Business Development Manager – Key Accounts Western USA and Canada
Carnival Corporation & plc, Santa Clarita, CA, United States
Job Description
One of the best-known names in cruising, Cunard is the world’s leading international premium cruise line, carrying millions of guests each year to hundreds of destinations around the globe. With parent company Carnival Corporation, Cunard is well known for its White Star Service and Trans-Atlantic Crossings. This role is responsible for the business development and revenue growth of a defined portfolio of key travel agency accounts and consortia within the West region. The position focuses on driving sales performance, strengthening strategic partnerships, and executing account‑specific growth plans aligned with Cunard’s commercial objectives and Cultural Essentials. The role operates with a high degree of autonomy and partners closely with internal Sales, Marketing, Revenue Management, and Customer Service teams. Here’s a summary of what Cunard is looking for in a Business Development Manager-West. Is this you? Responsibilities
Own and deliver sales performance for assigned key accounts and consortia. Develop and execute strategic account plans to drive share growth, grills penetration, and premium itinerary performance. Identify incremental revenue opportunities and close near‑term business through consultative selling and disciplined follow‑up. Utilize CRM systems (Salesforce preferred) to manage pipeline, track opportunities, document account activity, and support forecasting and reporting. Serve as primary relationship owner for assigned accounts, acting as the senior point of contact. Conduct regular business reviews, strategy sessions, and performance tracking. Develop and manage co‑op marketing plans in partnership with Marketing and agency stakeholders. Oversee execution of campaigns, events, and promotions tied to measurable results. Participate in trade conferences and industry events, often including evenings and/or weekends and occasional international travel, to support commercial objectives and account growth. Partner cross‑functionally to align sales, marketing, and service execution. Provide consistent feedback and insights to leadership on market conditions and competitive dynamics. Manage assigned budgets responsibly, ensuring alignment to ROI and commercial priorities. Knowledge, Skills & Abilities
Scope: This role operates with a high degree of autonomy and minimal day‑to‑day supervision, requiring strong planning, prioritization, and time management skills. The position is field‑based and involves regular travel, including participation in trade events, ship inspections, and agency engagements, some of which may occur on evenings or weekends. The role is responsible for managing multiple accounts and initiatives simultaneously, leveraging CRM tools (Salesforce preferred) to track activity, pipeline, and performance. Success is measured by sales results, account growth, and the ability to adapt to market conditions, competitive dynamics, and evolving commercial priorities. Problem solving: Applies sound judgment to resolve complex account, service, and commercial challenges. Balances customer needs with company objectives, identifying practical solutions that drive long‑term partnership value and revenue growth. Impact: Direct impact on regional and national sales performance, product penetration, and account retention. Decisions influence revenue outcomes, brand positioning within strategic partners, and Cunard’s competitive standing in the Northeast market. Leadership: Leads through influence rather than direct authority. Models Cunard’s Cultural Essentials, builds trust with internal and external partners, and demonstrates accountability, professionalism, and collaborative leadership. Requirements
Education: Bachelor’s degree required (Business, Marketing, Communications preferred) Minimum 3 years B2B sales experience Preferred 5+ years B2B sales experience within the travel industry Knowledge, Skills & Abilities (continued)
Strong consultative selling and presentation skills (in‑person and virtual) Excellent written and verbal communication Proficiency in Microsoft Office (Excel, Word, PowerPoint) Ability to plan, prioritize, and manage multiple initiatives independently Entrepreneurial mindset with strong collaboration skills Travel
25-50% with shipboard travel likely Work Conditions
Work beyond normal business hours or on weekends may be required occasionally to support business needs, projects, or operations. Physical Demands
May need to stand for long periods of time. Location
This position is classified as “remote.” As a remote role, it allows employees to work full-time from their home. It may also require regular travel to Cunard headquarters in Santa Clarita, CA for in-office collaboration. Benefits
Cruise and Travel Privileges for You and Your Family Health Benefits 401(k) Employee Stock Purchase Plan Training and Professional Development Tuition & Professional Certification Reimbursement Princess/Cunard is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
