National Account Executive- 12 Month FTC (Johannesburg)

Job description

Job Summary

The National Account Executive is responsible for managing the relationship with assigned key accounts within the transient, group and catering segments. The primary intent is to drive sales for hotels within South Africa. The National Account Executive will also facilitate opportunities for outbound hotels at the customer’s request. Proactively manages relationships with multiple stakeholders. Works in-conjunction with the National Account Team to ensure sales account revenue targets are achieved through strategic account management.

This person will drive share and further penetrate assigned mid to large size accounts, to drive profitable revenue to support hotel sales strategies. Proactively manages relationships with multiple stakeholders, managing a diverse portfolio

Technical Expertise

The following are specific responsibilities and contributions critical to the successful performance of the position:

Sales and Marketing

·  Maintains and grows business of existing accounts based on targets set in conjunction with key stakeholders involved.
·  Account owner or supporter for key market accounts; creates sales strategy for account penetration. Coordinates and completes sales activity and follow-up with account team members, where applicable e.g. Global Sales Organization
·  Executes sales activity and strategy to achieve agreed account targets for all hotels in National Sales where appropriate. (Sell International Hotels where customer requires subject to International Booking Fee conditions). Drives Booking Fee based on set target for non-participating hotels.
·  Identifies and develops new markets/segments from accounts managed, including International where applicable.
·  Proactive Sales - penetrates assigned accounts for group, extended stay, catering and transient business. Maintains current business relationships and networks for new business within accounts.
·  Manages opportunity details and proactively develops customer solutions.
·  Works independently or centrally, depending on account, to establish appropriate business transient pricing for assigned accounts. May be required to coordinate pricing process for National Sales hotels
·  Proactively manages relationships with multiple contacts in assigned accounts.
·  Hotel Communication – Coordinates with hotels for site inspections and entertainment. Updates hotels on the status of their accounts and pending business and ensures follow-through and property “buy in” on customers service needs.
·  Maintains accurate and up to date account data and reporting using account management system.
·  Adheres to Marriott’s standard commission policy for EMEA

Guest Satisfaction

·  Displays leadership in guest hospitality; exemplifies customer service and creates a positive example for guest relations.
·  Establishes clear expectations for customers and properties throughout the sales process.
·  Transfers accurate, complete and timely information to operating departments at the properties.
·  Effectively resolves guest issues that arise as a result of the sales process. Brings issues to the attention of property leadership team as appropriate.
·  Participates in guest satisfaction review sessions to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues.

Other

·  Performs other duties as assigned to meet business needs.

Candidate Profile

Experience

·  Minimum 2 years proactive sales experience.

Skills & Knowledge

·  Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring a sale to closure
·  Strong customer development and relationship management skills
·  Knowledge of group, extended stay and transient business
·  Ability to execute successful sales strategies and strategic sales plans for individual accounts
·  Knowledge of lodging brands
·  Understands revenue management functions and account profitability
·  Strong communication skills (verbal, listening, writing)
·  Strong problem-solving skills
·  Effective decision-making skills
·  Strong organization skills
·  Excellent negotiation skills
·  Strong Presentation skills (verbal & PowerPoint proficient)
·  Strong ability to analyze data (proficiency in excel)
·  Ability to develop and maintain relationships at all levels
·  Ability to use standard software applications and hotel systems including SFA

Education or Certification

·  High School Diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin  your purpose,  belong  to an amazing global​ team, and  become  the best version of you.