Marriott Careers

Senior Account Executive - Airline

Massachusetts, United States; Pennsylvania, United States; Connecticut, United States; New Jersey, United States; New York, United States
Sales and Marketing


 

Check out pictures from associates at this location, and some videos too!

Posting Date Oct 15, 2019
Job Number 19142847
Job Category Sales and Marketing
Location Massachusetts, United States VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us

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?


JOB SUMMARY


Provides account management support for Airline customer accounts that buy locally within the market, to include airline accounts covered by the Enterprise Sales Team (EST). Works as the account manager on their assigned accounts, and partners with EST Global Account Executives and Senior Account Executives (SAE), Airlines associates from other Sales markets, to pull airline contract crew rooms into the hotels within their own Sales market. Works within the account team on airline accounts to coordinate Request For Proposal (RFP) responses across Marriott for those hotels that can meet the needs of this business. Partners with Revenue Management and the hotel teams to price and contract the airline crew business. Develops relationships with key account buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the Sales market. Partners with the Area Sales Leaders to penetrate ‘distressed passenger’ business from the airports in their specific Sales market.


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


• Focuses predominantly on Airline crew rooms/contract business opportunities from Airline accounts.

• Provides account management support for Airline customer accounts that buy locally within the market, to include airline accounts covered by the Enterprise Sales Team (EST).

• Manages any additional Business Travel (BT) and group opportunities particularly for airline accounts headquartered in the Sales market

• Implements the overall account strategy at the key buying locations.

• Verifies that local market strategy is in alignment with the overall account goals.

• Works with revenue management to control allotment of rooms to make adjustments based on market conditions.

• Analyzes potential contract base room needs, in partnership with revenue management and property sales strategy team.

• Targets appropriate airlines and contracts long-term flight business.

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

• Partners with EST Global Account Executive when appropriate to establish pull through of the EST account strategy.

• Utilizes US Sales specific business processes, tools and resources developed specifically for this segment.

• Partners with Area Sales Leader to jointly own the relationship with station managers at local airports for distressed passenger business.

• Leverages appropriate corporate (e.g., Global Account Executives, 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.

• Verifies that the Airline Contract Room Strategy Template and Airline Request For Proposal (RFP) Master Grid are updated on an annual basis.

• Coordinates site visits when applicable.

• 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 (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.) in an effort to optimize sales revenues.

• Develops relationships with key account buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the Sales market.

• Partners with the Area Sales Leaders to penetrate ‘distressed passenger’ business from the airports in their specific Sales market.

• Works within the account team on airline accounts to coordinate RFP responses across Marriott for those hotels that can meet the needs of this business.

• Partners with Revenue Management and the hotel teams to price and contract the airline crew business. Develops relationships with key account buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the Sales market.

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


Building Successful Relationships


• Manages relationships with the key buyers that drive business to the market to optimize account reach and share.

• Participates in an Account Team approach by working with EST Global Account Executives and Senior Account Executives (SAE), Airline associates in other Sales markets.

• 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 the 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 staff to execute strategies at the property level.

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

 
Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.


cookie preferences