Sales Director, CMI Sales

The Sales Director, CMI Sales is responsible for generating and growing business from corporate, charter, and incentive channels outside traditional travel agency distribution. This role manages a portfolio of assigned corporate and incentive accounts, cultivates new business opportunities, and oversees the sales cycle from lead generation through program execution and post‑sailing follow up. The Manager partners closely with internal stakeholders and shipboard teams to ensure successful program delivery, while maintaining accurate reporting within approved CRM systems. This position plays a key role in expanding Carnival Cruise Line’s presence within the MICE, charter, and B2B loyalty markets through relationship development, consultative selling, and effective account management.

Essential Functions:

• Develops and maintains strong relationships with assigned accounts through scheduled in-person and virtual sales calls. Maintains thorough documentation of all interactions and ensures accurate CRM records. Maximizes budgeted sales opportunities, including Carnival-sponsored experiential events, to grow account engagement and revenue.

• Identifies, qualifies, and develops new business opportunities within the MICE, charter, and B2B pre-paid loyalty segments. Generates leads through networking, industry involvement, and strategic outreach. Tracks and reports pipeline activity within approved CRM tools and executes a consultative sales approach to convert prospects into revenue-generating programs.

• Represents Carnival Cruise Line at industry conferences, client events, and account activities, serving as a brand ambassador within the corporate and incentive market. Supports the CMI team with ship inspections, charter sailings, group travel needs, and on-site program requirements as needed.

• Responds to all incoming leads within 24 hours and manages each opportunity through the full sales lifecycle, from initial response through program execution and post‑sailing follow-up. Ensures clients receive timely, accurate information to maintain momentum throughout the sales process.

Knowledge, Skills & Abilities:

• Scope: This role operates within a defined commercial scope that includes managing a portfolio of corporate, charter, and incentive accounts while collaborating with both shoreside and shipboard teams to ensure program success. This role maintains accountability for account relationships, contract processes, sales activity tracking via CRM, and execution support across multiple internal departments. While working within established pricing, contracting, and operational parameters, the role requires a high level of customer interaction, representation at industry events, and coordination of ship inspections and program activities. The role’s scope is focused on Carnival Cruise Line (CCL-only), with no direct reports but with responsibility for influencing stakeholders and supporting the CMI team’s operational and strategic objectives.

• Problem-solving: This role regularly navigates moderately complex sales and operational challenges, such as addressing client-specific program requirements, resolving contractual questions, and coordinating logistical needs during pre‑sailing and onboard phases. The role requires strong judgment in evaluating leads, prioritizing opportunities, and recommending solutions aligned with Carnival’s revenue and capacity strategies. This individual must respond promptly to inquiries—often within 24 hours—and adapt to evolving client expectations while balancing multiple accounts and timelines. When complex or high‑risk issues arise, this role escalates appropriately to leadership, applying analytical skills, commercial insight, and relationship management to ensure continuity and customer satisfaction.

• Impact: This role directly contributes to revenue generation by expanding CCL’s presence in the corporate, charter, and incentive markets through new business acquisition and the growth of existing accounts. Their ability to build and sustain strong customer relationships, respond quickly to leads, and provide exceptional program oversight supports repeat business and enhances CCL’s reputation within a competitive market segment. The accuracy of CRM reporting, the effectiveness of event and trade show participation, and the quality of collaboration with internal teams all influence the success of charter and incentive programs, ultimately impacting revenue performance, client loyalty, and Carnival’s standing in the MICE and charter space.

• Leadership: Although this role has no direct reports, it demonstrates leadership through influence, project coordination, and cross-functional collaboration. This individual guides clients through the sales and contracting process, advises internal teams on program needs, and serves as a visible representative of Carnival at industry events, ship inspections, and key customer engagements. The role often leads aspects of charter and incentive program planning, ensuring alignment between client requirements and operational capabilities. They may also support team development by sharing market insights, mentoring new team members, and modelling relationship-centered, ethical sales practices aligned with CCL’s compliance.

For all roles:

• Knowledge: Understanding of workplace policies and procedures / Familiarity with team collaboration tools and techniques.

• Skills: Strong time management and organizational skills

• Abilities: Ability to maintain reliable and consistent attendance / Capacity to be punctual and meet deadlines / Ability to collaborate effectively with colleagues and work as part of a team / Demonstrated professionalism in all interactions and tasks.

Essential/Minimum Qualifications:

• 7+ years of sales experience preferably in direct, supplier and/or incentives required

• Bachelor's Degree in Sales, Marketing, Business, Communications, Hospitality or related field.

Essential Experience Required:

• Contract Negotiations, Relationship Building  must be comfortable public speaking, strong written and verbal communications, time management skills, self-starter and driven to succeed, understanding of the MICE market preferred, enjoys networking with the ability to close sales. 

• CIS, CITP, CMP or other industry designated certifications preferred. 

• Excel, PowerPoint, Word, Outlook

Travel: 25-50% with shipboard travel likely

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

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

This position is classified as “in-office.”  As an in-office role, it requires employees to work from a designated Carnival office in South Florida Monday through Thursday each week. Employees may work from their homes on Fridays.  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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