Lead, Charter Sales

Journey with us! Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.
The Royal Caribbean Group’s Celebrity Cruise Lines brand has an exciting career opportunity for a full-time Lead, Charter Sales reporting to the Senior Manager, Charter Sales.
This position will be based in Miami.
Position Summary:
The Lead, Charter Sales (CMIC) is a senior commercial and business development professional responsible for driving charter revenue growth through the acquisition, development, and management of full-ship charter business. Reporting to the Senior Charter Sales Manager, this role serves as the primary commercial lead for charter opportunities and is accountable for managing the complete sales lifecycle, from prospecting and qualification through negotiation, contract execution, and operational transition.
This position owns a portfolio of high-value charter opportunities and strategic accounts, developing and executing sales strategies that maximize revenue, expand market presence, and strengthen long-term client relationships. The Lead builds and maintains executive-level relationships with clients, agencies, and key stakeholders while serving as a trusted advisor throughout the sales process.
Operating with a high degree of autonomy, the Lead exercises significant judgment in evaluating opportunities, developing commercial solutions, negotiating contract terms, and recommending strategies that support business growth. The role collaborates extensively with Revenue Management, Finance, Legal, Marketing, Hotel Operations, Product Development, and other internal stakeholders to align customer needs with organizational objectives and deliver profitable business outcomes.
As the department's charter sales subject matter expert, the Lead influences commercial strategy, supports business planning initiatives, drives adoption of sales best practices, and contributes to the overall success and growth of the CMIC organization. The role also serves as the CMIC Salesforce Champion, data integrity, pipeline visibility, forecasting accuracy, and sales process optimization across the charter sales function.
Essential Duties and Responsibilities:
Commercial Leadership & Revenue Growth
• Own and manage a portfolio of charter sales opportunities with accountability for achieving revenue, yield, retention, and growth objectives.
• Serve as the primary commercial contact for full-ship charter inquiries, charter RFPs, and strategic sales opportunities.
• Identify, develop, negotiate, and close new charter business while expanding opportunities within existing client relationships.
• Develop and execute strategic account plans, sales initiatives, and business development strategies designed to increase revenue and market penetration.
• Create and implement targeted sales and marketing campaigns that generate demand and support long-term charter sales growth.
• Monitor pipeline health, sales performance metrics, and key performance indicators to ensure achievement of business objectives.
• Develop accurate forecasts and sales projections to support commercial planning and business decision-making.
Client Relationship Management
• Build and maintain strong relationships with executive-level decision-makers, charter clients, agencies, and strategic partners.
• Lead client meetings, presentations, discovery sessions, ship inspections, familiarization visits, and commercial discussions.
• Coordinate and facilitate both in-person and virtual client engagements throughout the sales process.
• Serve as a trusted advisor by understanding client objectives and developing customized charter solutions that align customer goals with business priorities.
• Foster long-term relationships that drive repeat business, account growth, customer loyalty, and expanded revenue opportunities.
• Support charter-related events, customer experiences, and hosted programs that strengthen client engagement and brand advocacy.
Sales Execution & Negotiation
• Lead the complete sales cycle, including prospect qualification, solution development, pricing strategy, proposal preparation, contract negotiation, and execution.
• Prepare and present proposals, pricing scenarios, business cases, contract exhibits, and executive-level sales presentations.
• Lead negotiations involving pricing, inventory allocation, concessions, programming, contractual terms, and other commercial considerations.
• Evaluate opportunities and risks while exercising strong commercial judgment to maximize revenue and profitability.
• Secure internal approvals and align stakeholders to support customer requirements and business objectives.
• Manage multiple complex opportunities simultaneously while maintaining consistent follow-up and stakeholder communication.
Strategic & Cross-Functional Leadership
• Partner with Revenue Management, Finance, Legal, Marketing, Operations, Hotel Operations, and other business functions to develop customer solutions and maximize commercial outcomes.
• Analyze customer trends, market conditions, competitive activity, and business performance to identify revenue opportunities and inform sales strategy.
• Influence cross-functional stakeholders and business decisions without direct authority to drive successful commercial results.
• Lead the transition of contracted business to operational teams, ensuring clear communication of customer commitments, deliverables, event objectives, budgets, timelines, and risks.
• Support strategic initiatives that enhance charter sales performance, customer acquisition, commercial effectiveness, and organizational growth.
• Act as a change champion for sales processes, systems, reporting enhancements, and organizational initiatives.
Operational Excellence
• Maintain accurate account management, opportunity tracking, forecasting, pipeline reporting, and sales activity within Salesforce.
• Serve as the CMIC Salesforce Champion, acting as the primary resource for CRM best practices, process adherence, reporting enhancements, pipeline management, and data governance.
• Drive adoption and optimization of Salesforce capabilities to improve forecasting accuracy, sales productivity, customer visibility, and commercial decision-making.
• Ensure accuracy and completeness of customer, opportunity, pipeline, and fo

Skills
Business Development, Salesforce, CRM, Account Management, Negotiation

Experience
8+ yrs