Account Director, Association

JOB SUMMARY

The Account Director Association provides total account management for 5070 of Marriotts most profitable Association accounts driving increased preference loyalty and profitable share across the portfolio. Acting as the global account lead this role sets and executes account strategies aligned with segment priorities by applying strategic account management and teambased selling principles to build longterm valuebased partnerships. The Account Director works closely with propertybased citywide and multihotel sales leaders to secure the most profitable business defend and grow market share and deliver revenue targets. Responsibilities include mapping buyers to accounts owning return on invested capital (ROIC) and coordinating crossdisciplinary resources across corporate regional market and property teams to ensure effective strategy pullthrough and sustained results.

CANDIDATE PROFILE

Education and Experience

Required

• 4-year degree from an accredited university in Business Administration Hospitality Management or related major.

• 5 years of relevant professional experience in hotel or travel industry sales.

Preferred

• Experience working with national association customers.

• Account management experience preferred.

CORE WORK ACTIVITIES

Sales Intensity & Total Account Management

• Develop and execute comprehensive account strategies aligned with segment goals and hotel profitability.

• Drive sales intensity with a strong focus on profitable group business.

• Retain expand and grow revenue through account growth margin management and strategic initiatives.

• Serve as global account leader for assigned portfolio.

• Manage relationships at all levels within assigned accounts.

• Build and sustain consultative trusted relationships with key buying influencers.

• Act as the customer advocate by translating account needs opportunities and trends into actionable strategies.

• Serve as the voice of the customer and Association segment back to Marriott to ensure relevance and customer centricity.

• Coordinate crossdiscipline resources (market corporate GSO hotels National Group Sales) to drive pullthrough.

• Manage and optimize global return on investment (ROIC) across assigned accounts.

• Track account share revenue growth and profitability; develop recovery strategies for underperforming accounts.

• Actively participate in key customer events and industry trade shows.

Organizational Excellence

• Champion sales transformation and change initiatives aligned with Sales and Marketing strategies.

• Ensure bestinclass communication and account intelligence sharing across platforms (e.g. Empower SFA Web AIFs CHS Team Share).

• Execute disciplined bestinclass funnel management practices.

• Maximize use of valueadded products and services to improve productivity and competitive advantage.

Operational Excellence

• Achieve account revenue and sales goals; manage operating budgets and controllable expenses.

• Develop and execute account plans focused on market share growth efficiency and revenue optimization.

• Identify and respond proactively to business opportunities and risks with profitable aligned strategies.

• Increase penetration of highpotential accounts across all brands to meet property demand.

• Translate account needs into effective products services and commercial solutions.

• Serve as the final service guarantee ensuring consistent delivery timely issue resolution and 100% customer satisfaction.