Celebrity Cruises is a global multi-billion-dollar premium cruise line headquartered in Miami Florida with local offices in Sydney Australia Operating a modern fleet of 15 ships the brand sails to sought-after destinations across the Caribbean Europe Alaska Asia South America the Galapagos and Australia/New Zealand Celebrity Cruises has established a strong and long-standing presence in Australia and New Zealand contributing approximately 60000 guests annually with around 50% travelling internationally The deployment of the award-winning Edge® Series to the region reflects Celebrity's continued commitment to innovation growth and investment in the local market
Recognised worldwide for its industry-leading design elevated service and innovative guest experiences Celebrity Cruises has earned hundreds of prestigious awards including recognition from TIME and Forbes Travel Guide Guided by its purpose to "Open Up the World" the brand is committed to creating unforgettable holidays while championing diversity inclusion and sustainability across its fleet and destinations
As Celebrity Cruises continues to invest in its future significant growth is planned across all global regions creating exciting opportunities to attract more guests strengthen strategic partnerships and drive commercial success
POSITION SUMMARY
This is an exciting opportunity to take ownership of one of the most important and fastest-growing commercial channels within Celebrity Cruises
As the Senior Manager of Online Accounts you will be responsible for driving outstanding commercial performance across the Australian and New Zealand markets delivering growth in guests revenue and Average Per Diem (APD) through our Online Travel Agency (OTA) partners
Reporting directly to the Head of Sales this highly visible role has end-to-end accountability for the commercial and operational performance of Celebrity Cruises' OTA partnerships You will lead the development and execution of the OTA distribution strategy ensuring partners have the tools insights support and engagement needed to successfully grow our business together
Combining strategic account leadership commercial planning analysis negotiation and senior stakeholder engagement you will play a pivotal role in strengthening long-term digital trade partnerships and delivering sustainable profitable growth across the region
This role requires interstate and/or international travel
Why This Role?
This position offers the opportunity to:
- Own and shape the strategy of a key commercial channel within a globally recognised premium travel brand
- Build and influence senior-level relationships with leading Online Travel Agency partners
- Drive meaningful commercial outcomes through data-driven decision-making and strategic account management Work closely with cross-functional teams across sales marketing revenue management- and commercial operations Represent Celebrity Cruises as a senior brand ambassador at industry events conferences partner engagements- and ship visits
- Contribute to the continued growth and success of Celebrity Cruises across Australia and New Zealand
Develop and execute integrated sales marketing and training plans for OTA partners
- aligned to the booking curve and long-term growth objectives Translate partner market and consumer insights into robust- multi‑year account strategies that drive sustainable and profitable growth Produce annual OTA account plans outlining clear initiatives to improve all key performance metrics including revenue passengers- APD and share Provide operational insight into the Annual Operating Plan- ensuring OTA strategies align with broader commercial and distribution priorities Analyse channel profitability distribution effectiveness and ROI- ensuring investment decisions deliver optimal commercial outcomes
Identify and interpret industry- market and consumer trends to unlock future growth opportunities within the OTA channel Lead the analysis of weekly trading performance reviewing partner data- identifying trends and providing actionable insights and recommendations to the trading and commercial teams Gather and share competitive intelligence- recommending strategies to defend and grow performance in a competitive digital marketplace
Ensure strong brand visibility and positioning across OTAs- supported by deep product and sector knowledge
KEY ACCOUNT LEADERSHIP & ENGAGEMENT Own and manage multi-level relationships including senior key decision‑makers product managers
- and influencers across OTA partners to drive desired outcomes Design and deliver bespoke engagement initiatives that drive loyalty- advocacy and commercial outcomes Plan and execute partner communications ensuring clear timely and impactful engagement across major announcements deployments- season launches and key milestones
- Develop and maintain a contact plan and wiring plan that supports shared accountability and delivery of agreed objectives
- Drive engagement with Celebrity's online platforms and automated solutions
CAPABILITY TRAINING & BRAND ADVOCACY Deliver targeted product
- sales and digital training tailored to the needs of OTAs to improve conversion and optimise performance Lead product and pricing strategy with partners including net rate and packaging opportunities- optimising the mix of FIT and group business to maximise yield and conversion
- Identify and implement bespoke training solutions aligned to partner strategies and commercial objectives Act as a senior brand ambassador for Celebrity Cruises across trade- consumer and industry events Lead and host high‑impact customer and partner events (eg ship visits conferences launches) ensuring clear objectives- targeted follow‑up and measurable ROI
EXPERIENCE / KNOWLEDGE & SKILLS Robust relationship building and stakeholder management skills with the ability to engage influence and present credibly at multiple levels both internally and externally
- particularly with digital and online trade partners Collaborative and team‑oriented with the ability to work effectively within a matrix organisation and across multiple functions- Actively steps beyond core responsibilities to support colleagues and contribute to shared team outcomes High level of understanding and experience with digital marketing practices able to identify- challenge and shape partnership marketing activity to ensure high returns on investment Brings a constructive solution‑oriented approach combining independent thinking with resilience and a consistently positive- can‑do attitude Highly analytical and commercially minded with the ability to interpret data identify trends- assess risks and translate insights into clear actionable roadmap that drive performance
Proven influencing and negotiation capability- able to align partner priorities with business objectives and deliver mutually beneficial outcomes Proactive and self‑driven- demonstrating initiative and accountability in a standalone senior role Well‑organised with robust planning and prioritisation skills able to manage multiple partners- initiatives and deadlines in a fast‑paced environment
Resilient and persistent maintaining focus and momentum when navigating complexity- change or competitive pressure Strategic thinker with the ability to develop- execute and adapt account plans aligned to commercial and distribution goals Strong selling and persuasion skills- with a clear understanding of how to position a premium/luxury product through online channels
Demonstrated commercial acumen including experience in analysing performance- managing ROI and supporting contract or commercial discussions Excellent written and verbal communication skills with the ability to communicate clearly- concisely and persuasively Highly effective presentation and storytelling skills particularly when conveying insights- strategies and recommendations
Comfortable as an early adopter of AI‑enabled and emerging technologies- using innovation to enhance efficiency and commercial outcomes Solution‑oriented with the ability to identify issues- evaluate options and implement practical solutions Flexible and adaptable- with the ability to travel as required and operate across different time zones and partner environments
QUALIFICATIONS AND EDUCATION Proven success in account management partner development or channel strategy ideally within online
- digital or distribution‑led environments
- Demonstrated experience supporting or leading commercial negotiations and driving profitable growth outcomes
- Experience working within a matrixed or global organisation is highly desirable Sales or commercial experience from any relevant sector considered; travel- hospitality or luxury experience advantageous but not essential
- Valid driver’s licence with a clear driving record
Join Us on an Exciting Journey Ahead! This is a unique opportunity to combine strategic leadership and commercial ownership while influencing the growth trajectory of a world-class premium travel brand If you're passionate about building high-value partnerships delivering commercial results we'd love to hear from you
If this sounds like you apply today or reach out to our Celebrity Cruises Hiring Team to learn more about this exciting opportunity
📌 Senior Manager of Online Accounts (North Sydney)
🏢 Royal Caribbean Group
📍 North Sydney
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