Account Director National Sales Mumbai
Account Director National Sales Mumbai
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Job Description
JOB SUMMARY
Manages and/or provides dedicated account management support to a complex portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriotts products and services as a team member within their assigned account portfolio. Responsible for increasing Marriotts preference loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business. May lead and direct a specific sales team in the processes of strategic account management and teambased sales.
CANDIDATEPROFILE
EducationandExperience
Required:
- Minimumof8yearsofrelevantsalesandmarketingexperience.
Preferred:
- Relevantuniversityorcollegequalificationordegree.
- TotalAccountManagementexperience.
- Hospitalitysalesexperience.
- Englishlanguagewrittenandspoken.
- Locallanguagewrittenandspoken.
CORE WORKACTIVITIES
TheroleoftheAccount DirectorNationalSalesistosupporttheNationalSalesTeamvisionandmissionbyexecutingtransactionalsales excellence.
SalesandAccountManagement
- .
- Retainsexpandsandgrowsaccountrevenueofassignedaccountsthroughtotalaccountpenetrationmarginmanagementandimplementationofsalesandmarketinginitiatives.
- Penetratesassignedaccountsforgroupandtransientaswellasexploringopportunitiesforextendedstayandcateringsalesbusiness.
- Maintainscurrentbusinessaccountsfornewbusinesswithinaccounts.
- IdentifiesandaggressivelysolicitsnewaccountsincoordinationwithanyrelevantSalesandMarketing.
- Qualifypotentialaccountsandrequalifiesexistingaccountswithaccuracy.
- Articulatesthefinancialbenefitsofaproposalasitpertainstothecustomersbusinessobjectives.
- Collectsandanalyzeskeyinformationaboutthecustomersbusinessand/oroperation.
- Counselsinternalstakeholdersonoptimalnegotiatingstance.
- Demonstratesbenefitsoftotalaccountmanagementandteambasedsales.
- Demonstratesworkingknowledgeoflegalissueswithinindustry.
- Developsopportunitysalesplanwithactionablestepstoattainrevenuegoals.
- Identifieskeypurchasepointsanddecisionmakersthatinfluencethebuydecision.
- MaintainsaccountinformationinOperaSalesandCateringtoensureaccurateanduptodateaccountreporting.
- .
- LeveragesappropriatesalesandpropertyLeadershiptoensureaccountsaturationpullthroughofaccountstrategiesandsellingsolutionsatthelocalpropertylevel.
- Supportsdatagatheringreporting&trackingfunctions.
- Understandstraditionalindustryprocesses(pricingRFPsproposalsetc)
- ExecutesandsupportsMarriottsCustomerServiceStandardsandhotelsBrandStandards.
- Executesexemplarycustomerservicetodrivecustomersatisfactionandloyaltybyassistingthecustomerandensuringtheirsatisfactionbeforeandduringtheirprogram/event.
- ServesthecustomerbyunderstandingtheirneedsandrecommendingtheappropriatefeaturesandservicesthatbestmeettheirneedsandexceedtheirexpectationswhilebuildinganAccountandloyaltytoMarriottInternational.
RevenueGeneration
- Relatescustomerneedstoproductcapabilities.
- RoutinelyquantifiesthebusinessimpacttoboththecustomerandMarriott.
- WorkswithRevenueManagementtosupportaccountstrategyinmarket.
- Buildsandstrengthensaccountswithexistingandnewcustomersindustryorganizationsandbrandnetworktoenablefuturebookingsincludingsalescallsentertainmentfamiliarization(fam)tripstradeshowsetc.
- Pursuesinitiativestocapitalizeonstrengthsandmarketopportunitiesandtocountercompetitivethreats.
ValueCreation
- Anticipatesandquicklyseizesopportunitiesnotobvioustootherstobuildcustomersatisfaction.
- Deliversoncommitmentstocustomers.
- Deliversvalueaddedproductsandservicestocreatelongtermcustomerloyalty.
- Focusesontwowaycommunicationtoensurewinwinrelationshipismaintained.
- Servesastheaccountslocalserviceguaranteebyensuringthatoutstandingservicedeliveryismaintainedateverycustomertouchpointissuesareresolvedtimelyandtothecustomers100%satisfaction.
- .
- Resolveguestissuesthatariseinthesalesprocesseffectivelyandbringsissuestotheattentionofpropertyleadershipasappropriate.
- PositionsselfasSubjectMatterExpertintermsofcustomeroraccountactivitybusinesssegmentactivityormarket/regionactivity.
- UsesknowledgeofMarriottsoperationsitsmarketsandcompetitorstopromotedialogueandenrichcustomerinteractions.
MarketIntegration&TeamParticipation
- Ensuresaccountsalesstrategiesarecommunicatedimplementedandupdatedasmarketconditionsfluctuate.
- FacilitateseducationalopportunitiesthatenhancecredibilityandintegrationbetweentheNationalSalesTeamandinternalstakeholders.
