Account Director - ASO

The Account Director, ASO [Location] manages and/or provides dedicated
support to a targeted portfolio of complex ASO accounts. The position builds
and maintains business relationships with key buying influences in order
to achieve account market share goals across all Marriott Lodging brands.
The primary focus is on opportunities to increase penetration, preference
and loyalty, and improve the overall buying process by emphasizing an ‘ease
of doing business with Marriott’. In the role of Account Director, ASO,
this position has direct accountability for transactional sales activities
within their assigned accounts. Ensures accurate development, management,
and execution of pricing, contractual correspondence, and opportunity
administration required to support transactional sales activities.

BUSINESS CONTEXT

The role of the Account Director, ASO is to support
the ASO vision and mission by leveraging Marriott’s products and services as
a team leader or team member within their assigned account portfolio.

By utilizing the processes of strategic account management and team-based sales,
this position will be responsible for increasing Marriott’s penetration,
preference, loyalty and profitable share within their assigned accounts
and contribute to overall ASO success through the direct sales efforts of Market
Penetration, Revenue Generation and Value Creation.

Education and Experience
Preferred

• 5+ years sales and marketing experience
required.

• Total Account Management experience preferred.

•
Hospitality sales experience preferred.

• Strong preference for candidate
who speaks English

Sales Management

• Identifies
  and aggressively solicits new accounts in coordination with relevant Sales
  and Marketing.
• Penetrates assigned accounts for group and transient,
  while proactively developing extended stay and catering sales opportunities.
  
• Retains, expands, and grows revenue of assigned accounts through total
  account penetration, margin management, and execution of sales and marketing
  initiatives.
• Creates opportunities on a booking fee and transaction
  fee basis, where applicable, and manages related administrative processes
  in coordination with Finance partners to ensure accurate charging and adherence
  to applicable commission and fee policies.
• Develops and implements
  overall account strategy; executes sales strategy to achieve account goals.
  
• Qualifies potential accounts and re-qualifies existing accounts
  with accuracy.
• Maintains and expands existing business within assigned
  accounts.
• Identifies key purchase points and decision-makers
  influencing buying decisions.
• Develops actionable opportunity sales
  plans to achieve revenue goals.
• Customizes solutions and proposals
  to address customer needs.
• Collects and analyzes customer
  business/operations information; articulates financial benefits of proposals
  aligned with customer objectives.
• Leverages sales and property
  leadership to maximize account value and implement selling solutions at property
  level.
• Develops contracts and related correspondence and ensures
  alignment with applicable legal, pricing, and commercial requirements.


• Works with account team leaders to align strategic direction, ensuring
  revenue growth and customer satisfaction.
• Acts as customer advocate,
  understanding requirements and removing barriers to solutions.
• Works
  independently or in coordination with centralized teams to establish appropriate
  business transient pricing for assigned accounts and may be required
  to participate in pricing coordination processes.
• Deploys Account Sales
  Team resources to most profitable accounts; sets performance targets to grow
  share and revenue.
• Represents all Marriott Lodging brands and supports
  in-market property needs.
• Understands industry processes (pricing,
  RFPs, proposals) and legal considerations.
• Executes Marriott’s Customer
  Service Standards and Brand Standards.

Revenue Generation

• Builds and strengthens accounts with existing and new customers,
  industry organizations, and brand networks to enable future bookings (sales
  calls, entertainment, fam trips, trade shows, etc.).
• Relates customer
  needs to product capabilities and routinely quantifies business impact for both
  customer and Marriott.
• Works with Revenue Management to support account
  strategy in-market.
• Pursues initiatives to leverage strengths, capture
  market opportunities, and counter competitive threats.
• Provides
  exemplary service to ensure customer satisfaction and loyalty before, during,
  and after events/programs.
• Utilizes standard sales and account
  management systems (e.g., SFA and other approved sales tools) to manage
  opportunities, maintain accurate account data, and support timely reporting
  in accordance with company standards.

Value Creation

• Delivers value-added solutions and services to enhance long-term
  customer loyalty and satisfaction.
• Anticipates and seizes business
  opportunities not obvious to others.
• Positions self as Subject Matter
  Expert on account activity, customer segment, or market trends.


• Maintains two-way communication to ensure win–win relationships and delivers
  on commitments.
• Understands market dynamics (competitor
  strengths/weaknesses, demand/supply, economic trends), acts as customer
  advocate, identifies emerging opportunities/risks, and shares insights
  with stakeholders.
• Leverages knowledge of Marriott operations,
  markets, and competitors to enrich customer dialogue.

Market Integration & Leadership

• Ensures account strategies
  are communicated, implemented, and updated in response to market conditions.
  
