P&O and Cunard to get dedicated sales teams

Carnival has decided to split its Cunard and P&O Cruises sales teams just 18 months after a major shake-up.

The cruise giant carried out a major restructure of the 50-strong joint sales team in early 2016, creating new ‘partnership’ sales teams working across both brands.

The move led to ‘two record sales years’, but the group has now decided it’s time for another reshuffle.

Carnival said having dedicated teams would ‘strengthen trade partnerships and solidify brand distinction’ as P&O prepares to take delivery of its largest ever ship in 2020.

It wants to get the new dedicated teams in place well before September 2018, when cruises on the new ship go on sale.

Except for a handful of roles currently dedicated entirely to Cunard, all roles within the existing organisation will assume responsibility for P&O Cruises.

The group is now recruiting for a new Cunard UK sales director who will ‘establish the team and manage the transition’.

Until the changes are finalised by mid-2018, the current sales organisation will continue to be headed up by Carnival UK vice president of sales Alex White.

White said there were no anticipated redundancies as part of the shake-up.

"Clearly bringing in the biggest ship ever built for P&O is a fundamental step change and we need to rightsize the teams for both brands now, rather than getting a year or so down the line and realising there are competing priorities," he said.

In a letter to agents being sent out this morning, White explained: "As we enter this period of unprecedented growth it is critical that we recognise the distinct requirements and nature of each brand and offer an appropriate level of individual support to each of our agent partners who will continue to play a vital role for our brands.

"It is for this reason that we are announcing the introduction of individual sales teams for Cunard and P&O Cruises, which collectively represents a significant increase in dedicated resource."

After the shake-up, White will become vice president of sales and distribution for P&O Cruises, leading a larger team.

He will continue to report into Paul Ludlow, P&O Cruises senior vice president.

Meanwhile a new sales organisation is being established for Cunard under the leadership of David Rousham, who is currently the brand’s international development vice president.

Rousham will assume the expanded role of vice president of UK sales and international development for Cunard, and will continue to report into Simon Palethorpe, Cunard senior vice president.

Rousham added: "This is an evolution of the sales organisation and underpins the need for distinct sales requirements for each of the two brands. Getting the right guest on the right brand is vital to meet future sales needs and we are committed to making further investment to meet and grow the new to cruise audience through improved support for our valued trade partners."

The Partnership Team name will continue to exist but will be known as the Cunard Partnership Team and the P&O Cruises Partnership Team.
 

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