Account Manager

JOB SUMMARY

The National Account Manager Segment is responsible for managing the relationship with assigned key accounts within the Segment (transient group and catering) segment. The primary intent is to drive profitable revenue from midmarket tier accounts within a defined geographical territory facilitating opportunities for all brands on a booking fee and transaction fee basis.

LOCATION: This position offers flexibility and doesnt require working from our London office allowing you to be based in various locations across the UK.

CANDIDATE PROFILE

Experience

• Minimum 3 years proactive sales experience

Skills and Knowledge

Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure

• Outstanding customer development and relationship management skills
• Knowledge of group catering business transient and extended stay segments
• Knowledge of contractual agreements and legal implications
• Ability to develop and implement successful sales strategies and strategic sales plans for individual accounts
• Understands revenue management functions and how to determine account profitability
• Strong communication skills (verbal listening writing)
• Strong problemsolving skills
• Effective decisionmaking skills
• Ability to influence others
• Strong organization skills
• Excellent negotiation skills
• Ability to develop and maintain relationships at all levels
• Ability to use standard software applications and hotel systems including SFA and Empower Sales

Education or Certification

• High School Diploma or equivalent required; Bachelors Degree in Hospitality Management preferred

Technical Expertise

The following are specific responsibilities and contributions critical to the successful performance of the position:

Sales and Marketing

• Develops targets for their account base sets targets in conjunction with key stakeholders involved.
• Account leader/owner for key market accounts; creates sales strategy for account penetration. Coordinates and completes sales activity and followup with account team members where applicable.
• Implements and manages Account Teams where appropriate.
• Identifies and develops new markets/segments from accounts managed including International where applicable.
• Proactive Sales penetrates assigned accounts for group extended stay catering and transient business. Maintains current business relationships and networks for new business within accounts.
• Executes sales strategy to achieve goals for all assigned hotels.
• Develops contracts and correspondence manages opportunity details and proactively develops customer solutions.
• Works independently or centrally depending on account to establish appropriate business transient pricing for assigned accounts. May be required to coordinate pricing process
• Proactively manages relationships with multiple contacts in assigned market accounts.
• Hotel Communication Coordinates with hotels for site inspections and entertainment. Updates hotels on the status of their accounts and pending business and ensures followthrough and property buy in on customers service needs.
• Assumes leadership role as requested by line manager on ad hoc task forces and special projects including developing processes to identify potential new accounts.
• Maintains accurate and up to date account data and reporting using account management system.
• May be required to negotiate and execute preferred agreements within the Market.
• Actively prospects and solicits new business opportunities.
• Adheres to Marriotts standard commission policy for EMEA.
• Creates opportunities on a booking fee & transaction fee basis. Manages the administration process and liaises with Finance business partner to ensure all leads are charge correctly

Guest Satisfaction

• Displays leadership in guest hospitality; exemplifies customer service and creates a positive example for guest relations.
• Establishes clear expectations for customers and properties throughout the sales process.
• Transfers accurate complete and timely information to operating departments at the properties.
• Effectively resolves guest issues that arise as a result of the sales process. Brings issues to the attention of property leadership team as appropriate.
• Participates in guest satisfaction review sessions to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues.

Other

• Performs other duties as assigned to meet business needs.