Job Description

JOB SUMMARY Manages and/or provides dedicated account management support to a complex portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott\'s products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott\'s preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business. CANDIDATE PROFILE EducationandExperience Required : Minimumof 2yearsofrelevant salesandmarketingexperience. Preferred : Relevantuniversityorcollegequalificationordegree. TotalAccount Managementexperience preferred. Hospitalitysalesexperience. Englishlanguage,writtenandspoken. Locallanguage, writtenandspoken. CORE WORKACTIVITIES TheroleoftheAssistantSalesManager, NationalSalesistosupporttheNational SalesTeamvisionandmission byexecutingtransactionalsales excellence. SalesandAccountManagement Retains,expands,andgrowsaccountrevenueofassignedaccountsthroughtotalaccountpenetration,marginmanagement,andimplementationofsalesandmarketinginitiatives. Penetratesassignedaccountsforgroupandtransient,aswellasexploringopportunitiesforextendedstayandcateringsalesbusiness. Maintainscurrentbusinessaccountsfornewbusinesswithinaccounts. IdentifiesandaggressivelysolicitsnewaccountsincoordinationwithanyrelevantSalesandMarketing. Qualifypotentialaccountsandre-qualifiesexistingaccountswithaccuracy. Collectsandanalyzeskeyinformationaboutthecustomer\'sbusinessand/oroperation. Demonstratesbenefitsoftotalaccountmanagementandteam-basedsales. Identifieskeypurchasepointsanddecision-makersthatinfluencethe\'buy\'decision. MaintainsaccountinformationinOperaSalesandCateringtoensureaccurateandup-to-dateaccountreporting. QualifieseachbusinessopportunityandrecommendMarriottproductsthatmatchboththecustomerneedsaswellasthehotel\'sbusinessneeds.Suggestpositivealternativeswhenevernecessary. Supports data gathering, reporting & tracking functions. Understands traditional industry processes (pricing, RFPs, proposals, etc.) Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building an Account and loyalty to Marriott International. RevenueGeneration Relatescustomerneedstoproductcapabilities. RoutinelyquantifiesthebusinessimpacttoboththecustomerandMarriott. Buildsandstrengthensaccountswithexistingandnewcustomers,industryorganizationsandbrandnetworktoenablefuturebookings,includingsalescalls,entertainment,familiarization(\'fam\')trips,tradeshows,etc. Pursuesinitiativestocapitalizeonstrengthsandmarketopportunities,andtocountercompetitivethreats. ValueCreation Anticipatesandquicklyseizesopportunitiesnotobvioustootherstobuildcustomersatisfaction. Deliversoncommitmentstocustomers. Deliversvalue-addedproductsandservicestocreatelongtermcustomerloyalty. Focusesontwo-waycommunicationtoensurewin-winrelationshipismaintained. Servesastheaccount\'s\'localserviceguarantee\'byensuringthatoutstandingservicedeliveryismaintainedateverycustomertouchpoint,issuesareresolvedtimelyandtothecustomers\'100%satisfaction. Resolveguestissuesthatariseinthesalesprocesseffectivelyandbringsissuestotheattentionofpropertyleadership,asappropriate. MarketIntegration&TeamParticipation Ensuresaccountsalesstrategiesarecommunicated,implemented,andupdatedasmarketconditionsfluctuate. FacilitateseducationalopportunitiesthatenhancecredibilityandintegrationbetweentheNationalSalesTeamandinternalstakeholders. Participateswithaccountteaminmarketpull-throughactivity. MANAGEMENT COMPETENCIES Leadership Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace. Communication -Conveys information and ideas to others in a convincing and engaging manner through a variety of methods. Problem Solving and Decision Making -Identifies and understands issues, problems, and opportunities obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action. Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others makes a good first impression and represents the company in alignment with its values. Managing Execution Driving for Results - Sets high standards of performance for self and/or others assumes responsibility for work objectives initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals proactively takes action and goes beyond what is required. Planning and Organizing -Gathers information and resources required to set a plan of action for self and/or others prioritizes and arranges work requirements to accomplish goals and ensure work is completed. Building Relationships Coworker Relationships -Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. Customer Relationships -Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company\'s service standards. Learning and Applying Professional Expertise Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others. Business Acumen -Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges. Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges. Basic Competencies - Fundamental competencies required for accomplishing basic work activities. Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.). Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues. Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences. Reading Comprehension - Understands written sentences and paragraphs in work related documents. Writing - Communicates effectively in writing as appropriate for the needs of the audience. Marriott International is the world\'s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work, begin your purpose, belong to an amazing globalteam, and become the best version of you.

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