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One of the best-known names in cruising, Cunard is the world’s leading international premium cruise line, carrying millions of guests each year to hundreds of destinations around the globe. With parent company Carnival Corporation, Cunard is well known for its White Star Service and Trans-Atlantic Crossings. This role is responsible for the business development and revenue growth of a defined portfolio of key travel agency accounts and consortia within the West region. The position focuses on driving sales performance, strengthening strategic partnerships, and executing account‑specific growth plans aligned with Cunard’s commercial objectives and Cultural Essentials. The role operates with a high degree of autonomy and partners closely with internal Sales, Marketing, Revenue Management, and Customer Service teams. Here’s a summary of what Cunard is looking for in a Business Development Manager-West. Is this you? Responsibilities
Own and deliver sales performance for assigned key accounts and consortia. Develop and execute strategic account plans to drive share growth, grills penetration, and premium itinerary performance. Identify incremental revenue opportunities and close near‑term business through consultative selling and disciplined follow‑up. Utilize CRM systems (Salesforce preferred) to manage pipeline, track opportunities, document account activity, and support forecasting and reporting. Serve as primary relationship owner for assigned accounts, acting as the senior point of contact. Conduct regular business reviews, strategy sessions, and performance tracking. Develop and manage co‑op marketing plans in partnership with Marketing and agency stakeholders. Oversee execution of campaigns, events, and promotions tied to measurable results. Participate in trade conferences and industry events, often including evenings and/or weekends and occasional international travel, to support commercial objectives and account growth. Partner cross‑functionally to align sales, marketing, and service execution. Provide consistent feedback and insights to leadership on market conditions and competitive dynamics. Manage assigned budgets responsibly, ensuring alignment to ROI and commercial priorities. Knowledge, Skills & Abilities
Scope: This role operates with a high degree of autonomy and minimal day‑to‑day supervision, requiring strong planning, prioritization, and time management skills. The position is field‑based and involves regular travel, including participation in trade events, ship inspections, and agency engagements, some of which may occur on evenings or weekends. The role is responsible for managing multiple accounts and initiatives simultaneously, leveraging CRM tools (Salesforce preferred) to track activity, pipeline, and performance. Success is measured by sales results, account growth, and the ability to adapt to market conditions, competitive dynamics, and evolving commercial priorities. Problem solving: Applies sound judgment to resolve complex account, service, and commercial challenges. Balances customer needs with company objectives, identifying practical solutions that drive long‑term partnership value and revenue growth. Impact: Direct impact on regional and national sales performance, product penetration, and account retention. Decisions influence revenue outcomes, brand positioning within strategic partners, and Cunard’s competitive standing in the Northeast market. Leadership: Leads through influence rather than direct authority. Models Cunard’s Cultural Essentials, builds trust with internal and external partners, and demonstrates accountability, professionalism, and collaborative leadership. Requirements
Education: Bachelor’s degree required (Business, Marketing, Communications preferred) Minimum 3 years B2B sales experience Preferred 5+ years B2B sales experience within the travel industry Knowledge, Skills & Abilities (continued)
Strong consultative selling and presentation skills (in‑person and virtual) Excellent written and verbal communication Proficiency in Microsoft Office (Excel, Word, PowerPoint) Ability to plan, prioritize, and manage multiple initiatives independently Entrepreneurial mindset with strong collaboration skills Travel
25-50% with shipboard travel likely Work Conditions
Work beyond normal business hours or on weekends may be required occasionally to support business needs, projects, or operations. Physical Demands
May need to stand for long periods of time. Location
This position is classified as “remote.” As a remote role, it allows employees to work full-time from their home. It may also require regular travel to Cunard headquarters in Santa Clarita, CA for in-office collaboration. Benefits
Cruise and Travel Privileges for You and Your Family Health Benefits 401(k) Employee Stock Purchase Plan Training and Professional Development Tuition & Professional Certification Reimbursement Princess/Cunard is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
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