For 130 years, we've been committed to continuously improving what we do for our guests and the people we work with. As Head of Sales, you'll be responsible for executing the commercial strategy delivering budgeted sales revenue for trade partners while managing costs specifically around commission and marketing support. You will deliver a robust and compelling partner strategy for the APAC region and will be responsible for managing and supporting the team in account managing trade partners that makes Hurtigruten easy to do business with. You will develop and execute multi-channel long-term selling and distribution strategies for the APAC market with a strong focus on B2B and leading source markets, working closely with the MD/VP Sales APAC on all core commercial strategies. Your team of sales professionals, under your guidance, will manage and coordinate all Travel Agent and National Account relationships. The source market focus includes Australia, New Zealand, while supporting emerging market sales strategies and team members across Asia and the sub-continent.
Key Accountabilities & Responsibilities Accountable for Sales performance across the region delivering on forecast expectations.Design targeted fit for purpose distribution strategies to achieve sales outcomes from targeted source markets.Focus team efforts on balancing revenue, yield, and occupancy KPIs.Manage commission and B2B and partner marketing budgets achieving desired ROI.Secure and expand VIP distribution across the B2B networks and non-traditional partnerships.Use detailed data to assist in making sound commercial decisions.Stakeholder engagement and relationship management.Develop detailed territory strategies based on performance data and go to market planning.Deliver and participate at international, national, and regional trade and consumer events, partnership and strategy meetings as required.Provide regular trading and account updates on performance with detailed analysis prior to trading reviews for commercial teams, VP, and CCO.Work in close harmony with the Head of Marketing APAC for B2B and B2C partnership solutions that remain on brand and consistent with global and regional strategies.Lead a team of motivated and engaged salespeople that embrace a performance culture.Be a strong leader, motivator, and passionate brand ambassador for Hurtigruten.Maximize cooperation and share (best practice) resources between relevant departments on a local and global level.Maintain a broad understanding of other areas of the Hurtigruten business and support where needed.Ability and flexibility for regular local and international travel.Academic and Professional Qualifications: Studies in business administration or tourism.5+ years professional experience in account management.Additional Knowledge: Excellent knowledge of corporate tools using Office products, in particular Excel, Salesforce, PowerBI.Experience in Revenue Management commercial partnership negotiations.Key Personal Attributes: Very good analytical skills & Excellent communication skills.Independent way of working.Resilient, fast-working, and accountable.Organised and disciplined. Always meets deadlines.Flexible work hours due to offshore peer meetings and hook-ups based in Oslo.Performance Indicators (metrics, KPIs, qualitative assessments): Revenue – Intake and Departure.Commission & Marketing Spend on Budget.Account feedback on you and your team – Easy to do business with.What's in it for me? Competitive salary and employee benefits including wellness package.Inspirational and friendly work environment in a dynamic team.Staff rates on our ships.Hybrid working arrangements.Modern and centrally located office in Melbourne.Development pathway opportunities as part of a global team.
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