[Hiring] Senior Manager, Charter and Incentive Sales @Holland America Group

Role Description

The Senior Manager, Charter & Incentives leads the strategic development, management, and execution of full-ship charter and high-value incentive group business for Holland America Line and Seabourn. This role owns a $70M+ annual portfolio and is accountable for driving sustainable revenue growth through new business acquisition, portfolio expansion, and disciplined yield management.

• Own the end-to-end charter and incentive sales strategy for Holland America Line and Seabourn, aligned with brand positioning, deployment strategy, and commercial objectives.
• Retain and grow an existing $70M+ portfolio through sophisticated account management, relationship expansion, and long-term partnership development.
• Proactively prospect and secure new sources of charter and incentive business, expanding market penetration and diversifying revenue streams.
• Establish and execute annual business plans, revenue targets, and pipeline strategies for the charter and incentive segment.
• Serve as senior commercial advisor on charter feasibility, deployment alignment, and opportunity prioritization.
• Oversee the issuance of charter and incentive group quotes, ensuring pricing integrity and alignment with revenue strategy.
• Lead the negotiation of complex charter party agreements, including commercial terms, concessions, and bespoke provisions.
• Partner closely with Revenue Management to leverage analytics and market intelligence, develop dynamic pricing strategies, and assess opportunity cost and maximize yield.
• Cultivate and maintain senior level relationships with an assigned portfolio of charter partners, brokers, and incentive houses.
• Act as the primary point of accountability for successful execution of charter agreements, ensuring all terms, conditions, and provisions are delivered as contracted.
• Develop and implement partner appreciation and engagement initiatives that strengthen loyalty and drive repeat business.
• Represent Holland America Line and Seabourn as a principal brand ambassador within the MICE and incentive marketplace.
• Interface with onboard operations, itinerary planning, marine, hotel, entertainment, and guest experience teams to address charterer customization requests.
• Ensure charters are executed in strict accordance with executed agreements while managing expectations and resolving issues proactively.
• Periodically escort full ship charters and site inspections, serving as on-site corporate representative and liaison between charterer and ship’s leadership.
• Represent Holland America Line and Seabourn at relevant industry trade shows, MICE events, and incentive-focused conferences.
• Mentor, lead, and develop direct reports who implement charter and incentive strategies, providing direction, coaching, and performance oversight to ensure consistent execution and achievement of business goals.

Qualifications

• Bachelor’s degree in Sales & Marketing, Business, or equivalent industry-specific experience.
• 5+ years of direct experience in charter, incentive, or complex group sales.
• Demonstrated success managing high-value, contract-driven commercial agreements.
• Experience negotiating multi-million dollar deals with senior external partners.

Requirements

• Operates as the commercial owner of the charter and incentive channel across two brands.
• Authority to negotiate charter terms within established policy and financial thresholds.
• Leads cross-functional decision-making for high-value, high-complexity charter opportunities.
• Confident, independent decision-maker with the ability to quickly assess risk, opportunity, and financial impact.
• Exceptional negotiator capable of structuring mutually beneficial outcomes.
• Strong analytical acumen to assess yield, opportunity cost, and long-term value.
• Excellent communication skills (verbal, written, and presentation).
• Self-starter able to operate independently while influencing across a complex organization.

Benefits

• Cruise and Travel Privileges for You and Your Family
• Health Benefits
• 401(k)
• Employee Stock Purchase Plan
• Training & Professional Development
• Tuition & Professional Certification Reimbursement