Account Director, National Sales, Mumbai

JOB SUMMARY

Provides total account management for assigned accounts. Executes the overall
account strategy for complex high producing assigned accounts to generate
and maximize business for the properties represented in the market sales.
Contributes as a segment specialist developing strategies to maximize targeted
assigned segments. Applies the principles of strategic account management.
Partners with Sales and Marketing leadership, and the property Leadership team,
to develop a comprehensive strategic plan to grow market share from assigned
accounts.

Develops strong partnerships with buyers for the purpose of penetrating
and growing market share and driving sales for the properties. Focuses
specifically on growing market share from transient, extended stay, leisure,
group and catering revenue. Proactively solicits and manages transient, group
and catering-related opportunities for a targeted portfolio of assigned
accounts. Develops and maintains the overall account strategy and how to best
execute the strategy to maximize revenues from the account. Drives customer
loyalty by delivering service excellence throughout each customer experience.

Proactively represents all hotels of portfolio. Provides service to customers
in order to grow share of the account on behalf of the company. Achieves
personal and team related revenue goals. Turns over leads properly and in
a timely manner for proper follow up. Prospects and develops new accounts.

CANDIDATE PROFILE

Education and Experience

• High school diploma
or GED; 2 years experience in the sales and marketing, guest services, front
desk, or related professional area.

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 years experience in
the sales and marketing or related professional area.

• Lodging sales
experience.

• Account management experience.

CORE
WORK ACTIVITIES

Understanding Markets &
Maximizing Revenue

• Develops and implements the overall account
strategy for complex high producing assigned accounts.

• Retains, expands
and grows account revenue of existing accounts through total account
penetration, margin management, and implementation of sales and marketing
initiatives.

• Penetrates assigned accounts for group and transient,
as well as exploring opportunities for extended stay and catering sales
business.

• Identifies and aggressively solicits new accounts
in coordination with any relevant Sales and Marketing colleagues and Above
Property Sales.

• Develops and implements strategic sales
plans.

• Builds and strengthens Accounts with existing
and new customers, industry organizations and brand network to enable future
bookings.

Activities include sales calls, entertainment, FAM trips, trade shows, etc.

• Understands the overall market dynamics - competitors’ strengths
and weaknesses, economic trends, supply and demand etc. and how to sell
to assigned accounts.

• Identifies emerging business opportunities
and risks within assigned accounts and provide feedback to key stakeholders
(i.e., property Leadership).

• Identifies and implements process
improvements and best practices.

• Promotes accountability to drive
superior business results.

• Achieves account revenue and sales goals
as defined by Leadership. Develops and achieves operating budgets and manage
controllable expenses.

• Anticipates and identifies business
opportunities and challenges and respond 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.

• Engages in property related events that support
the development of existing and new accounts (e.g., GM Reception, Concierge
Level hospitality).

Conducting Daily
Sales Activities

• Executes sales strategy to achieve property
goals.

• Maintains current business Accounts for new business within
accounts.

• Executes designated sales strategies to develop and solicit
specific accounts to achieve revenue goals.

• Includes successful
execution of sales strategies and business.

• Executes and supports
the operational aspects of business booked (e.g., generating proposal, writing
contract, customer correspondence).

• Establishes and maintains accurate
and up-to-date customer, account and opportunity data each account in Opera
Sales and Catering to ensure accurate reporting.

• Executes and supports
Customer Service Standards and hotel’s Brand Standards.

• Participates
in and practice daily service basics of the brand (i.e., MHR Spirit to Serve
Daily Basics, RHR Savvy Service Basics, Courtyard Basics of the Day).

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

Building Successful Relationships

•
Collaborates and engages third parties that are sourced through the organization
for their individual travel or group planning needs.

• Serves as
the 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.

• Leverages Above Property Sales
and property Leadership to ensure account saturation,
pull-through of account strategies and selling solutions at the local property
level.

• Develops a close working Account with Operations to ensure
execution of strategies at the hotel level.

• Leverages all available
sales channels, (e.g., marriott.com, group and transient intermediaries, field
sales, worldwide reservation offices), in an effort to optimize sales
revenues.

Providing Exceptional Customer
Service

• Gains understanding of the hotel’s primary target
customer and service expectations; serves the customer by understanding their
business, business issues and concerns, to offer better business solutions both
prior to, and during the program/event.

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

• Resolves guest
issues that arise in the sales process. Brings issues to the attention
of property leadership.

• Executes exemplary customer service to drive
customer satisfaction and loyalty by assisting the customer and ensuring their
satisfaction before and during their program/event.

• Serves the customer
by understanding their needs and recommending the features and services
that best meet their needs and exceed their expectations, while building
an account and loyalty to the business.

Additional
Responsibilities

• Conducts and coordinates site inspections
for hotels, as required.

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