Extended Stay Account Manager

JOB SUMMARY   

This primary function of the Extended Stay Account Manager (ESAM) is to provide dedicated proactive account management support for accounts with extended stay demand. The position will support Global Account Executives (GAEs) in the creation and execution of the extended stay strategy; maintain relationships with all of the accounts’ central buyers, influencers and intermediaries, liaise with global account team members to ensure coverage of non-central buyers, and interact with Marriott's Field sales and Revenue Management teams in executing extended stay opportunities.  

Specific responsibilities include: (1) partner with stakeholders and their account team members to develop a comprehensive strategic plan to grow market share from their account portfolio, (2) develop and lead the implementation of strategic growth initiatives related to extended stay, (3) uncover new extended stay buyers and influencers, (4) engage intermediary management as appropriate including any promotional or educational activities and (5) managea of property/field coordination on activities relating to Extended Stay.   
    
CANDIDATE PROFILE   
      
Education and Experience Preferred   
•   4-year degree from an accredited university in High school diploma or GED; 4 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; 2 years’ experience in the sales and marketing or related professional area.
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CORE WORK ACTIVITIES   
   
Managing Work, Projects, and Policies 
•   Provide proactive account management with specific focus on Extended Stay parameter business.  Maintain primarily virtual and digital relationships with each accounts’ buyers and purchase decision influencers.    
•   Assist GAE with the development and implementation of Extended Stay initiatives to grow spend share, including (but not limited to):  
•   Drive loyalty engagement across account portfolio
•   Support hotels to capture project team RFPs
•   Monthly review of Gap Analysis to identify business opportunity
•   Provide ongoing quality control of account data and management reporting.
•   Proactively partner with designated travel agencies, Pricing Account Services, and the GDS Team to audit rates for accuracy and accessibility.
•   Provide support to properties AND/OR global account team members on the Extended Stay segment (e.g. – customer trends, buying location changes; provide guidance regarding compelling business cases, etc.)
•   Research and analyze account information and relevant data to identify new business opportunities in the extended stay segment and partner with the GAE to create innovative solutions for the customer.
•   Provide project management oversight on the implementation of account-related initiatives in the Extended Stay segment. (ie: Brand Recognition, Account Recognition/Company of the month calendar updates, Business review slide semi-annual).
•   Maintain accurate and up-to-date account information in MarRFP/SAPPs, and Empower tools.
•   New Hotel/Pre-Opening Hotel, proactively research & identify properties that should be considered for inclusion in preferred programs, work with GAE to present these hotels to Travel Buyer

Maintaining Business Goals
•   Achieve and exceed goals including performance goals, revenue/room night goals, team goals, etc.
•   Develop specific goals and plans to prioritize, organize, and accomplish assigned responsibilities.
•   Submit account plans/reports/data requests in a timely and accurate manner.

Demonstrating and Applying Business/Discipline Knowledge 
•   Share trends/demonstrate knowledge of job- and industry-relevant issues, products/services, systems, and processes.
•   Use standard software applications such as MS Office, Tableau, Excel, etc.  
•   Conduct basic financial analysis and exhibit understanding of revenue management.
•   Articulate knowledge of Marriot brands, business needs, and pricing strategies.
•   Use relevant internal and external data (e.g. account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration within extended stay partners.  

Contributing to Teams 
•   Utilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.
•   Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments.