Business Development Manager - Latin America
- Job Title
- Business Development Manager - Latin America
- Job ID
- 27742477
- Work Hybrid
- Yes
- Location
- Miami, FL, 33133 Hybrid
- Other Location
- Description
-
SUMMARY:
Azamara is seeking an innovative, passionate, detail oriented, and organized Business Development Manager (BDM) - Latin America to help evolve and propel our team during a time of exciting growth. BDM is responsible for the growth and management of the Trade and Direct distribution channel for Mexico and Latin America. The position leads the execution of a strategic sales business plan designed to achieve the brand’s revenue and guest targets as well as identifying and developing new business and market opportunities in the region for the Azamara brand, exceeding revenue and passenger targets.
The LATAM leadership role will develop and implement sales and marketing plans for Travel Partners and Key Accounts throughout the region, along with the continuous assessment of sales and marketing opportunities across all channels of distribution including Trade, MICE, Affinity Partners and the implementation of a sales and marketing plan to capitalize on key opportunities.
ABOUT AZAMARA:
Azamara is a global premium cruise line that inspires curious and passionate travelers to spend more time exploring the world with us on our immersive cruises. We offer our guests a world class experience onboard and while visiting destinations around the world. Our employees enjoy an environment that offers a hybrid schedule (3 days in the office) and collaborating in a beautiful office space located in the center of Coconut Grove.
WHY YOU SHOULD WORK FOR AZAMARA:- Be part of a growing and transformative company
- Work with a multicultural, global team of inspired professionals who believe in:
- CURIOSITY that makes us more open-minded, empathetic, better problem solvers, and more self-aware.
- SUSTAINABILITY that supports a world where blue meets green.
- INTEGRITY drives us to do the right thing even when no one is watching.
- ACCOUNTABILITY that supports empowerment and ownership for results.
- PASSION – it’s part of our DNA!
- Engaging, and friendly; a natural relationship builder and organizer.
- You have a good grasp of time management.
- You love what Azamara is about and feel energized talking about our organization and what it has to offer.
- You’re the one knocking on your supervisor’s (virtual) door rather than waiting for help.
- You are a good communicator and a great listener.
- You have a knack for coming up with creative solutions to challenging problems.
- You thrive in a flexible work environment and value the support and companionship that comes from being part of a high-performing team.
• Trade Communications and Key Account Management – Manage the Key Accounts portfolio in Mexico including consortia, wholesalers and travel partners, co-op management and budgets. Set up and manage the IR and PSR network in Central and South America that is cost effective and growth oriented. Assist in the planning, local adaptations and local execution of the annual marketing plans from the US as needed.
• Strategy and Planning – Manages and owns the Sales strategy for the Annual Operating Plan process, collaborating with the Azamara team to set the priorities and tactics for the Market to beat competition, exceed annual plan, and grow Average Per Diem (APD). Ensures account plans are in place to generate demand that meet booking curve needs. Provides strategic guidance to sales team as well as Marketing and Revenue.
• Trade Relationship Management – Understands and drives Trade Performance to achieve revenue and guest expectations. Develop and execute the strategy to grow High Value Trade. Maintains relationships with senior Trade executives. Works with Azamara brand team to ensure materials are distributed and understood, coordinate and manage local events. Represents the brand at key industry events, conferences, and association meetings, including Cruise Lines International (CLIA).
• Commercial Management – Negotiates trade agreements with strategic accounts with International Commercial Director and support team, ensuring commercial teams achieve both revenue and cost of acquisition requirements. Partners with International Management to identify and target key partners that can deliver booking curve requirements. Manages territory assignments that optimize both efficiency in process and effectiveness in the market.
• Revenue Performance - Works with International Commercial team in analyzing, tracking and planning the critical levers, including Commission, Coop Marketing, and other related costs. Understands industry and booking trends to collaborate on growth and emerging opportunities. Determines how to increase penetration and grow both existing and High Value Trade Partners. Leads the sales team in discussions around revenue performance in Trading Meetings, identifying opportunities for growth and improvement while adapting to competitor and external factors.
• Brand and Trade Marketing – Understands the brand’s key differentiators, competitors, pillars, and target markets to ensure all sales activities are aligned. Contributes proactively to strategic and tactical decisions, including revenue management, marketing, and deployment for Australia. Collaborates with International Leader to optimize strategy and planning that will target, reach, and grow High Value Guests. Ensures International team has an accurate and timely calendar of negotiated Travel Partner coop commitments.
• Strategic Acquisition Cost Management – Manages all commercial terms and plans for the Trade channel that optimizes ROI. Identifies opportunities to grow market share, increase revenue, and reduce costs through contracting and other negotiations.
• Financial Management – Develops and manages the Sales SG&A budget and commission expense line. Collaborates across the team to optimize spending for highest and best result. Provides sales forecasts and insights into areas for improvement.
• Employee Engagement – Work with international/US sales and sales support teams to use best practices and follow ways of working to ensure we create efficiencies of scale, simple processes, and implement easy to use tools for all partners in the region to work with us in an easy and mutually beneficial way.
• 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.
• Travel within LATAM and overseas will be required.
FINANCIAL RESPONSIBILITIES:
• Net Ticket Revenue
• APD and Load Factors
• LATAM market performance
• LATAM product performance
• Trade Commission and Sales Incentives
KEY RELATIONSHIPS: International Leader, International Commercial and Marketing team. Azamara International Sales teams, US Sales team, Call center, US support teams
WHAT WE LOOK FOR: (Requirements)
• Cruise, Travel, or hospitality industry experience required
• Knowledge of cruise partners, Virtuoso preferred
• 7+ years of sales (revenue-generating) experience
• Willing to work Hybrid minimum 3 days a week in Coconut Grove Office
• Demonstrated success in the luxury sector in Mexico/LATAM
• Bachelor’s degree preferred
• Proven record in business development and budget management skills
• Proven experience in senior-level travel partner relationship management
• Commercial thinking with a pragmatic approach.
• Strong negotiating skills
• Strong relationship building and communication skills with the ability to work cross functionally
• Demonstrated ability to communicate, present and influence credibly and effectively
• Proven experience of creating and presenting sales and marketing information
• Ability to create short- and long-term plans that align across multiple business functions and geographies
• Highly developed strategic and business skills and effective decision making.
• Bilingual required
