Account Director, Global Sales, Mumbai

The role of the Account Director,
Global Sales,Mumbai is to support the GSO 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 preference, loyalty and profitable share within their
assigned accounts and contribute to overall GSO success through the direct sales
efforts of Revenue Generation and Value Creation.

The Account Director,
Global Sales, Mumbai develops Strategic Account Plans and executes activities
for each account, to drive financial results, customer satisfaction and market
integration in a direct sales environment.

The Account Director, Global Sales, Mumbai engages appropriate account team
members and initiates pull-through activities in source and destination
markets.

Experience

• Ability to use standard software applications, such as MS Office,
  Excel and Marriott International systems SFAWeb, and MarRFP.
• Interpret
  financial statements, e.g., P&L statements, annual reports, as appropriate,
  to assist in the formulation of an account plan.
• Articulates
  the financial benefits of a proposal as it pertains to the customer’s business
  objectives.
• Brings cross-functional and cross-business knowledge
  to bear in developing business solutions.
• Develops strategic sales plan
  with actionable steps to attain revenue goals.
• Expresses oneself
  clearly, concisely and effectively in written and verbal settings.


• Minimum 8 years comprehensive experience in hospitality and travel industry
  sales
• Prior experience at a hotel property in the capacity of a team
  leader
• Prior experience in Group Intermediary, Corporate and Travel
  Management Company account management
• Experience in GDS, electronic
  reservations systems and transient reservations process
• Experience
  with group sales process

Attributes:

• Demonstrates
  self confidence, high energy and enthusiasm
• Professional appearance
  and manner
• Advance problem solving and analytical skills and shows
  confidence in decision making
• Strong presentation skills with ability
  to present ideas, expectations and information in a concise well -organized
  manner
• Team player and coach with exceptional communication skills

Skills and Knowledge

• Ability to engage
  with account’s preferred strategic suppliers (e.g., channel partners,
  intermediaries, travel management companies) to collaborate and strengthen
  the overall relationship, and to ensure that key deliverables satisfy the end
  user.
• Ability to use standard software applications, such as MSOffice,
  SFA, etc.
• Acts decisively to recover from mistakes; knows how
  to develop/propose/initiate solutions and when to involve leader.
• Acts
  independently to improve and increase skills and knowledge.
• Approaches
  opportunities with curiosity and open-mindedness; displays creativity
  and innovation. Crafts offers that leverage and capitalize
  on cross-organizational strengths that demonstrate value beyond just the product
  or service being sold.
• Can effectively articulate the financial
  benefits of a proposal as it pertains to the customer’s business
  objectives.
• Collects and analyzes key information about the customer’s
  business and/or operation.
• Delivers clear, evenly paced presentations
  and tailors message to appropriate audience.
• Delivers on commitments
  to customers, supervisors and peers.
• Develops opportunity sales plan
  with actionable steps to attain revenue goals. Holds self and others accountable
  for achieving results.
• Displays leadership in understanding the agendas
  and perspectives of others.
• Expresses oneself clearly, concisely
  and effectively in written and verbal settings.
• Expresses self well
  in groups and in one-on-one conversations.
• Gains the confidence
  and trust of others through their own authenticity and ethical standards.


• Generates enthusiasm for ideas; wins support from others; negotiates
  persuasively.
• Identifies cultural influences that impact account
  relationships and deliverables.
• Identifies and acts on near term sales
  opportunities and forecast longer term sales opportunities, in alignment
  with Marriott’s business needs.
• Is adept at marshalling people
  resources when “influencing without authority.”
• Keeps up-to-date
  on, and leverages available resources to meet the objectives of Marriott/Account
  initiatives.
• Knows the strengths and weaknesses of competitors;
  leverages strengths and counters competitive threats.
• Listens patiently
  and carefully to input; clarifies others’ points of view; listens well in
  a group setting.
• Negotiates terms and conditions, commitments,
  and customer issues that balance the needs of the customer with the needs of
  the business.
• Shares credit with others.
• Uses understanding
  of customer’s organizational structure to enhance account management.
• 
  

  Works effectively leading and participating in a ‘virtual’ team-based
  environment

  Education or Certification



• Qualification in hospitality management, business administration or
  a related field strongly preferred
• MBA is preferred not mandatory



• English language written and spoken.