Do you share Hornblower's passion for providing amazing experiences? If you’re an enthusiastic team player who thrives in an environment where communication, creativity, and cooperation are encouraged, this may just be the opportunity for you.
The successful National Tourism Director will define and lead the short and long-term strategy around national client relationships for the Cruises & Events organization whilst partnering with local regional teams to drive brand awareness, increase share of wallet and optimized revenue growth in line with the company’s overall vision and strategy.
They are responsible for:
Designing and driving the national travel trade and 3rd party client relationship strategy
Effectively working with the regional tourism teams to relay said strategies and ensure optimal results
Optimizing the correct levers within the tourism market to deliver effective, sustainable revenue growth
Ownership of the OTA (Viator, Expedia, Get your Guide, etc.) relationships for Cruises & Events, including responsibility for maintaining proper listings and placement on their sites.
This position will provide leadership, expertise and whilst working collaboratively with corporate, regional and local commercial services leadership to maximize the value of those relationships.
This position will maintain a regular travel schedule across the portfolio.
Essential Duties & Responsibilities:
Strategy:
Lead the national sales strategy for the national tourism and partnership markets.
Work with SVP of Sales & Marketing to recommend strategic direction and planning to senior leadership to improve market positioning and to promote overall business growth for existing businesses.
Work with corporate marketing to develop and execute a national marketing strategy and campaign.
Collaborate with the VP Pricing & Revenue Management to ensure programs consider total revenue growth and profitability goals.
Collaborate with RDOS and Co-national director on strategy and action plan.
Identify, develop, maintain and enhance relationships and favorable contacts with new and existing partners/ clients; leverage those relationships to create new business opportunities.
Develop strategic client retention plans leading to long-term, mutually beneficial relations.
Provide consultation and recommending strategies to build and/or enhance our existing partnerships with clients.
Maintain strong relationships with our top 25 tourism clients, regularly checking in with them to gauge future opportunities in each region.
Foster "strategy sharing" discussions with clients to ensure that we remain aligned with each other's goals and objectives.
Act as a subject matter expert. Provide regular updates and knowledge sharing with the sales team. Provide the Product team with partner / customer / market feedback and help prioritize the functionality needed to drive sales opportunities and growth.
Find and initiate new sales opportunities through the performance of thorough analysis of existing partner/client accounts. Leverage events, whitepapers, webinars, industry concerns/issues and other strategic items/initiatives to drive new sales.
Sales Activity
Design and manage trade show schedule and budget for best ROI.
Support regional need by attending showcase events and traveling to cities that are hosting Fam’s when appropriate.
Provide recaps from all tradeshows and actionable items for each region to follow up on with 30-60-90-day reporting.
Oversee management of the tourism accounts database in Salesforce, ensuring accuracy of data and reporting.
Take the lead on identifying API needs for the tourism market and serve as a liaison to the Technology team in establishing connections with our top tourism clients.
Partner with marketing to create tourism sales collateral, marketing strategy and outreach.
Manage and coordinate third-party partners and reseller programs within the fleet.
Optimize and streamline the MWR (military-facing) and concierge incentive programs. Gain feedback from regions on best practices and create a unified approach.
Facilitate tourism referrals throughout the fleet, ensuring a smooth handoff to local port teams
Drive relationships with our OTA market and take the lead on high level strategic decisions. This includes having full ownership of the OTA market and ensuring that all listings are accurate, as they relate to placement, current photos, rates and descriptions.
Look for opportunities to streamline our OTA listings, using platforms such as Magpie, to allow for more efficient management.
Conduct monthly meetings with regional tourism Account Managers to develop local port knowledge, relationships and synergy as an organization.
In conjunction with the RDOS and SVP of Revenue identify areas for growth in each region, specifically by subsegment (student, domestic, international).
Help drive regional partnerships with local tourism authorities, focusing on the tourism division.
Provide monthly recaps of tourism bookings across the fleet to corporate and regional leadership.
Work closely with the other stakeholders (regions, corporate, other divisions) to develop a cohesive and productive culture. (meant to reference Encore, Experiences etc.)
Work in conjunction with sales enablement to further develop our relationship with national meeting and event procurement companies such as HelmsBriscoe.
Qualifications & Requirements:
Bachelor’s degree required. MBA or related master’s degree preferred
Hospitality Industry and / or Management Consulting experience highly desired
Superior knowledge of the travel and trade market, both from a group and individual perspective
Comprehensive knowledge of the domestic and international tourism markets
Previous experience managing the tourism market preferred
Extensive (5+ years) experience in sales with at least 2+ years of front-line sales experience
Demonstrated success in building insight driven, metric focused, multi-channel, integrated plans that deliver YOY revenue growth
Strong technical background with the ability to build out account hierarchies and campaigns within a CRM program
Excellent communication and interpersonal skills – both written and verbal – to be able to develop relationships across the business
A problem-solver and self-starter, capable of working in a fast-paced environment
Satisfactory background check
THE RESPECT SYSTEM embodies Hornblower Group’s mission, vision, values and operating principles. By creating a company culture that puts RESPECT at its core, we believe it will drive us to achieve our goal of becoming a Global Experiences and Transportation Leader.
Hornblower is proud to be an Equal Employment Opportunity and Affirmative Action employer. We prohibit discrimination and or/harassment of any type, including but not limited to discrimination and or harassment based upon race, religion, religious creed, color, national origin, ancestry, citizenship, sex, sexual orientation, gender, gender identity, gender expression, age, pregnancy or relation medical conditions, childbirth, breastfeeding, parental status, veteran and/or military statue, disability (physical or mental) medical condition, genetic information or characteristics, political affiliation, domestic violence survivor status, marital status, or other characteristics prohibited by federal, state, or local law. Additional, Hornblower participates in the E-Verify program in certain locations.
Pursuant to applicable State and local laws, including but not limited to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
