National Sales Manager

Overall purpose of job Responsible to develop and manage Uniworld / U; managing and developing channels of distribution across Trade, partnerships and groups.

Purpose of this role is to maximise sales revenue, profitability and market share through effective people management, cost management and strategic planning.

A quality of leadership is required that encourages staff to achieve personal and department goals and will actively peruse the establishment of a culture that is customer focused, high performance, team based and accepting of change.

• Responsible for the overall  management of the Sales department
• Continued development and support for our preferred top core accounts and development of lower performing accounts
• Negotiate commercial activity with accounts  
• Implement and manage co-op activity including promotions, marketing, activity and promotions from start to finish delivering a defined ROI
• Develop strategic plans and projects
• Develop best in class presentations, small/major events, road shows, communications to Trade. Set brands apart from competitors
• Improve and implement key information flow that key accounts require including latest pricing/promotions/availability and results vs targets including vs agreed activity 
• Be fully aware of river cruise industry in general including competitor positioning and approach, build team with same awareness
• Management of major accounts
• Managing accounts within Southern based region
• Sourcing new targeted accounts
• Monthly Sales reports
• Development and full use of Sales Force
• Sales staff development and management
• Maintenance of sales department budgets and expenditure
• Achievement of sales targets

Key relationships 

• Managing Director
• Sales team
• Internal UK teams inc Marketing and Reservations
• Global Uniworld teams
• TTC teams
• Key accounts/major clients

Key performance indicators 

• Achievement of monthly, annual sales revenue - team/personal
• Achievement of annual sales revenue - Scenic Tours
• Development of platinum club
• Increased preferred distribution

Key Result Areas 

• Sales revenue/Market share
• Strategic Planning
• Budgeting/Cost Management
• Staff Management & Development
• Business Leadership

Performance Expectations

Sales Revenue/Market share

• Achieves departmental sales revenue objectives by implementing strategic sales plans, client analysis, account management and effective sales representation
• Monitors competitive activity and provides market intelligence regarding competitor threats
• Leverages existing relationships and opportunities to further develop the companies sales and brand awareness
• Establishes and maintains profitable working relationships and liases with key personnel in critical distribution and preferred partnerships
• Sets sales targets for all sales personnel

Strategic Planning

• Produces annual sales plans and departmental goals and objectives
• Expands the sales base through the introduction of new accounts, distribution channels and partnerships
• Markets and promotes  products through presentations, sponsorships, advertising, publicity, functions, client entertaining and participation in tourism and travel associations
• Develops plans for sales team to seeks new prospects

Budgeting/Cost Management:

• Develops overall department revenue, volume and yield budgets
• Ensures a controlled budgeting and cost process is developed, implemented and efficiently managed
• Sets operating budgets to efficiently manage resources and expenditure within the budget requirements
• Ensures departmental budgets are meet as a minimum requirement
• Allocates individual budget accountabilities to the sales team

Staff Management & Development:

• Provides regular feedback on performance to the sales team
• Develops a sales team that is sales focused
• Communicates expectations, roles and responsibilities to team members in a way which encourages individual/teams to take responsibility for their work
• Encourages, values and rewards the efforts and contributions of individuals/teams
• Provides mentoring and coaching support to individuals/team to enhance knowledge and skills
• Manages continued poor performance within agreed process
• Undertakes annual performance reviews with staff
• Manages absences to minimise impact on business
• Gains and maintains trust of key reports by adopting a "hands-on" approach to management.
• Ensures department goals and targets are met professionally.
• Ensures ongoing training is offered allowing continued staff development.

Business Leadership:

• Establishes long term relationship and sustaining credibility with directors and senior management
• Displays perseverance and initiative in achieving business goals and objectives
• Leads by example
• Ensures that other parts of the business are aware of specific Sales needs

Required Skills/Qualifications Essential

• Management experience in a sales environment preferably in cruise, luxury sectors
• Financial Management skills
• Strong strategic planning skills
• Strong sales, presentation and negotiation skills
• Product/Industry knowledge
• Proven leadership qualities that have built effective high performance teams
• Ability to build effective relationships
• Clean drivers licence
• Pro-active and driven

Desirable

• The ability to enable transfer of skills and knowledge to others
• Strong customer service orientation
• Experience in travel industry