• Participates in sales calls with sales team members to acquire
  or close new business.
• Serves as the primary sales contact for GMs,
  property leadership, and sales teams, ensuring accurate representation
  of property needs.
• Provides leadership and sets an example (e.g.,
  personal booking goals) to maximize revenue potential.
• Establishes
  and maintains strong relationships with internal colleagues, stakeholders,
  and industry organizations.
• Facilitates educational opportunities
  to build credibility and integration between GSO/ASO and stakeholders.


• Ensures continuous communication to align business objectives, expectations,
  and performance recognition.
• Supports company culture based
  on associate and customer satisfaction values.
• Supports vendor
  and partner relationships to expand Marriott brand exposure.
• Monitors
  weekly activities of direct reports.

Analyzing &
Reporting

• Analyzes market information using sales systems
  and applies findings to achieve team goals.
• Evaluates and reviews
  business/account plans, including ROI on sales opportunities.
• Tracks
  account growth and profitability to influence customer purchasing behavior.
  
• Maintains accurate account information in software applications
  and hotel systems including CITY, SFA and Empower Sales.
• Supports
  operating budgets and sales targets for national/regional accounts.


• Ensures data integrity and consistent use of required sales systems
  to support account management, reporting, and compliance requirements.

Other

• Performs other duties as assigned to meet business
  needs.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability – Maintains
  performance level under pressure or when experiencing changes or challenges
  in the workplace.
• Communication – Conveys information and ideas
  to others in a convincing and engaging manner through a variety of methods.


• Problem Solving and Decision Making - Identifies and understands issues,
  problems, and opportunities; obtains and compares information from different
  sources to draw conclusions, develops and evaluates alternatives and solutions,
  solves problems, and chooses a course of action.
• Professional Demeanor
  - Exhibits behavioral styles that convey confidence and command respect
  from others; makes a good first impression and represents the company
  in alignment with its values.
• Strategy Development - Develops business
  plans by exploring and systematically evaluating opportunities with the greatest
  potential for producing positive results; ensures successful preparation
  and execution of business plans through effective planning, organizing,
  and on-going evaluation processes.

Managing Execution

• Building and Contributing
  to Teams - Participates as a member of a team to move toward the completion
  of common goals while fostering cohesion and collaboration among team
  members.
• Strategy Execution – Ensures successful execution across
  of business plans designed to maximize customer satisfaction, profitability,
  and market share through effective planning, organizing, and on-going evaluation
  processes.
• Driving for Results - Sets high standards of performance
  for self and/or others; assumes responsibility for work objectives; initiates,
  focuses, and monitors the efforts of self and/or others toward
  the accomplishment goals; proactively takes action and goes beyond what
  is required.
• Planning and Organizing - Gathers information
  and resources required to set a plan of action for self and/or others;
  prioritizes and arranges work requirements to accomplish goals and ensures work
  is completed.

Building Relationships

• Customer Relationships - Develops and sustains relationships based
  on an understanding of customer/stakeholder needs and actions consistent
  with the company’s service standards.
• Coworker Relationships -
  Interacts with others in a way that builds openness, trust, and confidence
  in the pursuit of organizational goals and lasting relationships.


• Global Mindset - Supports employees and business partners with diverse
  styles, abilities, motivations, and/or cultural perspectives; utilizes
  differences to drive innovation, engagement and enhance business results;
  and ensures employees are given the opportunity to contribute to their full
  potential.

Generating Talent and Organizational
Capability

• Organizational Capability - Evaluates
  and adapts the structure of assignments and work processes to best fit the needs
  and/or support the goals of an organizational unit.
• Talent Management -
  Provides support and feedback to help individuals develop and strengthen skills
  and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learning opportunities
  to improve performance of self and/or others.
• Business Acumen -
  Understands and utilizes business information to manage everyday operations
  and generate innovative solutions to approach business and administrative
  challenges.

• Maintains advanced technical
  knowledge and skills and models their use for others.

• Models promote the appropriate use of facilities, equipment,
  and materials to perform the job.

• Demonstrates and shares expertise in policies, procedures, and legal
  requirements.

• Manages and completes
  complex technical assignments and coaches others on solving advanced technical
  issues.

• Demonstrates and reinforces
  technical standards and processes to support work requirements.

• Basic
  Competencies - Fundamental competencies required for accomplishing
  basic work activities.

• Basic
  Computer Skills - Uses basic computer hardware and software (e.g.,
  personal computers, word processing software, Internet browsers, etc.).

• Mathematical Reasoning -
  Adds, subtracts, multiplies, or divides quickly, correctly, and in a way
  that allows one to solve work-related issues.

• Oral Comprehension - Listens to and understands
  information and ideas presented through spoken words and sentences.

• Reading Comprehension –
  Understands written sentences and paragraphs in work related documents.

• Writing - Communicates
  effectively in writing as appropriate for the needs of the audience.