Marriott International, Inc.
Concord, NH, United States
Manager, Sales, Account Management
Feb 28, 2023
Jun 13, 2023
Account Manager, National Group Sales
Remote - Based Position
Sales & Marketing
Sales Support East, 7750 Wisconsin Avenue, Bethesda, Maryland, United States
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.
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.
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.
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.
Collects & analyzes key information about the customer’s business and/or operation.
Identifies sales opportunities in alignment with Marriott’s business needs.
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
Articulates to the customer the financial benefits of a proposal as it pertains to the customer’s business objectives.
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.
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
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
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?
Marriott International, Inc.
Website : http://www.marriott.com