Account Director, Corporate & Government, Queensland

Leads and manages all day-to-day activities related to the sales function with a focus on building long-term value-based customer relationships that enable achievement of property sales objectives. Achieves personal booking goals and makes recommendations on booking goals of direct reports.

Education and Experience

• 2-year degree from an accredited university in Business Administration Marketing Hotel and Restaurant Management or related major; 6 years experience in the sales and marketing or related professional area.

OR

• 4-year bachelors degree in Business Administration Marketing Hotel and Restaurant Management or related major; 6 years experience in the sales and marketing or related professional area.

Supporting Developing & Executing Sales Strategies

• Works with Area Director of Sales & Distribution and the property sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment.
• Create and implement a sales plan addressing revenue customers and the market for the segment led by the DOS.
• Assists with the development and implementation of promotions both internal and external.

Maximising Revenue

• Evaluates and supports market sales account deployment.
• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g. sets example with personal booking goals).
• Recommends booking goals for sales team members.
• Managing sales activities
• Monitors all day-to-day activities of direct reports.
• Ensures sales teams understand and are leveraging customer/guest demand engines to full potential.
• Participates in sales calls with members of sales team to acquire new business and/or close on business.
• Analyzing & reporting on segment performance data
• Analyzes market information by using sales systems and implements strategy to achieve propertys financial room and catering goals.
• Reviews sales and catering guest satisfaction results to identify areas of improvement.

Developing & Executing Sales Strategies

• Assists the participating property leadership teams in providing strategic inputs. To provide strategic inputs regarding the market performance and key indicators to the ADSD
• Ensures development of a strategic account plan for the demand generators in the market.
• Determines and develops sales activities in conjunction with Area team and property leaders
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Reviews the STR report competitive shopping reports and uses other resources to maintain an awareness of each propertys market position.
• Responsible for the goal setting for the market and cross sell goals across the country.
• Liaise with the NSO/ GSO leaders to drive strategy and execution for the market.

Building Successful Relationships

• Develops and manages relationships with key stakeholders both internal and external.
• Works collaboratively with off-property sales channels (e.g. Market Sales GSO) to ensure the property needs are being achieved and the sales efforts are complementary not duplicative.
• Works with Human Resources to ensure compliance with local state and federal regulations and/or union requirements.
• Attends customer events trade shows and sales missions to maintain build or develop key relationships with customers and GSO Managers
• Managing and conducting human resource activities
• Utilizes all available on the job training tools for employees.
• Hire and retain proactive sales team members. Ensure appropriate training and career growth opportunities are provided to associates to grow future leaders for Marriott.

MANAGEMENT COMPETENCIES