Job Description
JOB SUMMARY
The Senior Manager, Strategic Accounts, is responsible for originating new strategic owner and enterprise client relationships while also expanding
penetration, retention, and long-term value realization across an assigned portfolio. This role positions the Marriott Procurement Services
Organization as a core commercial and value-creation platform by engaging and influencing owner and executive stakeholders, shaping account
strategies, and increasing participation in Marriott's procurement programs. The Senior Manager leads senior-level, owner-facing commercial
engagement for strategic accounts, demonstrates strong executive presence, and builds trusted-advisor relationships that support complex decisionmaking, renewals, and expansion into additional brands, markets, and programs. The role also governs portfolio-level financial exposure and
performance, and partners closely with Enterprise Procurement, Global Design, Development, Finance, and Brand teams to increase share of wallet,
improve retention, and maximize enterprise value.
CANDIDATE PROFILE
Education and Experience
Required
• Minimum 8 years' experience in the procurement, sales or account management field, preferably in the hospitality industry.
• Ability to travel up to 50%
Preferred
• 4-year degree preferred or equivalent work experience within the industry.
CORE WORK ACTIVITIES
• Originate and convert new strategic owner and enterprise client opportunities by identifying decision makers, mapping stakeholders, and
positioning Marriott procurement programs as a value-creation lever.
• Lead executive-level, owner-facing commercial discussions and presentations, articulating value drivers (cost advantage, scalability,
speed-to-market, and risk mitigation) and securing commitment to participate.
• Drive expansion and renewal strategy across existing accounts, increasing share of wallet and adoption across brands, markets, and
procurement programs.
• Own strategic account plans for a portfolio of strategic owners and enterprise clients, including acquisition targets, growth goals, retention
risks, and executive engagement cadence.
• Partner closely with Enterprise Procurement, Global Design, Development, Finance, Brand, and Sales stakeholders to align account
strategies with owner pipelines, conversion activity, and portfolio planning.
• Negotiate complex commercial terms with suppliers and service partners to ensure pricing, capacity, and service models meet strategic
account needs and enterprise objectives.
• Govern portfolio-level financial exposure and performance for strategic accounts, including forecasting, volume trends, margin
considerations, and management of $40-$50M in annual financial risk.
• Oversee supplier ecosystem performance supporting strategic accounts, ensuring FF&E and OS&E partners can deliver consistent
service, quality, and scalability across multi-property portfolios.
• Resolve high-impact commercial issues involving owners, suppliers, and internal stakeholders to protect revenue, relationships, and longterm account value.
• Represent the procurement programs business in enterprise pipeline, planning, and governance forums; provide insight on account
strategy, financial viability, and growth opportunities.
• Advance enterprise capabilities by standardizing scalable, repeatable account-based offerings, playbooks, and owner engagement models
that improve adoption and owner satisfaction.
Marriott HQ is committed to a hybrid work environment that enables associates to Be connected. Headquarters-based positions are considered hybrid, for candidates within a commuting distance to Bethesda, MD; candidates outside of commuting distance to Bethesda, MD will be considered for Remote positions.
