Account Sales Leader - Northeast Corporate Accounts

JOB SUMMARY

Leads and manages a crossarea sales team of account executives in assigned account sales segment (e.g. Entertainment Luxury Association MidMarket Airline Consortia or Tour & Travel segment(s). Maintains operational excellence by directing productive streamlined administrative functions and creating a selling environment that keeps nonsales activity away from the crosssales area team. Maintains high performance levels by developing clear accountabilities hiring the best candidates providing development opportunities addressing performance issues and aligning performance and rewards to total account performance and property accountability. Hires retains and develops diverse high calibre talent that makes a strong positive impact on the organization. Anticipates future talent based on business needs. Provides account management support for deployed accounts for assigned segment(s). Applies the principles of strategic account management and teambased selling and partners with the appropriate US Account Sales / Global Sales Organization to fully understand the overall account strategy and how best to execute the strategy for deployed accounts. Develops strategic relationships with local buyers with the purpose of penetrating and growing market share and driving revenue. Coordinates and manages large group transactions (e.g. inmarket and outbound) with MultiHotel Sales and/or hotels on behalf of the buyers and provides leadership to account sales team members as appropriate.

CANDIDATE PROFILE

Education and Experience

Required:

High school diploma or GED; 4 years experience in the sales and marketing guest services front desk or related professional area.

OR

2year degree from an accredited university in Business Administration Marketing Hotel and Restaurant Management or related major; 2 years experience in the sales and marketing or related professional area.

Preferred:

4year bachelors degree in Business Administration Marketing Hotel and Restaurant Management.

Proven leadership skills in supervising and managing associates.

Lodging sales experience.

Account management experience

CORE WORK ACTIVITIES

Managing Sales Activities

Implements the overall account strategy for deployed accounts at the buying locations.

Verifies that the strategy is in alignment with the overall US Account / global account goals.

Retains expands and grows account revenue through account growth margin management and implementation of Sales and Marketing initiatives.

Executes sales deployment strategies in partnership with the US Account Sales Directors /Global Account Directors that maximize the utilization of available sales resources.

Leverages appropriate corporate (e.g. US Account Sales Directors Global Account Directors ecommerce Marketing etc. and market resources (e.g. MultiHotel sales property leadership) to verify the pullthrough and sustainment of account strategies and guest solutions.

Coordinates and manages large group transactions (e.g. in market and outbound) with MultiHotel Sales and hotels on behalf of buyers.

Leads the Business Travel (BT) pricing of assigned accounts in partnership with Revenue Strategy and US Account leadership.

Champions business transformation and change efforts in support of Sales and Marketing strategies.

Achieves account revenue and sales goals as defined by US Account leadership. Develops and achieves operating budgets and manages controllable expenses.

Leverages methodologies and technical and business knowledge.

Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.

Increases penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.

Leverages all available sales channels (e.g. marriott group and transient intermediaries field sales worldwide reservation offices) to optimize sales revenues.

Applies the principles of strategic account management and teambased selling and partners with the US Account Sales Global Sales Organizations as appropriate to fully understand the overall account strategy and how best to execute the strategy.

Coordinates and manages large group transactions (inmarket and outbound) with MultiHotel Sales and/or hotels and provides leadership to Business Transient Sales Managers.

Performs other duties as assigned to meet business needs.

Building Successful Relationships

Manages relationships with buyers to optimize account reach and share.

Serves as accounts local service guarantee by verifying that outstanding service delivery is maintained at every customer touch point and issues are resolved in a timely manner to the customers 100 satisfaction.

Acts as the customers 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 provides feedback to key stakeholders (e.g. US Account Sales Team Market and hotel leadership MultiSales etc.; partners with key stakeholders in account planning and determining strategy .

Creates strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.

Develops strategic relationships with local buyers with the purpose of penetrating and growing market share and driving revenue to hotels.

Leadership

Leads and manages a crossarea sales team of account executives for assigned segment(s).

Directs the daytoday operations of the account managers; monitors local of the account plan and verifies that it is aligned with the overall account strategy.

Promotes accountability to achieve desired business results.

Maintains operational excellence by directing productive streamlined administrative functions and creating a selling environment that keeps nonsales activity away from the crosssales area team.

Maintains high performance levels by developing clear accountabilities hiring the best candidates providing development opportunities addressing performance issues and aligning performance and rewards to total account performance and property accountability.

Hires retains and develops diverse high calibre talent that makes a strong positive impact on the organization. Anticipates future talent based on business needs.

Develops pipeline of talent and career path by pursuing opportunities for crosssegment exposure and broadening.

Verifies that the organization has the necessary resources and latest sales tools including Empower SFAWebCI and valueadded products & services and that they are being used effectively to maximize productivity and build sustainable competitive advantage.

The salary range for this position is $98500 to $183900 annually. In addition to the annual salary the position will be eligible to receive a quarterly bonus.

Washington Applicants Only: Employees will accrue 0.04616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.

All locations offer coverage for medical dental vision health care flexible spending account dependent care flexible spending account life insurance disability insurance accident insurance adoption expense reimbursements paid parental leave educational assistance 401(k) plan stock purchase plan discounts at Marriott properties commuter benefits employee assistance plan and childcare discounts. Benefits are subject to terms and conditions which may include rules regarding eligibility enrollment waiting period contribution benefit limits election changes benefit exclusions and others.

The application deadline for this position is 12 days after the date of this posting March 12 2025.