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  • ID
    #44764162
  • Salary
    TBD
  • Source
    Marriott
  • Date
    2022-08-10
  • Deadline
    2022-10-09
 
Full-time

Vacancy expired!

Job Number 22130452Job Category Sales & MarketingLocation Marriott International HQ, 7750 Wisconsin Avenue, Bethesda, Maryland, United StatesSchedule Full-TimeLocated Remotely? YRelocation? NPosition Type Management JOB SUMMARYThe Global Account Executive I (GAE I), is responsible for providing total account management for a portfolio of high-value, complex accounts with an annual spend to Marriott of at least $200M.The GAE I’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 liaising with relevant cross-discipline resources (corporate, regional, market, property) to ensure effective pull-through of account strategies.CANDIDATE PROFILEEducation and Experience Preferred4-year degree from an accredited university

10+ years of hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance.

Previous industry sales/Global Account Executive II experience.

Account management experience, specifically complex accounts.

Experience evaluating business trends and 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 advisor – strong business diagnosing and consultative skills; strategic thinker; processes information through a strategic lens and applies tenants of systems thinking to issues / assignments.

Exceptional networking and prospecting skills.

Strong negotiating skills.

Demonstrated ability to balance creative solution-development with pragmatic business considerations.

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.).

Demonstrated ability to gather and analyze 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 actively engage the right stakeholders from other HQ disciplines and the market to refine account offerings.

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.

Demonstrated ability to bring a strong global perspective to ideas and solutions. Has a cross-discipline and cross-regional understanding and is knowledgeable about MI brands, sales and marketing strategies and service offerings.

Demonstrated ability to balance strategic thinking into idea execution.

CORE WORK ACTIVITIESResponsibilities for the Global Account Executive I will include the following:Total Account ManagementDevelop 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. Act 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 (Business Transient) and SAEs and the PAS team to manage the annual RFP process and lead negotiations of preferred hotel agreements with customers.

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 ExcellenceChampion 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 and other value-added products & services, are being leveraged effectively to maximize productivity and build sustainable competitive advantage.

Operational ExcellenceAchieve 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., in an effort 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.

MANAGEMENT COMPETENCIESLeadershipAdaptability – Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

Communication –Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.

Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

Managing ExecutionBuilding and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.

Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.

Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building RelationshipsCustomer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards.

Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational CapabilityOrganizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.

Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional ExpertiseApplied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.

List out all discipline technical competencies relevant to this position.

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.

Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.

Reading Comprehension – Understands written sentences and paragraphs in work related documents.

Writing - Communicates effectively in writing as appropriate for the needs of the audience.

This position requires proof of full vaccination against COVID-19 prior to the first date of employment, subject to applicable law. If you are offered employment, this requirement must be met by your date of hire, unless a reasonable accommodation request is received and approved.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.Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

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