Account Director- Global Sales

JOB SUMMARY

The Account Director is responsible for providing total account management for a portfolio of high-value, complex accounts with a total goaled annual spend to Marriott of less than $200M.

 

The Account Director’s primary responsibility is to increase Marriott's preference, loyalty, and profitable share .By applying the principles of strategic account management and team-based selling, this position provides overall leadership and direction in the development of business-to-business strategies to build long-term, value-based relationships between Marriott International and their portfolio of accounts. As total account manager, this individual will develop solid and broad relationships with the key buyers in their account’s central buying locations with the purpose of mapping all revenue streams to grow share and drive superior business results.

 

The Account Director will have a direct reporting relationship to the Senior Director, Global Sales, Association. This position serves as the global lead for the accounts in their assigned portfolio; they set the strategy for the account, work closely with our property-based and citywide sales managers, as well as Multi Hotel Sales to secure the most profitable business for our hotels. The Account Director will establish, manage, communicate, and execute account strategies in alignment with overall segment priorities, mapping buyers to accounts, defending and growing market share and revenue targets for assigned accounts, owning the return on invested capital (ROIC) for their accounts, and liaising with relevant cross-discipline resources (corporate, regional, market, property) to ensure smooth pull through of strategy and revenue to all stakeholders. 

 

Specific areas of responsibility include establishing, managing and communicating overall account strategies in alignment with the overall segment priorities, mapping buyers to accounts, defending and growing market share and revenue targets for assigned accounts, and liaising with relevant cross-discipline resources (corporate, regional, market, property) to ensure effective pull-through of account strategies. 

  CANDIDATE PROFILE   Education and Experience Preferred

• College degree and related experience
• English language written and spoken
• 10+ years of hotel or travel industry sales experience, demonstrating progressive career growth and a pattern of exceptional performance. 
• Account management experience, specifically complex accounts required 
• Demonstrated success with group segments 
• Experience evaluating business trends; developing and successfully implementing new business programs or strategies that enhance business performance
• Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity
  
   

Personal Competencies

• Ability to act as a strategic business partner leveraging business diagnosing and consultative skills 
• Ability to connect and collaborate by leveraging exceptional networking skills to uncover new revenue opportunities.
• Strong negotiating skills
• Ability to apply critical thinking competencies to problem solve through analysis, while developing creative yet pragmatic solutions.   
• Must have good business acumen skills (e.g., keeping current on industry practices and developments; ability to evaluate business trends and develop successful solutions that meet customer needs and bring incremental business)
• Must have strong financial acumen (e.g., using budgets and forecasts to manage financial performance; identifying and using key financial indicators to measure business performance, understanding ROI of the account etc.)
• Demonstrated competency for planning, delegating, implementing, managing, and improving processes that bring initiatives to a successful conclusion
• Gather and analyze information from a variety of sources; probe for underlying causes; consider alternative solutions before making decisions; advance problems toward resolution when encountering ambiguity or uncertainty; make sound decisions in a timely manner
• Approach problems with open-mindedness, generate innovative ideas and solutions, stimulate creativity and innovation in others 
• Develop and maintain effective relationships with both internal and external stakeholders.  Actively engage the right stakeholders from other HQ