Senior Global Account Sales Manager 2

The Sr. Account Manager, GSO manages and/or provides dedicated support to a targeted portfolio of GSO accounts. The position builds and maintains business relationships with key buying influences to achieve account market share goals across all Marriott Lodging brands. The primary focus is on generating and closing revenue-generating opportunities while increasing preference and loyalty with Marriott. In the role of Sr., Account Manager, GSO, this position has direct accountability for transactional sales activities within their assigned accounts. 

The role of the Sr. Account Manager, GSO, is to support the GSO vision and mission by leveraging Marriott’s products and services as a team member within their assigned account portfolio. By executing transactional sales excellence, this position will be responsible for increasing Marriott’s preference, loyalty, and profitable share within their assigned accounts and contributing to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

BUSINESS CONTEXT

The role of the Sr. Account Manager, GSO, is to support the GSO vision and mission by leveraging Marriott’s products and services as a team member within their assigned account portfolio. By executing transactional sales excellence, this position will be responsible for increasing Marriott’s preference, loyalty, and profitable share within their assigned accounts and contributing to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

Education and Experience Preferred

Strong preference for candidate with Marriott experience

• Bachelor’s degree or equivalent strongly preferred.
• Strong preference for a candidate who speaks English
• 3+ years of sales and marketing experience
• Total Account Management experience preferred.
• Hospitality sales experience preferred.

Sales Management

• Accurate qualification of potential accounts; re-qualification of existing accounts.
• Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
• Collects & analyzes key information about the customer’s business and/or operation.
• Counsels internal stakeholders on optimal negotiating stance.
• Demonstrate benefits of total account management and team-based sales.
• Demonstrates working knowledge of legal issues within the industry.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers influencing the “buy” decision.
• Maintain account information in EMPOWER/Sales, MarRFP, and SFA to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommends Marriott products that match the customer and hotel’s business needs. Suggests positive alternatives whenever necessary.
• Represents all brands of Marriott Lodging.
• Responsible for a proactive account, segment, or regional sales.
• Support ‘in-market’ needs of properties in a given regional area.
• Support data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc.)

Revenue Generation

• Identifies key Marriott Bonvoy purchase points and decision-makers influencing the “buy” decision.
• Relates customer needs to product capabilities.
• Routinely quantifies the business impact to both the customer and Marriott.
• Works with Revenue Management to support account strategy in-market.

Value Creation

• Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
• Delivers on commitments to customers.
• Delivers value-added products and services to create long-term customer loyalty.
• Focuses on two-way communication to ensure the win-win relationship is maintained.
• Positions self as “Subject Matter Expert” in customer or account activity, business segment activity, or market/region activity.
• Pursues initiatives to capitalize on strengths and market opportunities and to counter competitive threats
• Uses knowledge of Marriott’s operations, markets, and competitors to promote dialogue and enrich customer interactions.

• Ability to use standard software applications, such as MSOffice, SFA, etc.
• Acts decisively to recover from mistakes; knows how to develop/propose/initiate solutions and when to involve leader.
• Acts independently to improve and increase skills and knowledge.
• Can effectively articulate the financial benefits of a proposal as it pertains to the customer’s business objectives.
• Collects and analyzes key information about the customer’s business and/or operation.
• Delivers clear, evenly paced presentations and tailors messages to the appropriate audience.
• Delivers commitments to customers, supervisors, and peers.
• Develops opportunity sales plan with actionable steps to attain revenue goals. Holds self and others accountable for achieving results.
• Expresses oneself clearly, concisely, and effectively in written and verbal settings.
• Expresses self well in groups and one-on-one conversations.
• Gains the confidence and trust of others through their own authenticity and ethical standards.
• Generates enthusiasm for ideas; wins support from others; negotiates persuasively.
• Keeps up-to-date on and leverages available resources to meet the objectives of Marriott/Account initiatives.
• Knows the strengths and weaknesses of competitors; leverages strengths and counters competitive threats.
• Listens patiently and carefully to input; clarifies others’ points of view; listens well in a group setting.
• Negotiates terms and conditions, commitments, and customer issues that balance the needs of the customer with the needs of the business.
• Shares credit with others.
• Works effectively participating in a ‘virtual’ team-based environment