Account Sales Leader 1

Job Number 22130105Job Category Sales & MarketingLocation Sales Support East, 7750 Wisconsin Avenue, Bethesda, Maryland, United StatesSchedule Full-TimeLocated Remotely? YRelocation? NPosition Type ManagementJOB SUMMARYLeads and manages a cross-area sales team of account executives in assigned account sales segment (e.g., Entertainment, Luxury, Association, Mid-Market, Airline, Consortia or Tour & Travel segment(s). Maintains operational excellence by directing productive, streamlined administrative functions and creating a selling environment that keeps non-sales activity away from the cross-sales area team. Maintains high performance levels by developing clear accountabilities, hiring the best candidates, providing development opportunities, addressing performance issues, and aligning performance and rewards to total account performance and property accountability. Hires, retains, and develops diverse, high caliber talent that makes a strong, positive impact on the organization. Anticipates future talent based on business needs. Provides account management support for deployed accounts for assigned segment(s). Applies the principles of strategic account management and team-based selling, and partners with the appropriate US Account Sales / Global Sales Organization to fully understand the overall account strategy and how best to execute the strategy for deployed accounts. Develops strategic relationships with local buyers with the purpose of penetrating and growing market share and driving revenue. Coordinates and manages large group transactions (e.g., in-market and out-bound) with Multi-Hotel Sales and/or hotels on behalf of the buyers and provides leadership to account sales team members as appropriate.CANDIDATE PROFILEEducation and ExperienceRequired: High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area.OR 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.Preferred: 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management. Proven leadership skills in supervising and managing associates. Lodging sales experience. Account management experienceCORE WORK ACTIVITIESManaging Sales Activities Implements the overall account strategy for deployed accounts at the buying locations. Verifies that the strategy is in alignment with the overall US Account / global account goals. Retains, expands, and grows account revenue through account growth, margin management, and implementation of Sales and Marketing initiatives. Executes sales deployment strategies in partnership with the US Account Sales Directors /Global Account Directors that maximize the utilization of available sales resources. Leverages appropriate corporate (e.g., US Account Sales Directors, Global Account Directors, ecommerce, Marketing, etc.) and market resources (e.g., Multi-Hotel sales, property leadership) to verify the pull-through and sustainment of account strategies and guest solutions. Coordinates and manages large group transactions (e.g., in market and outbound) with Multi-Hotel Sales and hotels on behalf of buyers. Leads the Business Travel (BT) pricing of assigned accounts in partnership with Revenue Strategy and US Account leadership. Champions business transformation and change efforts in support of Sales and Marketing strategies. Achieves account revenue and sales goals as defined by US Account leadership. Develops and achieves operating budgets and manages controllable expenses. Leverages methodologies and technical and business knowledge. Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction. Increases penetration of high potential accounts to optimize demand across all brands and satisfy important property needs. Leverages all available sales channels (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices) to optimize sales revenues. Applies the principles of strategic account management and team-based selling, and partners with the US Account Sales, Global Sales Organizations as appropriate to fully understand the overall account strategy and how best to execute the strategy. Coordinates and manages large group transactions (in-market and out-bound) with Multi-Hotel Sales and/or hotels and provides leadership to Business Transient Sales Managers. Performs other duties, as assigned, to meet business needs.Building Successful Relationships Manages relationships with buyers to optimize account reach and share. Serves as account’s “local service guarantee” by verifying that outstanding service delivery is maintained at every customer touch point and issues are resolved in a timely manner to the customers’ 100% satisfaction. Acts as the customer’s 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 provides feedback to key stakeholders (e.g., US Account Sales Team, Market and hotel leadership, Multi-Sales etc.); partners with key stakeholders in account planning and determining strategy execution. Creates strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas. Develops strategic relationships with local buyers with the purpose of penetrating and growing market share and driving revenue to hotels.Leadership Leads and manages a cross-area sales team of account executives for assigned segment(s). Directs the day-to-day operations of the account managers; monitors local execution of the account plan and verifies that it is aligned with the overall account strategy. Promotes accountability to achieve desired business results. Maintains operational excellence by directing productive, streamlined administrative functions and creating a selling environment that keeps non-sales activity away from the cross-sales area team. Maintains high performance levels by developing clear accountabilities, hiring the best candidates, providing development opportunities, addressing performance issues, and aligning performance and rewards to total account performance and property accountability. Hires, retains, and develops diverse, high caliber talent that makes a strong, positive impact on the organization. Anticipates future talent based on business needs. Develops pipeline of talent and career path by pursuing opportunities for cross-segment exposure and broadening. Verifies that the organization has the necessary resources and latest sales tools, including Empower,SFAWeb|CI and value-added products & services, and that they are being used effectively to maximize productivity and build sustainable competitive advantage.Colorado Applicants Only: The salary range for this position is $90,975 to $180,131 annually and offers health care benefits, flexible spending accounts, 401(k) plan, accrued paid time off (including sick leave where applicable), life insurance, disability coverage, other life and work wellness benefits and may include incentive compensation.  Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions.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.Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?