Bachelor's degree in Business Administration, Marketing, Hospitality Management, Communications, or a related field.
5-10 years of hotel sales experience.
Experience managing key accounts and generating new business opportunities.
Demonstrated history of meeting or exceeding sales goals and revenue targets.
Experience in hospitality, multi-property hotel sales, and large-group business development.
Responsibilities
Develop and maintain strong relationships with various client types to generate new and repeat business.
Identify sales opportunities through proactive prospecting and market intelligence.
Manage the complete sales cycle from lead generation to account retention.
Understand market conditions and customer needs to develop effective sales strategies.
Collaborate with property sales teams to ensure a seamless client experience.
Utilize sales tools and CRM platforms to maximize revenue opportunities.
Create and maintain accurate forecasts and account plans to support business objectives.
Benefits
Opportunity to work with a complex of five Marriott-branded properties.
Engagement in community and industry events to enhance networking.
Travel opportunities for client development and industry representation.
Full Job Description
Description
Market Senior Account Executive
What You'll Do
The Market Senior Account Executive is responsible for driving revenue growth by developing strategic client relationships, generating new business opportunities, and managing a portfolio of accounts across the market. This role serves as a trusted business partner to clients while collaborating with hotel leadership and sales teams to maximize market share and achieve revenue goals.
Key responsibilities include:
Developing and maintaining strong relationships with corporate, association, group, and local market clients to generate new and repeat business.
Identifying sales opportunities through proactive prospecting, networking, referrals, and market intelligence.
Managing the complete sales cycle, from lead generation and proposal development through contract negotiation and account retention.
Understanding market conditions, competitor activity, industry trends, and customer needs to develop effective sales strategies.
Collaborating with property sales teams and operational leaders to ensure a seamless client experience and successful execution of business.
Utilizing company sales tools, CRM platforms, and marketing initiatives to maximize revenue opportunities.
Creating and maintaining accurate forecasts, pipeline reports, and account plans to support business objectives.
Negotiating contracts and pricing agreements while ensuring profitability and alignment with company standards.
Participating in community, industry, and networking events to strengthen brand awareness and generate qualified leads.
Representing the market through outbound sales travel, client visits, industry trade shows, conventions, and other business development events to build relationships and generate new revenue opportunities.
Consistently achieving or exceeding established revenue, production, and account growth goals.
Selling for a complex of five Marriott-branded properties connected to the convention center in an urban market.
Developing and managing business within the West Coast and Southeast large-group markets, targeting groups requiring 500-1,500 rooms on peak nights.
What You'll Bring
Strong relationship-building, communication, presentation, and negotiation skills.
Strategic thinking with the ability to analyze market trends and identify growth opportunities.
Proven success in hotel sales, business development, account management, and revenue generation.
Ability to manage multiple priorities while maintaining strong attention to detail and follow-through.
Experience working with CRM systems, sales reporting tools, and contract management processes.
Confidence in client-facing interactions, presentations, networking, and industry representation.
Willingness and ability to travel for client development, sales calls, trade shows, and industry events.
Self-motivated, results-driven, and highly collaborative.
Qualifications
Bachelor's degree in Business Administration, Marketing, Hospitality Management, Communications, or a related field.
5-10 years of hotel sales experience.
Experience managing key accounts and generating new business opportunities.
Demonstrated history of meeting or exceeding sales goals and revenue targets.
Experience in hospitality, multi-property hotel sales, and large-group business development.
About White Lodging
White Lodging is a hospitality company that develops, owns, and operates hotels. The company was founded in 1985 and is headquartered in Merrillville, Indiana. White Lodging operates more than 30 hotels across the United States, including brands such as Marriott, Hilton, and Hyatt. The company also provides management services for hotels owned by other companies. White Lodging has been recognized for its commitment to sustainability and has received numerous awards for its environmental initiatives.
