow‑up and measurable ROI
EXPERIENCE / KNOWLEDGE & SKILLS
Strong relationship‑building and stakeholder management capability with the ability to engage
- influence and present credibly at multiple levels across retail trade partners
Collaborative and team‑oriented with the ability to work effectively within a matrix organisation and across multiple functions- Actively steps beyond core responsibilities to support colleagues and contribute to shared team outcomes
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
Highly analytical and commercially astute able to interpret data evaluate risks and opportunities- and translate insights into clear actionable roadmap that drive performance
Demonstrated ability to oversee and manage a portfolio of retail accounts maintaining a holistic view of performance- investment and execution
Proven influencing and negotiation skills- aligning partner priorities with business objectives to deliver mutually beneficial outcomes
Proactive and results‑driven- demonstrating initiative and accountability in delivering agreed targets and strategic priorities
Strong planning prioritisation and execution skills- with the ability to manage multiple initiatives and account plans concurrently
- Strategic thinker capable of developing and executing growth plan that drive sustainable performance
Strong selling and persuasion capability- with a clear understanding of positioning a premium or luxury brand within a competitive retail environment
Demonstrated commercial acumen including experience in forecasting- budget management and ROI evaluation
Excellent written verbal and presentation skills- with the ability to influence outcomes at partner and internal leadership level
Comfortable as an early adopter of AI‑enabled and emerging technologies- using innovation to enhance efficiency and commercial outcomes
Solution oriented- adaptable and comfortable working across multiple markets and travel requirements
QUALIFICATIONS AND EDUCATION
- Proven experience in retail account management or sales leadership within a commercially driven environment
Demonstrated success in account planning- partner development and commercial negotiations
- Experience working 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
- Australian and New Zealand trade partners (excluding two key accounts)
Celebrity Cruises Australia New Zealand and International Teams- including the wider Sales Team
- Trade Marketing and Sales Support team in AUNZ
Shared services including GTS- Guest Engagement and Finance
