Account Specialist-Global Sales (Coordinator)

The Account Specialist GSO executes the merchandising of group, contract, business transient and/or extended stay sales opportunities by using Marriott’s sales information systems and technology. The Sales Merchandiser GSO serves as the point of contact between customers, GSO Sales Managers/Directors and the properties. In this role, the Account Specialist GSO utilizes sales techniques to maximize revenue and build customer loyalty. In addition, this position has direct accountability for select transactional sales activities for a designated number of group and corporate accounts. Assisting in all the activities related to the Account Team Base Selling Model.

• High School diploma or equivalent required. 
• Minimum of 2 years’ experience in Sales and Marketing, Guest Services, Front Desk or related professional area OR a 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management required. 
• Ability to develop reports, business correspondence, read, understand policy and procedures manuals.
• Ability to communicate effectively with all levels of internal and external customers.
• Attention to detail and accuracy.
• Knowledge on RFP and data base administration.
• Ability to work well as a team.

1. Ability to work under pressure and meet deadlines in a timely manner.

• Time management and organizational skills, under heavy workloads with frequent interruptions, with the ability to react positively to job pressure and changing priorities.
• Strong proficiency in both English and Portuguese. Spanish as preferential. 
• Technical skills: Microsoft Outlook (Excel, PowerPoint, Word, Access), Office 365 including Skype for Business.

Managing Work, Projects and Policies

• Evaluate, qualify and respond to leads in a professional and timely manner. Majority of communication will be via telephone, email and SFAWeb/CI/TY and EMPOWER. Leads and follow-up communication from hotels will be generated through SFAWeb/CI/TY. 
• Act as the liaison between the customer and hotel(s) to present rate proposals, maximize or convert potential bookings, and close the sale. 
• Generate the follow up and submission of contracts to finalize sales transactions (both group and transient business).
• Ensure business is transitioned to designated property appropriately and in a timely manner for proper service. 
• Provide service to customers to grow account share on behalf of MI, across the enterprise (Marriott Enterprise and Milux).
• Participate on project and account teams, executing activities that support strategic account management and team-based sales models.
• Support managers and-or directors on sales calls, as appropriate.
• For assigned accounts, provide proactive account management support with primary focus on both the transient and group segments. Maintain both telephonic and face-to-face relationship with each accounts’ key group buyers/intermediaries who impact the accounts’ group buying process. 
• Provide support for sales program/event coordination (e.g. Hotel Excellence!, Meetings Excellence!, sales events, The Exchange events, Open Week events, trade shows, GMID, GCAW, etc.), providing support, and/or general administrative support, as needed (preparation of collateral material, appointment setting, RSVP, etc.) aligned to the B2B strategy.
• Act as liaison communication with Travel Counselors of the TMC´S and sales activities support (rate distribution and rate auditing)
• Support in the management of special projects (such as telemarketing, special reports, e-commerce, sales potential, Marriott Bonvoy enrollments, etc.).
• Support on Process of Wholesaler ID #s for wholesalers or new products and tools as applicable.

Maintaining Business Goals

• Establish and maintain complete and up-to-date lead response information in SFAWeb/CI/TY and alternate information systems to ensure accurate reporting. 
• Assist with the closing of business opportunities to ensure team and departmental goals are met. 
• Generate and organize sales reports utilizing internal data systems (e.g. SFAWeb/CI/TY, MRDW, Tableau and EMPOWER).
• Support operating budgets and venue targets to support the GSO business plan.
• Monitor and evaluate GSO office processes and procedures; recommend improvements as necessary.
• Provide reports of focus accounts (weekly group funnel reports, all public version reports from SFAWeb such as GSO5, GSO6, GSO8, report from Tableau, etc.).
• Participate in account mapping.
• Participate in pricing processes.
• Assure that customers profiles are updated, supporting as required.
• Support sales managers and directors with the implementation of sales strategies across all segments (wholesalers, TMC´S, corporate and group accounts and intermediaries).
• Participates and supports the Manual Adjustment processes at the end of each quarter.

Demonstrating and Applying Discipline/Functional Knowledge

• Use standard software applications such as MS Office, SFAWeb/CI/TY, EMPOWER, MRDW, Tableau, Microsoft Teams, etc.
• Act decisively to recover from mistakes. Know how to develop/propose/initiate solutions and when to involve a leader. 
• Act independently to improve and increase skills and knowledge.

Contributing to Teams

• Navigate the MI organization to achieve collaboration by leveraging relationships and knowledge. 
• Identify and cultivate relationships with key colleagues and stakeholders in other parts of the organization. 
• Work effectively in a virtual team-based environment. 
• Work collaboratively to support #Milux positioning and selling.

Leading/Managing Teams 

• N/A

Additional Responsibilities/Competencies 

• Prepare, edit and proofread written documents (e.g. daily logs, business letters, memoranda, reports, etc.) to ensure accuracy and completeness. 
• Express oneself clearly, concisely and effectively through written and verbal communications. 
• Approach opportunities with a positive, open-mind.
• Display creativity and innovation to identify opportunities to improve departmental processes and programs that will enhance team productivity and/or business results. 
• Gain the confidence and trust of others through consistent demonstration of authenticity and ethical standards. 
• Maintain confidentiality of proprietary materials and information.
• Perform special projects and other duties assigned.