Marriott Careers

Senior Group Account Executive (MidWest) Remote

Plantation, Florida
Sales and Marketing


 

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Posting Date Jan 02, 2020
Job Number 19174015
Job Category Sales and Marketing
Location CALA Regional Office, 1200 S. Pine Island Road, Plantation, Florida, United States VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

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JOB SUMMARY

The Senior Market Account Executive is responsible for leading and managing a cross-area sales team of 5-7 account executives in the Strategic Partner, Signature, Premier, Select and Association segments. This person will have a direct reporting relationship to the Vice President, Sales or Market Account Executive Leader and will be responsible for maintaining high performance levels of the team by setting clear objectives, maintaining day-to-day operational excellence, and hiring, developing, and retaining high caliber talent who will make a positive impact on the organization. Additionally, the position may provide account management support for 3-4 global accounts that buy locally within the market. By applying the principles of strategic account management and team-based selling, this position will partner with the appropriate Global Account Directors on the Enterprise Sales Team to fully understand the overall account strategy and how best to execute the strategy in the local market. As account manager, this individual will develop strategic relationships with local buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the area. Additionally, the position will coordinate and manage large group transactions (in-market and out-bound) with Sales Offices and/or hotels on behalf of the local buyers.

CANDIDATE PROFILE

Education and Experience

• 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 experience.

CORE WORK ACTIVITIES

The Senior Market Account Executive will lead the cross-area sales team towards the execution of overall account strategy, business generation and team and hotel revenue goal attainment. Overall, the position is accountable for the following:

Account Management

• Implement the overall account strategy at the local buying locations. Ensure local market strategy is in alignment with the overall global account goals.

• Retain, expand and grow account revenue through local account growth, margin management and implementation of sales and marketing initiatives in the local buying locations.

• Manage relationships with the local buyers in the area to optimize account reach and share.

• In partnership with the Global Account Directors, execute sales deployment strategies that maximize the utilization of available sales resources.

• Serve as account's "local service guarantee" by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction.

• Act as the customer's advocate through understanding local account needs and opportunities. Identify emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders (i.e., Enterprise Sales Team, Market and hotel leadership, Sales Office etc.); proactively partner with key stakeholders in account planning and determining strategy execution approaches for the market.

• Leverage appropriate corporate (e.g., Global Account Directors, ecommerce, Marketing etc.) and market resources (e.g., sales office, property leadership) to ensure pull-through and sustainment of account strategies and guest solutions at the local property level.

• Leverage appropriate corporate (e.g., Global Account Directors, ecommerce, Marketing etc.) and market resources (e.g., sales office, property leadership) to ensure pull-through and sustainment of account strategies and guest solutions at the local property level.

• Develop a close working relationship with operations to ensure execution of strategies at the hotel level.

• Manage stakeholder relationships and serve as primary communication point with market GMs, Owners, and ASLs.

• Coordinate and manage large group transactions (in market and outbound) with Sales Offices and hotels, on behalf of local buyers.

• the BT pricing of assigned accounts at the local hotels in partnership with Revenue Strategy and hotel leadership.

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

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

Organizational Excellence

• Champion business transformation and change efforts in support of Sales and Marketing strategies.

• Direct the day-to-day operations of the account managers on the cross-area sales team; ensure local execution of the account plan is aligned with the overall account strategy. Promote accountability to achieve desired business results.

• Maintain 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.

• Maintain 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 hotel accountability.

• Hire, retain, and continually develop diverse, high caliber talent that makes a strong, positive impact on the organization. Anticipate future talent based on business needs. Develop pipeline of talent and career path by pursuing opportunities for cross-segment exposure and broadening.

• Ensure that the organization has the necessary resources and latest sales tools, including SFAWeb|CI and value-added products & services, and that they are being used effectively to maximize productivity and build sustainable competitive advantage.

Operational Excellence

• Achieve local account revenue and sales goals as defined by market and segment leadership. Develop and achieve operating budgets and manage controllable expenses.

• Leverage methodologies, technical and business knowledge across the market.

• Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.

• Increase local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.

• Leverage 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.

 
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.


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