Account Director, Destination Sales

JOB SUMMARY

Provides account management support for 12-18 global accounts in the Strategic Partner, Signature, Premier and Select segments. Applies the principles of strategic account management and team-based selling. Partners with the appropriate Global Account Directors and Global Account Executives on the Enterprise Sales Team to fully understand the overall account strategy and how best to execute the strategy in the local market for their assigned accounts. Develops strategic relationships with secondary/non-central buyers with the purpose of driving market share and revenue to all Marriott brands on a global basis. Verifies the pull through of Business Travel (BT), group, and extended stay business for their respective market, as well as, the execution of outbound group and extended stay opportunities for their assigned customers.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional.
OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Preferred:

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.

• Lodging sales experience.

• Account management experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Implements the overall account strategy through the secondary/non-central buyers in their market.

• Confirms local market strategy is in alignment with the overall global account goals.

• Provides account management support for 12-18 global accounts in the Strategic Partner, Signature, Premier and Select segments.

• Retains, expands and grows account revenue through account growth, margin management and implementation of sales and marketing initiatives generated from the local buying locations.

• In partnership with the Global Account Directors, executes sales deployment strategies that maximize the utilization of available sales resources.

• Leverages appropriate corporate (e.g., Global Account Directors, ecommerce, Marketing etc.) and market resources (e.g., sales office, property leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level.

• Coordinates and manages large group transactions (in market and outbound) with Sales Offices and hotels, on behalf of customers.

• Participates in the Business Travel (BT) pricing of assigned accounts at the local properties.

• Achieves local account revenue and sales goals as defined by market leadership.

• Develops and achieves operating budgets and manages controllable expenses.

• Leverages methodologies, technical and business knowledge across the market.

• Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.

• Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.

• Leverages all available sales channels, i.e., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc, in an effort to optimize sales revenues.

• Applies the principles of strategic account management and team-based selling.

• Partners with the appropriate Global Account Directors and Global Account Executives on the Enterprise Sales Team to fully understand the overall account strategy and how best to execute the strategy in the local market for their assigned accounts.

• Verifies the pull through of Business Travel (BT), group, and extended stay business for their respective market, as well as, the execution of outbound group and extended stay opportunities for their assigned customers.

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Manages relationships with the secondary/non-central buyers in the market to optimize account reach and share.

• Serves as account’s “local service guarantee” by establishing that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.

• Acts as the customer advocate through understanding local account needs and opportunities.

• Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders (e.g., Enterprise Sales Team, Sales Office etc.); partners with key stakeholders in account planning and determining strategy execution approaches for the market.

• Develops a close working relationship with operations to execute strategies at the property level.

• Creates strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.

• Develops strategic relationships with secondary/non-central buyers with the purpose of driving market share and revenue to all Marriott brands on a global basis.