Senior Global Account Sales Manager 2

The Senior Manager, Global Account Sales, 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 Senior Manager'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 corporate 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.

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

CANDIDATE PROFILE

Education and Experience Required

• 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major.
• Three or more years' experience in the hospitality industry, demonstrating progressive career growth and a pattern of exceptional performance.
• English language written and spoken
• Account management experience, specifically complex accounts
• Strong 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)
• 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.)

Education and Experience Preferred

• 10+ years of hotel or travel industry sales experience, demonstrating progressive career growth and a pattern of exceptional performance.
• Demonstrated success with both business transient and 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
• Demonstrated ability to act as a strategic business partner leveraging business diagnosing and consultative skills
• Demonstrated ability to connect and collaborate by leveraging exceptional networking skills to uncover new revenue opportunities.
• Strong negotiating skills
• Demonstrated ability to apply critical thinking competencies to problem solve through analysis, while developing creative yet pragmatic solutions.
• Demonstrated competency for planning, delegating, implementing, managing, and improving processes that bring initiatives to a successful conclusion
• Experience gathering and analyzing 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
• Demonstrated ability to sell ideas and influence persuasively, settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic
• Strong organizational navigation acumen - cross-discipline understanding and ability to mobilize organizational resources to achieve superior business results
• Demonstrated ability to balance strategic thinking into idea execution
• Experience applying an always improving mindset to enhance personal, professional, and business growth through new knowledge and experiences; pushes the organization to learn from other industries' standards and practices.

CORE WORK ACTIVITIES

Total Account Management

• Develop and implement the overall account strategy in alignment with segment strategic goals. Promote accountability to achieve desired business results.
• Retain, expand, and grow account revenue through account growth, margin management and implementation of strategic initiatives.
• Manage relationships with the largest buyers in primary buying locations; map significant buyers in other locations and direct the Area sales teams (e.g., SAEs) and the Sales Office teams to optimize account reach and share.
• Develop sales deployment strategies that maximize the utilization of available sales resources. Work closely with Sales Executive Management to ensure proper linkage with Field and Hotel sales efforts. Guide decisions on account coverage, investment, and deployment.
• Assist in developing optimal Total Account Management teams that are focused on delivering customer value and growing account share. Develop and enhance the concepts of total account management and team-based sales.
• Establish and maintain strong business relationships with key economic buying influencers. Function as the customer's advocate through understanding account customer needs and opportunities. Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development; remove barriers to business solution development; build a customer-focused team.
• Harness and coordinate cross-discipline resources (market, corporate) to ensure pull-through and sustainment of account strategies and selling solutions. Develop a close working relationship with operations and Market resources to establish integrated sales strategies that maximize customer relationships within the region and ensure pull-through of strategies at the hotel level.
• Liaise with relevant cross-discipline groups to resolve customer issues and ensure profitability of the account.
• Partner with the Account Manager (Large and Small Groups) in managing and closing on group transactions with Sales Offices, NGS and/or hotels.
• Partner with the Account Manager (Extended Stay) to manage and close on extended stay transactions with Sales Offices, NGS, and/or hotels, as needed.
• Develop innovative cross-functional solutions to win in assigned accounts (e.g., e-commerce, marketing, and revenue management solutions).
• Lead the sales efforts for new and existing revenue streams within accounts.
• Lead efforts to educate and communicate total account management and team-based sales principles to cross-discipline groups including Revenue Management, Market, Region, Property and Owner/Franchise partners.
• Attend and participate in all relevant customer events and trade shows.
• Serve as a proactive leader on the Sales and Marketing team by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.
• Manage the global ROIC for assigned portfolio of accounts.

Organizational Excellence

• Champion business transformation and change efforts in support of Sales and Marketing strategies.
• Maintain operational excellence by directing productive, streamlined administrative functions.
• Ensure that the latest sales tools, including SFA, MarRFP and Empower and other value-added products & services, are being leveraged effectively to maximize productivity and build sustainable competitive advantage.

Operational Excellence

• Achieve account revenue and sales goals as defined by segment leadership. Develop and achieve operating budgets and manage controllable expenses.
• Ensure the development of account plans that focus on improving market share, leveraging efficiencies, generating revenue, and reducing overhead.
• Leverage methodologies, technical and business knowledge across the Enterprise Sales Team.
• Translate customer and account needs into a range of support products and services that maximize returns.
• Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
• Increase penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
• Leverage all available sales channels, i.e., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc., to optimize sales revenues.
• Conduct competitive assessments of lodging competitors, group intermediaries, technology companies, etc., and include in annual strategic planning process. Provide updates to Marriott Senior Management as appropriate.

The salary range for this position is $81,200 to $146,100 annually.

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.

Notification to Applicants: Canada Regional Office takes seriously its obligations under provincial human rights and accessibility legislation (such as the Accessibility for Ontarians with Disabilities Act, 2005, the Accessibility for Manitobans Act, and Nova Scotia Accessibility Act). We are happy to provide accommodations to job applicants needing assistance. If you require an accommodation in relation to this job posting, our online application or an interview, please call 905-366-5227 or email CanadaApplicationAccommodation@marriott.com and a member of our Human Resources team will respond to your request. Please note that this phone number and email are only for those individuals who would like to request an accessibility accommodation as part of the recruiting process.

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