Account Manager National Group Sales

Profile

Job Information

Marriott

Account Manager, National Group Sales

in

Saint Paul

Minnesota

Additional Information

Remote - Based Position

Job Number

23036400

Job Category

Sales & Marketing

Location

Sales Support East, 7750 Wisconsin Avenue, Bethesda, Maryland, United States

Schedule

Full-Time

Located Remotely?

Y

Relocation?

N

Position Type

Management

 JOB SUMMARY

Major Function

This position's primary function is to provide dedicated account management to gain penetration and maximize catering business, room nights and revenue. The Account Manager is responsible for optimizing Marriott’s share of meetings/extended stay business from a designated portfolio of National Accounts. This position’s primary function is facilitated via inside sales modes.

Qualification Requirements

To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements listed below are representative to the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Major Responsibilities

Proactive account management, maintaining mostly telephonic/electronic relationships with each account's key buyers and intermediaries.

Assist GAM/GAE with development and implementation of sales strategies within GSO partnered accounts to increase sales

Develop and implement sales strategies within deployed accounts

Manage all aspects of RFPs:

Assist GSO GAM/GAE in the analysis of internal/external data for selecting hotels to be included in the account proposal

Engage the proper resources to ensure timely completion of the RFP. Correspond with Marriott hotels in a timely manner

Utilize sales and negotiation skills to close on the business

Ensure proper processes put in place to execute the agreed upon strategy

Assist with negotiating contracts between hotels and customer to benefit both parties

Report on and analyze account information and relevant data; identify new business opportunities in their market segment and work with the GSO partners on creation of solutions.

Maintain accurate and up-to-date account information

Work with the GSO Partners to maximize team-based selling for partnered accounts leading to revenue maximization and customer satisfaction.

Establish and maintain complete and up-to-date information on each account in SFA & ESSIS to ensure accurate reporting. This includes a thorough understanding of the account’s needs, buying processes, history, plans, organizational structure and strategies.

Builds and maintains business relationships with key buying influencers.

Respond to customer inquiries/requests in a timely manner, as dictated by the customer needs.

Responsible for building customer loyalty through interaction and relationship development to influence customer buying

Focus on ways to improve overall buying processes with emphasis on ease of doing business with Marriott.

Qualify each business opportunity and suggest Marriott products which are in line both with customer needs and hotel business needs.

Monitor, update and communicate lead status with customers and internal sales channels.

Perform consistently in the area of sales, meeting production goals each month/quarter/annually.

Proactively identify new accounts, new contacts within accounts and opportunities to grow account base and meet production expectations.

Assist and guide Sr/ Sales Coordinator activities daily. This includes managing day to day needs, providing performance feedback (HPP) as coach and mentor to their support team.

Keep Leadership informed of trends, opportunities, market changes as needed.

Assumes additional reasonable responsibilities as requested by management.

Job Skills/ Personal Competencies

Knowledge of Marriott brands, business strategies, pricing strategy and market demands.

Knowledge of Marriott Group contracts and legalities.

Knowledge of Group and Extended Stay segments and business needs of each of Marriott Brand.

Microsoft Office, SFA, OSCAR, ESSIS, EMPOWER, MARSHA, on-line RFP sites.

Ability to efficiently use spreadsheets.

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.

Ability to calculate figures and amounts such as tax and commissions.

Keyboarding proficiency.

Effectively navigate and utilize the Internet and Intranet.

Possesses professional maturity and strong business acumen.

Able to work well in an independent environment.

Demonstrates self-confidence, energy and enthusiasm.

Is able to manage group or interpersonal conflict situations effectively.

Strong relationship building skills.

Effective time management skills.

Account Planning

Collects & analyzes key information about the customer’s business and/or operation.

Identifies sales opportunities in alignment with Marriott’s business needs.

Communications

Uses active listening to ensure effective interactions with others.

Develops and delivers clear, evenly paced presentations and training sessions, using technology appropriately. Proficient in meeting room set up; audio visual and other support services.

Tailors message to appropriate audience.

Provides effective written and verbal communication

Financial Acumen

Articulates to the customer the financial benefits of a proposal as it pertains to the customer’s business objectives.

Negotiation

Negotiates terms and conditions, commitments and customer issues that enhance the sales opportunity and business relationship.

Influences customer decisions that create mutual “wins.”

Negotiates and leverages customer needs acting as a liaison between National Group Sales, properties and the customer.

Proactively solicits new and existing accounts and customers through their final disposition.

Account Relationship Management

Uses understanding of customer’s organizational structure to enhance account management.

Sales Proficiency

Demonstrates selling skills e.g. objectives, benefits, features.

Relates customer needs to product capabilities.

Is an effective “closer.

Excellent selling skills and understanding of sales processes; can bring a sale to closure

Possess excellent verbal and written skills

Effective skills to up sell products and services

Ability to implement successful sales strategies for multiple properties

Effective decision making skills

Possesses strong proactive and strategic sales skills

Candidate Profile

Previous Experience

Above Property or Hotel Sales Manager

Director of Sales

Total Account Management experience

Hotel or Above Property Sales Experience preferred

Similar experience in external environment

Education or Certification

High School diploma or equivalent

Associate degree (AA) from 2 year college and/or two to three years of related experience or training

Bachelor’s degree (BA) preferred or

Equivalent combination of education and experience

Hotel management training and sales training desired

English language both written and spoken

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Associate is regularly required to sit

Associate is occasionally required to stand and walk

Associate must occasionally lift and/or move up to 10 pounds

Specific vision abilities required by this job include close vision, distance vision and peripheral vision

Specific hearing abilities required by this include ability to hear phone conversations clearly

California Applicants Only:

The pay range for this position is $22.41 to $47.00 per hour.

Colorado Applicants Only:

The hourly pay range for this position is $22.41 to $42.73.

New York City & Westchester County, NY Applicants Only:

The pay range for this position is $27.12 to $47.00 per hour.

Washington Applicants Only:

The hourly pay range for this position is $22.41 to $47.00. In addition, the position is eligible for a quarterly bonus. Employees will accrue 0.4616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.

All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law. Marriott International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

Company info

Marriott International, Inc.
Website : http://www.marriott.com