Account Director - Leisure

JOB SUMMARY

Manages and/or provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott's products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott's preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business.

CANDIDATE PROFILE 

Education and Experience 

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 3 years experience in the sales and marketing or related professional area; OR
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 2 years experience in the sales and marketing or related professional area.

Preferred:

• Total Account Management experience.
• Hospitality sales experience.
• English language, written and spoken.
• Local language, written and spoken.

CORE WORK ACTIVITIES 

The role of the National Account Sales Director is to support the National Sales Team vision and mission by by executing transactional sales excellence:

Sales and Account Management 

• Develops and implements the overall account strategy for assigned accounts. Execute sales strategy to achieve account goals.
• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• Current business accounts for new business within accounts.
• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
• Accurately qualifies potential accounts; re-qualify existing accounts.
• Articulates the financial benefits of a proposal as it pertains to the customer's business objectives.
• Collects & analyzes key information about the customer's business and/or operation.
• Counsels internal stakeholders on optimal negotiating stance.
• Demonstrates benefits of total account management and team-based sales.
• Demonstrates working knowledge of legal issues within industry.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers that influence the "buy" decision.
• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommend company products that match both the customer needs as well as the hotel's business needs.
• Suggests positive alternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure account saturation pull-through of account strategies and selling solutions at the local property level.
• Establishes and maintains accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.
• Represents all brands of Marriott Lodging.
• Manages proactive account, segment or regional sales.
• Supports 'in-market' needs of properties in a given regional area.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc)

Executes and support Marriott's Customer Service Standards and hotel's Brand Standards.

• Participates in and practices daily service basics of the brand
• MHR Genuine Care Basics
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building an Account and loyalty to the company.

Revenue Generation

• Identifies key purchase points and decision-makers that influence the "buy" decision.
• Relates customer needs to product capabilities.
• Routinely quantifies the business impact to both the customer and Marriott.
• Works with Revenue Management to support account strategy in-market.
• Builds and strengthens accounts with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, familiarization ("fam") trips, trade shows, etc.
• Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats.

Value Creation

• Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
• Delivers on commitments to customers.
• Delivers value-added products and services to create long term customer loyalty.
• Focuses on two-way communication to ensure win-win relationship is maintained.
• Serves as the account's "local service guarantee" by promoting outstanding service delivery at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction.
• Understands the overall market dynamics - competitors' strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts.
• Acts as the customer's advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (i.e. property Leadership).
• Effectively resolves guest issues that arise in the sales process. Bring issues to the attention of property leadership, as appropriate.
• Positions self as "Subject Matter Expert" in terms of customer or account activity, business segment activity or market/region activity.
• Uses knowledge of Marriott's operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Team Participation

• Monitors that account sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Facilitates educational opportunities that enhance credibility and integration between the National Sales Team and internal stakeholders.
• Identifies and cultivate relationships with key colleagues and stakeholders in other parts of the organization.
• Participates with account team in market pull-through activity.
• Supports 'in-market' needs of properties in a given regional area.

Other

• Performs other duties as assigned to meet business needs.