Director, National & Strategic Accounts

Overview

Windstar Cruises is looking for an experienced and results-driven Director of National and Strategic Accounts to lead efforts in driving revenue growth across three key pillars: national account partners, Club 180 accounts, and the brand's top-producing travel advisors. This role leads a team who provide day-to-day support to Top Partner and Club 180 accounts, while the Director personally manages National Account relationships and provides strategic direction and oversight across all segments, engaging directly with top-tier partners and producers as needed. The candidate will leverage their expertise in the travel industry, along with exceptional relationship-building, leadership, and analytical skills, to interpret market trends and optimize performance metrics. By collaborating with cross-functional teams, this position responds to market conditions and ensures every partner and producer receives tailored solutions that elevate the Windstar brand. 

Responsibilities

Team Leadership 

• Directly manage, coach, and develop a team responsible for day-to-day support of Top Partner and Club 180 accounts. 
• Set goals and performance expectations for direct reports and conduct regular performance evaluations. 
• Ensure the team consistently documents processes and adopts AI tools and technology resources — including Send Sites for quotes and HubSpot — to drive efficiency and consistency. 
• Partner with the Sales Support team and Vacation Planning team to create and maintain SOPs for key processes. 

 

National Accounts 

• Build and maintain relationships with assigned National Account partners, serving as the primary point of contact and understanding their needs to deliver tailored solutions. 
• Develop and execute sales strategies with each National Account, helping them achieve and exceed revenue targets. 
• Negotiate and manage national account agreements, ensuring terms align with company objectives and profitability goals. 
• Identify new National Account business opportunities and work with the Commercial team to develop targeted growth strategies and campaigns. 

 

Club 180 Accounts 

• Oversee the team's day-to-day management of Club 180 Partner accounts, personally engaging with top-tier partners as needed. 
• Guide the development of annual and quarterly sales and marketing plans for each Club 180 account, using HubSpot and working with the Sales Leadership Team to align plans with agency accounts within each Club 180 partner. 
• Oversee product and automation training to ensure awareness of all products, including monthly meetings with Club 180 Management and quarterly webinars for advisors. 
• Manage co-op budgets for Club 180 accounts, monitoring and reporting on ROI. 
• Ensure the team facilitates training sessions and workshops for Club 180 members to enhance their knowledge of Windstar products and effective selling strategies. 

 

Top Producers 

• Oversee the team's relationships with top-producing travel advisors across all channels, personally engaging with the most strategic producers to ensure Windstar Cruises remains front of mind. 
• Guide the team in building solid relationships with top sellers, while proactively identifying new high-potential producers to build volume and expand Windstar's advisor network. 
• Design and deliver recognition, incentive, and engagement programs tailored to top producers' needs and selling patterns. 
• Monitor individual producer performance and ensure the team provides personalized coaching and support to maximize production. 

 

Cross-Segment Responsibilities 

• Provide regular reports and updates on sales performance, marketing trends, competitive trends, and account feedback across National Accounts, Club 180, and Top Producers, using Power BI to build and maintain dashboards and reporting. 
• Develop key relationships within each account portfolio with decision makers and influencers. 
• Drive sales and engagement via technology, including (but not limited to) social media, virtual meetings, HubSpot, Power BI, and telephone calls. 
• Work with the Regional Sales Team on all initiatives, keeping them well informed to support advisors and account programs. 
• Work with the Commercial team to ensure Windstar Cruises is well represented across all activity. 
• Identify opportunities for revenue enhancement through collaborations, promotions, and joint marketing initiatives. 
• Monitor sales performance, analyze market trends, and report on account activity; make data-driven recommendations to optimize partnership outcomes. 
• Represent Windstar Cruises at industry events, conferences, and trade shows; build networks within the travel community to further promote brand visibility. 
• Other duties as assigned. 

Qualifications

• Presentation Skills — comfortable presenting to audiences of all sizes. 
• Analytical — logically analyzes facts, data, and situations. 
• Takes Initiative — understands what needs to be accomplished and proceeds within the accountabilities of the job. 
• Organized — can create and maintain order in an environment and situation. 
• Selling — has the skills to convince and influence others to purchase a product or service. 
• Persistent — is tenacious despite encountering setbacks and obstacles. 
• Optimistic — demonstrates a positive attitude in all situations. 
• Innovative — able to think creatively and regularly thinks ‘outside the box.’ 
• Written/Language — clear and concise communication that conveys meaning effectively. 
• Negotiation Skills — able to use advanced negotiation techniques to achieve joint financial goals in complex negotiations. 

 

Qualifications and Requirements 

• Minimum 10 years' experience at a sales management level in the travel industry, working with national accounts, consortia, and key producers. 
• Prior experience directly managing a team, with demonstrated ability to coach, develop, and hold direct reports accountable. 
• Knowledge of national account structures, consortia agencies, and the travel trade is essential. 
• Proven track record of growing revenue across multiple account types simultaneously. 
• This role is remote and requires frequent domestic and international travel; candidates must be able to reach a major airport within approximately 30 miles of their primary residence.

Benefits:

For full-time employees, Windstar offers a comprehensive benefits package including: Medical, Dental & Vision; HSA & FSA; Life & Disability; Accident, Hospital & Critical Illness; Pet Insurance; Vacation, Sick Time and paid Holidays; 401(k) with Company Match; Employee Assistance Plan; Education Assistance and Employee Discounts & Travel Deals.

 

EEO: 

Windstar is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.