Job Description

JOB SUMMARY

Provides account management support for global accounts in the Entertainment segment. 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; relevant 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
• Develop and implement the overall account strategy in alignment with segment strategic goals. Promote accountability to achieve desired business results.
• Verifies that local market strategy is in alignment with the overall global account goals.
• Provides account management support for global accounts in the Entertainment segment.
• 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 Entertainment (e.g., Global Account Executive - Entertainment, ecommerce, Marketing) and market resources (e.g., group sales within the sales office and 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 Group Sales in the 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.
• Establish and maintain strategic partnering relationships with key economic buying influencers. Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development; remove barriers to business solution development; build a customer-focused team.
• Ensure the development of account plans that focus on improving market share, leveraging efficiencies, generating revenue and reducing overhead.

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, Group Sales within the Sales Office); 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.