Senior Global Account Sales Manager I

The Sr. Account Manager GSO manages and/or provides dedicated support to a targeted portfolio of GSO accounts. The position builds and maintains business relationships with key buying influences to achieve account market share goals across all Marriott Lodging brands. The primary focus is on generating and closing revenue-generating opportunities while increasing preference and loyalty with the role of Sr. Account Manager GSO this position has direct accountability for transactional sales activities within their assigned accounts.

The role of the Sr. Account Manager GSO is to support the GSO vision and mission by leveraging Marriotts products and services as a team member within their assigned account portfolio. By executing transactional sales excellence this position will be responsible for increasing Marriotts preference loyalty and profitable share within their assigned accounts and contributing to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

BUSINESS CONTEXT

The role of the Sr. Account Manager GSO is to support the GSO vision and mission by leveraging Marriotts products and services as a team member within their assigned account portfolio. By executing transactional sales excellence this position will be responsible for increasing Marriotts preference loyalty and profitable share within their assigned accounts and contributing to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

Education and Experience Preferred

Strong preference for candidate with Marriott experience

• Bachelors degree or equivalent strongly preferred.
• Strong preference for a candidate who speaks English
• 3 years of sales and marketing experience
• Total Account Management experience preferred.
• Hospitality sales experience preferred.

Sales Management

• Accurate qualification of potential accounts; re-qualification of existing accounts.
• Articulates the financial benefits of a proposal as it pertains to the customers business objectives.
• Collects & analyzes key information about the customers business and/or operation.
• Counsels internal stakeholders on optimal negotiating stance.
• Demonstrate benefits of total account management and team-based sales.
• Demonstrates working knowledge of legal issues within the industry.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers influencing the buy decision.
• Maintain account information in EMPOWER/Sales MarRFP and SFA to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommends Marriott products that match the customer and hotels business needs. Suggests positive alternatives whenever necessary.
• Represents all brands of Marriott Lodging.
• Responsible for a proactive account segment or regional sales.
• Support in-market needs of properties in a given regional area.
• Support data gathering reporting & tracking functions.
• Understands traditional industry processes (pricing RFPs proposals etc.)

Revenue Generation

• Identifies key Marriott Bonvoy purchase points and decision-makers influencing the buy decision.
• Relates customer needs to product capabilities.
• Routinely quantifies the business impact to both the customer and Marriott.
• Works with Revenue Management to support account strategy in-market.

Value Creation

• Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
• Delivers on commitments to customers.
• Delivers value-added products and services to create long-term customer loyalty.
• Focuses on two-way communication to ensure the win-win relationship is maintained.
• Positions self as Subject Matter Expert in customer or account activity business segment activity or market/region activity.
• Pursues initiatives to capitalize on strengths and market opportunities and to counter competitive threats
• Uses knowledge of Marriotts operations markets and competitors to promote dialogue and enrich customer interactions.

• Ability to use standard software applications such as MSOffice SFA etc.
• Acts decisively to recover from mistakes; knows how to develop/propose/initiate solutions and when to involve leader.
• Acts independently to improve and increase skills and knowledge.
• Can effectively articulate the financial benefits of a proposal as it pertains to the customers business objectives.
• Collects and analyzes key information about the customers business and/or operation.
• Delivers clear evenly paced presentations and tailors messages to the appropriate audience.
• Delivers commitments to customers supervisors and peers.
• Develops opportunity sales plan with actionable steps to attain revenue goals. Holds self and others accountable for achieving results.
• Expresses oneself clearly concisely and effectively in written and verbal settings.
• Expresses self well in groups and one-on-one conversations.
• Gains the confidence and trust of others through their own authenticity and ethical standards.
• Generates enthusiasm for ideas; wins support from others; negotiates persuasively.
• Keeps up-to-date on and leverages available resources to meet the objectives of Marriott/Account initiatives.
• Knows the strengths and weaknesses of competitors; leverages strengths and counters competitive threats.
• Listens patiently and carefully to input; clarifies others points of view; listens well in a group setting.
• Negotiates terms and conditions commitments and customer issues that balance the needs of the customer with the needs of the business.
• Shares credit with others.
• Works effectively participating in a virtual team-based environment

• Builds strong working relationships.

• Shares thoughts and feedback in a professional way.

• Considers how own behavior impacts others.

• Explains work in a way that encourages cooperation from others.

• Shows an understanding of customer/stakeholder expectations.

• Listens and responds to customers/stakeholders with empathy.

• Builds rapport and trust with customers/stakeholders to promote loyalty.

• Anticipates and quickly responds to customer/stakeholder requests or issues.

• Explains policies in a way that helps customers/stakeholders understand.

• Helps others feel valued and included.

• Works well with others regardless of their background or characteristics.

• Models the Company culture of service opportunity respect and fair treatment.

• Acts when others are treated unfairly or are not valued and respected for their unique skills.

• Listens to and acknowledges different ideas and viewpoints.

• Shows an understanding of how each role on the team contributes to the work.

• Shows an understanding of goals processes and reporting relationships within the department.

• Understands scope of own decisionmaking authority.

• Provides seeks and acts on constructive feedback.

• Shows an understanding of performance expectations.

• Works with manager to set and prioritize developmental goals.

• Builds relationships to attract top talent.

• Participates in the hiring process and helps with onboarding new associates.

• Stays calm and focused during stressful situations.

• Asks questions to understand why change is happening.

• Uses resources to help deal with change or challenges.

• Expresses ideas clearly and concisely.

• Actively listens and responds to others with understanding.

• Appropriately interprets verbal and nonverbal behavior.

• Displays professionalism and gains respect from others.

• Recognizes issues and makes suggestions to solve problems related to daily work.

• Breaks complex issues into manageable parts.

• Asks questions and gathers information before making a decision.

• Identifies and considers alternatives and their possible impact before making decisions.

• Makes decisions and takes action in a reasonable amount of time.

• Sets career goals and identifies areas for development.

• Uses available resources and challenging assignments to improve performance.

• Shares own learnings and best practices with others.

• Completes assigned training on time.

• Shows an understanding of how own work impacts Company and department performance.

• Shows an understanding of the drivers of Company and department performance.

• Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction.

• Performs technical and complex tasks and solves problems within the area of expertise.

• Models technical excellence and communicates the benefits of specific techniques in the area of expertise.

• Uses appropriate facilities equipment and materials to perform the job.

• Follows current policies procedures and legal requirements.

• Works with team members to meet shared goals.

• Shows an understanding of how the team contributes to broader success.

• Shares with team members information needed to accomplish work.

• Tells other team members when they are doing a good job.

• Takes responsibility for being innovative and delivering work that exceeds requirements.

• Learns from mistakes.

• Participates in setting goals for the team or department.

• Looks ahead and lets the manager know about possible challenges in completing assigned work.

• Keeps track of current and future workload to ensure everything is completed on time.

• Prioritizes own activities and makes adjustments when appropriate.

• Asks for and uses available resources to complete work.