Job Description
Role Overview
The Account Director, Events is a senior commercial role responsible for driving Meetings & Events revenue through proactive sales, strong conversion, and strategic account management.
Working closely with the Director of Events, this role leads pipeline development, owns revenue delivery, and drives account growth across all event segments. The position requires a strong commercial mindset, with the ability to identify opportunities, negotiate effectively, and maximize total revenue contribution.
Responsibilities
#Revenue & Sales Performance#
- Drive proactive sales across Meetings & Events segments, focusing on lead generation, conversion, and revenue growth.
- Own and manage the sales pipeline, ensuring visibility, accurate forecasting, and delivery against targets.
- Secure new business while growing share from existing accounts.
- Lead negotiations to achieve optimal commercial outcomes.
- Maximize revenue through upselling, cross-selling, and pricing alignment.
#Account Management & Market Focus#
- Build and maintain strong relationships with key clients, agencies, and corporate accounts.
- Develop account strategies to increase production and long-term value.
- Monitor market trends and competitor activity to identify opportunities and adjust strategies.
- Partner with Revenue Management on pricing and demand positioning.
#Leadership & Team Performance#
- Lead, coach, and develop the Events Sales team to achieve revenue goals.
- Act as lead in the absence of the Director of Events.
- Drive accountability through clear targets, follow-up, and performance tracking.
#Commercial & Operational Discipline#
- Support budgeting, forecasting, and financial planning to meet profitability targets.
- Ensure disciplined use of systems (including Marriott CI/TY) to maintain pipeline accuracy and sales efficiency.
- Oversee complex client situations, balancing guest experience and commercial outcomes.
- Maintain strong alignment across Sales, Marketing, Operations, and Finance.
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.