Senior Account Executive Information

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Marriot International

MARRIOTT INTERNATIONAL, INC. (NYSE:MAR) is a leading lodging company with more than 3,400 lodging properties in 68 countries and territories. Marriott International operates and franchises hotels under the Marriott, JW Marriott, The Ritz-Carlton, Renaissance, Residence Inn, Courtyard, TownePlace Suites, Fairfield Inn, SpringHill Suites and Bulgari brand names; develops and operates vacation ownership resorts under the Marriott Vacation Club, The Ritz-Carlton Destination Club, and Grand Reside... Read More

Address	Marriott International, Inc. 10400 Fernwood Road Bethesda, MD 20817 301/380-3000
Website	www.marriott.com/
Holding	No Holding Details

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Senior Account Executive

JOB SUMMARY

The Senior Account Executive, Association will provide account management support for 40-60 mid-sized association customer accounts that buy locally within the market and are not covered by the Enterprise Sales Team. By applying the principles of strategic account management and team-based selling, this position will partner with the appropriate Association 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 for their assigned accounts. 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 assist with out-bound as a value-added service on behalf of local buyers.

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

The Senior Account Executive, Association will execute the overall account strategy for assigned association accounts to generate business on behalf of local hotels in the market. 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 association 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 market to optimize account reach and share.

· In partnership with the Association 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 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, Sales Office etc.); proactively partner with key stakeholders in account planning and determining strategy execution approaches for the market.

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

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

· Coordinate and manage outbound business on behalf of local buyers, as required.

· 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.

Operational Excellence

· Achieve local account revenue and sales goals as defined by Market 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.