- Identifiesandcultivaterelationshipswithkeycolleaguesandstakeholdersinotherpartsoftheorganization.
- Participateswithaccountteaminmarketpullthroughactivity.
Other
- Performsotherdutiesasassignedtomeetbusinessneeds.
MANAGEMENTCOMPETENCIES
Leadership
- Adaptability Maintainsperformance levelunderpressure orwhen experiencing changes or challengesin theworkplace.
- Communication Conveysinformation and ideasto othersin a convincing and engaging manner througha varietyofmethods.
- ProblemSolvingandDecisionMakingIdentifiesandunderstandsissuesproblemsandopportunities;obtainsandcomparesinformationfromdifferentsourcestodrawconclusionsdevelopandevaluatealternativesandsolutionssolveproblemsandchooseacourseofaction.
- Professional Demeanor Exhibitsbehavioralstylesthatconveyconfidenceandcommandrespectfromothers; makesa goodfirst impressionandrepresentsthecompanyinalignmentwithitsvalues.
ManagingExecution
- BuildingandContributingtoTeamsActivelyparticipatesasamemberofateamtomovetheteamtowardthecompletionofgoals.
- DrivingforResults Setshighstandardsofperformancefor selfand/orothers;assumesresponsibilityfor workobjectives;initiatesfocusesandmonitorstheeffortsofselfand/orotherstowardtheaccomplishmentgoals;proactivelytakesactionandgoesbeyondwhatisrequired.
- PlanningandOrganizing Gathersinformationandresourcesrequiredtosetaplanofactionforselfand/or others;prioritizesandarrangesworkrequirementstoaccomplishgoalsandensureworkiscompleted.
Building Relationships
- CoworkerandStakeholderRelationshipsInteractswithothersinawaythatbuildsopennesstrustandconfidenceinthepursuitof .
- CustomerRelationshipsDevelopsandsustainsrelationshipsbasedonanunderstandingofcustomerneedsandactionsconsistentwith objectives.
- GlobalMindsetSupports employees andbusinesspartners withdiversestyles abilitiesmotivations and/or cultural perspectives;utilizesdifferencestodriveinnovationengagementandenhancebusinessresults;andensuresemployeesaregiventheopportunitytocontributeto .
Generating Talent and Organizational Capability
- OrganizationalCapability Evaluatesandadaptsthestructureofownassignmentsandsuggestsimprovementstoworkprocessestobestfittheneedsand/orsupportthegoalsofanorganizationalunit.
- TalentManagementProvides supportandfeedback tohelpindividualsdevelopandstrengthenskills and abilities needed to accomplishworkobjectives.
LearningandApplyingPersonalExpertise
- Applied Learning Seeksand makes the mostof learningopportunities to improve performanceof self and/ Acumen Understandsand utilizesbusinessinformationto manage ;leveragesstrengthsandcounterscompetitivethreats.
- Technical Acumen Understandsand utilizesprofessionalskillsandknowledge in aspecificfunctionalareatoconduct.
- Salesand MarketingKnowledge ofsalesand marketing conceptsincluding principlesand methodsforshowing promotingandsellingproductsorservicesaswellasmarketingstrategiesandtactics.
- Analysis Theability toanalyzeandsummarizedetaileddatatomakeinferences and thecreationandmaintenanceofspreadsheetsforstoringdata.
- ResearchSkillincollectinginformationfromavarietyofsourcesrelating tomarket data .
- Computer Skills The willingnesstolearn and abilityto use computer systemsand .
- EconomicsandFinance KnowledgeofeconomicprinciplesandpracticesP&Lstatementsoperatingbudgetsforecastingandschedulingandthereportingoffinancialdata.
- RevenueManagementUnderstanding ofrevenuemanagementconcepts processes andstrategies suchasaverage dailyraterevenueperavailableroomsalescyclesandtrendsaccountmanagementpricingandinventorymanagement.
- BasicCompetenciesFundamentalcompetenciesrequiredforaccomplishingbasicworkactivities.
- BasicComputerSkillsUsesbasiccomputerhardwareandsoftware(..
- Mathematical Reasoning Demonstratesabilitytoaddsubtractmultiplyordivide quicklycorrectlyandinawaythatallowsonetosolveworkrelatedissues.
- Oral Comprehension Demonstratesabilitytolisten toand understandinformationandideaspresentedthrough .
- ReadingComprehensionDemonstratesunderstandingofwrittensentencesandparagraphsinworkrelateddocuments.
WritingCommunicates effectively in writing as appropriate forthe needsofthe audience.
Marriott International is an equal opportunity believe in hiring a diverse workforce and sustaining an inclusive peoplefirst are committed to nondiscrimination onanyprotectedbasis such as disability and veteran status or any other basis covered under applicable law.
Required Experience:
Director
Employment Type
Full-Time
