Account Manager - National Group Sales

Job description

Marriott International offers you the opportunity to find the hospitality job and career journey that's right for you. With more than 1100 managed properties and 18 brands you'll find us in your neighborhood and in more than 74 countries across the globe. Find Your World™ at Marriott.

Desired profile

Major Function

This position's primary function is to provide dedicated account management in order to gain penetration and maximize revenue. The Account Manager is responsible for optimizing Marriott's share of group meetings from a designated portfolio of National Accounts. This position's primary sales functions are facilitated via inside sales modes.

Qualification Requirements
To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements listed below are representative to the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Major Responsibilities
· Proactive account management, maintaining mostly telephonic relationships with each account's key buyers and intermediaries.
· Assist GAE/GAM with development and implementation of sales within partnered accounts
· Handle all aspects of RFPs:
· Assist GAE/GAM in the analysis of internal/external data for the purpose of selecting hotels to be included in the account proposal
· Engage the proper resources to ensure timely completion of the RFP. Correspond with Marriott hotels in a timely manner
· Utilize sales and negotiation skills to close on the business
· Ensure proper processes put in place to execute the agreed upon strategy
· Report on and analyze account information and relevant data; identify new business opportunities in their market segment and work with the GAE/GAM on creation of solutions.
· Maintain accurate and up-to-date account information
· Works with the GAE/GAM and GST to maximize team-based selling for partnered account opportunities leading to revenue maximization and customer satisfaction.
· Establish and maintain complete and up-to-date information on each account in SFA to ensure accurate reporting. This includes a thorough understanding of the account's needs, buying processes, history, plans, issues, organizational structure and strategies.
· Builds and maintains business relationships with key buying influences.
· Responds to customer inquiries/requests in a timely manner . Focuses on ways to improve overall buying processes with emphasis on "ease of doing business".
· Qualifies each business opportunity and suggests Marriott products which are in line both with customer needs as well as hotel's business needs.
· Monitors, updates and communicates lead status with customers and internal sales channels.
· Performs consistently in the area of sales, meeting production goals each period/quarter/annually.
· Proactively identifies new accounts and opportunities to grow account base and meet production expectations.
· Manages direct reporting responsibilities of Sales Coordinators. This includes managing day to day needs, providing performance feedback (HPP) as coach and mentor in developing skills and addresses performance issues accordingly.
· Keeps Leadership informed of trends, opportunities, market changes as needed.
· Responsible for assuming additional reasonable responsibilities as requested by management.

Job Skills/ Personal Competencies

· Knowledge of Marriott brands, business strategies, pricing strategy and market demands as well as “Need Dates”.
· Marriott Group contracts and legalities.
· Group business needs of each of Marriott's Brands.
· Microsoft Office, SFA, MARSHA, on-line RFP sites.
· Product knowledge of hotels both global basis.
· Ability to efficiently use spreadsheets.
· Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
· Ability to calculate figures and amounts such as tax and commissions.
· Keyboarding proficiency.
· Effectively navigate and utilize the Internet and Intranet.
· Has in-depth knowledge of the extended stay/group segments.
· Possesses professional maturity and strong business acumen.
· Is able to work well in an independent environment.
· Demonstrates self-confidence, energy and enthusiasm.
· Is able to manage group or interpersonal conflict situations effectively.
· Possesses relationship building skills.
· Possesses project management and time management skills.
Account Planning
· Collects & analyzes key information about the customer's business and/or operation.
· Identifies sales opportunities in alignment with Marriott's business needs.
Communications
· Uses active listening to ensure effective interactions with others.
· Develops and delivers clear, evenly paced presentations and training sessions, using technology appropriately. Proficient in meeting room set up; audio visual and other support services.
· Tailors message to appropriate audience.
· Provides effective written and verbal communication
Financial Acumen
· Articulates to the customer the financial benefits of a proposal as it pertains to the customer's business objectives.
Negotiation
· Negotiates terms and conditions, commitments and customer issues that enhance the sales opportunity and business relationship.
· Influences customer decisions that create mutual “wins.”
· Negotiates and leverages customer needs acting as a liaison between National Group Sales, properties and the customer.
· Proactively solicits new and existing accounts and customers through their final disposition.
Account Relationship Management
· Uses understanding of customer's organizational structure to enhance account management.

Sales Proficiency
· Demonstrates selling skills e.g. objectives, benefits, features.
· Relates customer needs to product capabilities.
· Is an effective “closer".
· Excellent selling skills and understanding of sales processes; can bring a sale to closure
· Possess excellent telephone sales skills
· Effective skills to up sell products and services
· Ability to implement successful sales strategies for multiple properties
· Effective decision making skills
· Possesses strong proactive and strategic sales skills

Candidate Profile

Previous Experience
Executive Meeting Manager
RSO or Hotel Sales Manager
Director of Sales
Sales Assistant
Sales Coordinator
National Account Executive
GST with total Account Management experience
Catering Manager, Event Manager, Convention Services Manager
Similar experience in external environment

Education or Certification
High School diploma or equivalent
Associate degree (AA) from 2 year college and/or two to three years of related experience or training
Bachelor's degree (BA) preferred or
Equivalent combination of education and experience
Hotel management training and sales training desired
English language both written and spoken

Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
· Associate is regularly required to sit
· Associate is occasionally required to stand and walk
· Associate must occasionally lift and/or move up to 10 pounds
· Specific vision abilities required by this job include close vision, distance vision and peripheral vision
· Specific hearing abilities required by this include ability to hear phone conversations clearly

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.