Account Director, Destination Sales

JOB SUMMARY

Provides account management support for 12-18 global accounts in
the Strategic Partner, Signature, Premier and Select segments. Applies
the principles of strategic account management and team-based selling. Partners
with the appropriate Global Account Directors and Global Account Executives
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. Develops strategic relationships with secondary/non-central buyers
with the purpose of driving market share and revenue to all Marriott brands on
a global basis. Verifies the pull through of Business Travel (BT), group,
and extended stay business for their respective market, as well as,
the execution of outbound group and extended stay opportunities for their
assigned customers.

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

Managing Sales
Activities

• Implements the overall account strategy through
the secondary/non-central buyers in their market.

• Confirms local market
strategy is in alignment with the overall global account goals.

•
Provides account management support for 12-18 global accounts in the Strategic
Partner, Signature, Premier and Select segments.

• Retains, expands
and grows account revenue through account growth, margin management
and implementation of sales and marketing initiatives generated from the local
buying locations.

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

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

•
Coordinates and manages large group transactions (in market and outbound)
with Sales Offices and hotels, on behalf of customers.

• Participates
in the Business Travel (BT) pricing of assigned accounts at the local
properties.

• Achieves local account revenue and sales goals as defined
by market leadership.

• Develops and achieves operating budgets
and manages controllable expenses.

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

• Anticipates and identifies
business opportunities and challenges and responds with a profitable strategy
that aligns with overall business direction.

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

• Leverages 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.

• Applies the principles of strategic account management and team-based
selling.

• Partners with the appropriate Global Account Directors
and Global Account Executives 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.

• Verifies the pull through
of Business Travel (BT), group, and extended stay business for their respective
market, as well as, the execution of outbound group and extended stay
opportunities for their assigned customers.

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

Building Successful
Relationships

• Manages relationships with
the secondary/non-central buyers in the market to optimize account reach
and share.

• Serves as account’s “local service guarantee”
by establishing that outstanding service delivery is maintained at every
customer touch point, issues are resolved timely and to the customers’ 100%
satisfaction.

• Acts as the customer advocate through understanding local
account needs and opportunities.

• Identifies emerging business
opportunities and risks in the market to determine strategic Sales and Marketing
implications and provide feedback to key stakeholders (e.g., Enterprise Sales
Team, Sales Office etc.); partners with key stakeholders in account planning
and determining strategy execution approaches for the market.

• Develops
a close working relationship with operations to execute strategies at
the property level.

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

•
Develops strategic relationships with secondary/non-central buyers with
the purpose of driving market share and revenue to all Marriott brands on
a global basis.