Senior Association Account Executive

JOB SUMMARY

Provides account management support for 40-80 mid-sized association customer accounts that buy locally within the market and are not covered by the Global Sales Office (GSO). Applies principles of strategic account management and team-based selling, and partners with the appropriate Association Account Directors on the Global Sales Office (GSO) to fully understand the overall account strategy and how best to execute the strategy in the local market for their assigned accounts.

Develops strategic relationships with local buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the area. Assists with outbound as a value-added service on behalf of local buyers.

CANDIDATE PROFILE

Education and Experience

Required

• High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional.

OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Preferred

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
• Lodging sales experience.
• Account management experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Implements the overall account strategy at the local buying locations.
• Provides account management support for 40-80 mid-sized association customer accounts that buy locally within the market and are not covered by the Global Sales Office (GSO).
• Verifies that local market strategy is in alignment with the overall association account goals.
• Retains, expands and grows account revenue through local account growth, margin management and implementation of sales and marketing initiatives in the local buying locations.
• Executes sales deployment strategies that maximize the utilization of available sales resources.
• Leverages appropriate corporate (e.g., Association Account Directors, Digital, BMD etc.) and market resources (e.g., sales office, property leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level.
• Coordinates and manages outbound business on behalf of local buyers, as required.
• Achieves local account revenue and sales goals as defined by Market leadership.
• Develops and achieves operating budgets and manages controllable expenses.
• Leverages methodologies, technical and business knowledge across the market.
• Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.
• Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
• Leverages all available sales channels (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.) in an effort to optimize sales revenues.
• Applies principles of strategic account management and team-based selling, and partners with the appropriate Association Account Directors on the Global Sales Office (GSO) to fully understand the overall account strategy and how best to execute the strategy in the local market for their assigned accounts.
• Assists with out-bound as a value-added service on behalf of local buyers.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Manages relationships with the local buyers in the market to optimize account reach and share.
• Serves as account’s “local service guarantee” by monitoring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.
• Acts as the customer advocate through understanding local account needs and opportunities.
• Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders (e.g., Global Sales Office etc.); partners with key stakeholders in account planning and determining strategy execution approaches for the market.
• Develops a close working relationship with operations to execute strategies at the property level.
• Establishes strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.
• Develops strategic relationships with local buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the area.

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.