Luxury Account Director @ Marriott International

Sales & Account Management (2)
,

Sales & Account Management (2)

The Global Luxury Account Director - Leisure, UK will be a luxury specialist and responsible for developing and maintaining strategic relationships with key luxury accounts and segments within the respective geographical region. The position will be focused on the luxury travel industry segment working with travel agencies, including STARS agencies, tour operators and wholesale accounts. The Global Luxury Account Director is expected to meet established room night and revenue goals as set by the Senior Director, Luxury Sales and the Director, Global Luxury Sales while professionally representing The Luxury Group, Marriott International including Brand Extension responsibilities that ensure a strong relationship as a liaison with customers and each property, Brand Extension.

Position will be located in London, England and will report to Director, Global Luxury Sales- UK & EE.

CORE WORK ACTIVITIE

Manage a portfolio of Luxury Group GSO managed accounts as well as manage potential prospecting accounts.
Manage and lead as necessary, travel opportunities including Road shows, Tradeshows, Industry events, sales appointments familiarization trips, forums and account related activations.
Proactively research and update GSO, Corporate Office and Hotel colleagues on industry, market and account trends.
Represents Marriott’s luxury brands where applicable in vertical market segments.
Represent Marriott’s Luxury Brand Extensions.
Develop and maintain respectful working relationship at all levels of the organization, while working within the Marriott GSO to ensure results and goals are achieved.
Proactively identify opportunities to lead and take part in special projects that drive efficiencies for the broader team, including all projects allocated to you by your manager.
Lead and participate in client sales meetings.
Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment.
Ensure Strategic Account Plans focus on improving market share, leveraging efficiencies, generating revenue.
Use the systems provided such as Empower as the main account management tool.
Increase penetration of high potential accounts to optimize demand across all luxury brands and satisfy important property needs.
Provide informal mentorship to less experienced members of the GSO team.
Build Relationships with the following
- Internal: Marriott GSO, On-property sales, All Inclusive Hotels / Teams and marketing teams, Global Sales Offices and administrative support staff.
- External: Customer/Client Base in responsible markets.
Facilitate and lead customer presentations to accounts based upon customer needs.
Provide support for non-managed accounts with potential for luxury business.
Entertain customers as appropriate to establish and/or deepen the customer relationship to identify additional sales opportunities.
Develop communications templates/framework that can be leveraged by other team members to drive effective conversations with existing or prospective customers.
Proactively facilitate communication with the customer base.
Communicate with clients to gain full understanding of decision-making process including history, key decision factors, time line, and decision hierarchy.
Build and maintain good relations with relevant Marriott’s luxury properties to better understand property-specific needs and identify relevant business opportunities.
Maintain strong and collaborative working relationships with all members of Global Sales Organization.
Promote positive relations and teamwork with all members of the GSO.
Promote the financial success of Marriott International by ensuring all bookings and interactions support long-term financial reasoning.
Maintain complete knowledge of Marriott’s luxury portfolio; develop a complete and thorough knowledge of basic hotel capabilities related to numbers of rooms and Unique Selling Points.
Destination knowledge.
Leverage customer knowledge to proactively anticipate sales opportunities and solutions on behalf of the customer.
Anticipate and respond to all customer needs within a timely manner.
Maintain high level of knowledge of the competition’s product.
Comply with all Global Sales Offices policies and procedures.
Proactively facilitate communication with the customer base
Evaluate leads and offer comparable alternative Marriott luxury locations where applicable
Ensure all assigned accounts are aware of new-openings and up-coming locations
Facilitate, present and manage multi-year and multi-hotel opportunities
Develop library of Standardized Agreements and Addendums. Understand these agreements to effectively communicate with customers and colleagues when applicable and in collaboration with GSO Director
Organize familiarization trips, in conjunction with Agencies, Tourist Boards and Airlines.
Research and implement creative/effective methods to stimulate business.
Address incoming phone calls, emails and requests in a timely manner.
Update and maintain Empower with all customer and account history including strategic account plans and all activities.
Maintain the reporting mechanism to continuously educate property Sales Manages on the updated status of account.
Maintain a working knowledge of the computer systems as well as database systems ie Empower, STARs platform, tableau
Full knowledge of all Marriott programs including STARS, Bonvoy.

CANDIDATE PROFILE

Education and Experience Preferred

Bachelor’s degree or equivalent required.
Able to demonstrate strong selling skills/experience
Extensive experience (hotel, sales, leisure experience)
Experience in training delivery or development preferred
Proficient computer skills
Strong administrative skills
Strong project management and organizational skills
Good written and verbal communication skills
Ability to influence at all levels of the organization both at corporate and in the field while maintaining positive relationships with customers (both internal and external).
Solid sales skills with strong and ethical sales principles and processes
Ability to perform job function with minimal supervision, even under pressure and as a cohesive team member
Ability to be a clear thinker, analyze and resolve problems while exercising good judgment
Ability to remain calm and courteous with difficult and demanding situations
Ability to be able to maintain extensive travel requirements
Ability to prioritize, organize work assignments and follow-up
Ability to ensure security and confidentiality of guest and hotel data.
Ability to enforce the company’s quality procedures
Maintain high level of knowledge in reference to Marriott’s product
Maintain complete knowledge of and comply with all GSO policies and procedures
Ensure that processes meet Marriott’s standards in terms of consistency and standardization
Ability to manage electronic real time communication channels
Work effectively in a team environment
Strong preference for candidate who speaks English.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Luxury Account Director

Leisure

Marriott International

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