Costa Cruise Line Business Development Manager - North America Market

This is a role specifically for Costa Cruises. 

To drive sustainable revenue growth for Costa Cruises by implementing innovative, data-driven business development strategies that expand our market presence while strengthening key partner relationships. This role will identify and capitalize on new business opportunities through analytical market assessment, creative engagement approaches, and strategic relationship management. The BDM will develop and distribute targeted newsletters, create and deliver comprehensive training programs and presentations for travel advisors, regularly monitor Key Account websites to ensure brand compliance and optimization, and strategically allocate marketing resources across key accounts to maximize ROI. Through these initiatives, the BDM will directly contribute to Costa Cruises' position as the preferred Mediterranean cruise option in the North American market.

Key Functions:

Business Development Manager - Key Accountabilities

Key Account Business Development (40%)

• Identify and pursue revenue growth opportunities within assigned key accounts
• Develop and implement customized business plans for each key account
• Track and analyze account performance metrics to drive strategic decisions
• Negotiate favorable positioning and promotional opportunities

Travel Advisor Engagement and Education (20%)

• Create and deliver comprehensive training programs and presentations
• Develop and distribute targeted newsletters with product updates and promotions
• Provide one-on-one support to help advisors optimize their sales strategies
• Represent Costa Cruises at industry events and trade shows

Key Account Website Monitoring and Optimization (15%)

• Regularly audit key account websites for brand representation and accuracy
• Identify opportunities to improve product positioning and content
• Collaborate with accounts to implement website enhancements
• Track conversion metrics from digital placements

Marketing Investment Optimization (15%)

• Analyze ROI across marketing initiatives within key accounts
• Recommend strategic reallocation of marketing resources
• Develop co-op marketing opportunities with high-performing accounts
• Ensure marketing spend aligns with revenue potential

Market Analysis and Competitive Intelligence (10%)

• Monitor industry trends and competitive activities
• Identify emerging opportunities and potential threats
• Provide insights to inform product development and positioning
• Contribute to Costa Cruises' strategic planning processes

Qualifications:

Education & Experience

• Bachelor's degree in Business, Marketing, Hospitality Management, or related field
• Minimum 5 years of progressive experience in sales or business development, preferably within the travel or cruise industry
• Demonstrated track record of exceeding revenue targets and growing market share
• Experience managing key accounts and developing strategic partnerships
• Proven success in data-driven business development initiatives

Technical Knowledge

• Proficiency in CRM systems (Salesforce preferred) and MS Office Suite
• Strong analytical abilities with experience in performance tracking and ROI measurement
• Understanding of travel industry distribution channels and partnership structures
• Experience with budget management and financial analysis
• Knowledge of digital marketing principles and website performance metrics

Professional Capabilities

• Exceptional relationship-building and networking skills
• Superior written and verbal communication abilities
• Strong negotiation and closing skills
• Strategic thinking and problem-solving capabilities
• Self-motivation with ability to work independently while contributing to team goals

Additional Requirements

• Willingness to travel extensively within assigned territory (up to 50%)
• Flexibility to work evenings and weekends as required for industry events
• Ability to represent the Costa Cruises brand with professionalism and cultural sensitivity
• Results-oriented mindset with focus on driving incremental revenue
• Experience working in a metrics-driven, high-accountability sales environment

Knowledge, Skills & Abilities:

Knowledge

• Comprehensive understanding of cruise industry, travel distribution landscape, and travel advisor business models
• Strong grasp of sales strategies, marketing principles, and promotional tactics specific to travel products
• Knowledge of digital marketing concepts, website optimization, and CRM systems
• Proficiency in contract management frameworks and Net Per Diem (NPD) maximization strategies

Skills

• Strategic account planning, relationship building, and persuasive communication (written and verbal)
• Data analysis, negotiation, and revenue management optimization
• Project management, prioritization, and time management across multiple accounts
• Training design and facilitation for travel advisor development

Abilities

• Capacity to identify business opportunities, translate data insights into strategies, and build credibility with partners
• Ability to develop account-specific approaches that maximize Net Per Diem and elevate booking values
• Proficiency in structuring beneficial contracts and balancing multiple priorities across accounts
• Adaptability to market trends while maintaining alignment with company objectives

HESS:

• Lead by example by ‘respecting and protecting’ the health and safety of yourself and others
• Ensure your team and colleagues speak up report all accidents, ‘near miss’ incidents and work-related ill health conditions
• Help your team follow HESS rules and procedures by promoting the HESS Golden Rules
• Attend HESS training & conduct risk assessments where required
• Demonstrate HESS leadership in accordance with our Heroes of Safe & Well program

Physical Demands:  Must be able to remain in a stationary position at a desk and/or computer for extended periods of time.

Work Conditions: Work primarily in a climate-controlled environment with minimal safety/health hazard potential. 

 This position is classified as “in-office.”  Because of the nature of the role, employees are required to work from a designated Carnival office in South Florida five days each week.  Candidates must be located in (or willing to relocate to) the Miami/Ft. Lauderdale area. 

Offers to selected candidates will be made on a fair and equitable basis, taking into account specific job-related skills and experience.   

At Carnival, your total rewards package is much more than your base salary. All non-sales roles participate in an annual cash bonus program, while sales roles have an incentive plan. Director and above roles may also be eligible to participate in Carnival’s discretionary equity incentive plan. Plus, Carnival provides comprehensive and innovative benefits to meet your needs, including: 

• Health Benefits: 
  • Cost-effective medical, dental and vision plans 
  • Employee Assistance Program and other mental health resources 
  • Additional programs include company paid term life insurance and disability coverage  
• Financial Benefits: 
  • 401(k) plan that includes a company match 
  • Employee Stock Purchase plan 
• Paid Time Off 
  • Holidays – All full-time and part-time with benefits employees receive days off for 8 company-wide holidays, plus 2 additional floating holidays to be taken at the employee’s discretion.  
  • Vacation Time – All full-time employees at the manager and below level start with 14 days/year; director and above level start with 19 days/year.  Part-time with benefits employees receive time off based on the number of hours they work, with a minimum of 84 hours/year.  All employees gain additional vacation time with further tenure. 
  • Sick Time – All full-time employees receive 80 hours of sick time each year.  Part-time with benefits employees receive time off based on the number of hours they work, with a minimum of 60 hours each year.   
• Other Benefits 
  • Complementary stand-by cruises, employee discounts on confirmed cruises, plus special rates for family and friends 
  • Personal and professional learning and development resources including tuition reimbursement  
  • On-site Fitness center at our Miami campus 

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