Senior Manager, Strategic Accounts

JOB SUMMARY

The Senior Manager Strategic Accounts is responsible for originating new strategic owner and enterprise client relationships while also expanding
penetration retention and long-term value realization across an assigned portfolio. This role positions the Marriott Procurement Services
Organization as a core commercial and value-creation platform by engaging and influencing owner and executive stakeholders shaping account
strategies and increasing participation in Marriotts procurement programs. The Senior Manager leads senior-level owner-facing commercial
engagement for strategic accounts demonstrates strong executive presence and builds trusted-advisor relationships that support complex decisionmaking renewals and expansion into additional brands markets and programs. The role also governs portfolio-level financial exposure and
performance and partners closely with Enterprise Procurement Global Design Development Finance and Brand teams to increase share of wallet
improve retention and maximize enterprise value.

CANDIDATE PROFILE

Education and Experience

Required
Minimum 8 years experience in the procurement sales or account management field preferably in the hospitality industry.
Ability to travel up to 50%

Preferred
4-year degree preferred or equivalent work experience within the industry.

CORE WORK ACTIVITIES

Originate and convert new strategic owner and enterprise client opportunities by identifying decision makers mapping stakeholders and
positioning Marriott procurement programs as a value-creation lever.
Lead executive-level owner-facing commercial discussions and presentations articulating value drivers (cost advantage scalability
speed-to-market and risk mitigation) and securing commitment to participate.
Drive expansion and renewal strategy across existing accounts increasing share of wallet and adoption across brands markets and
procurement programs.
Own strategic account plans for a portfolio of strategic owners and enterprise clients including acquisition targets growth goals retention
risks and executive engagement cadence.
Partner closely with Enterprise Procurement Global Design Development Finance Brand and Sales stakeholders to align account
strategies with owner pipelines conversion activity and portfolio planning.
Negotiate complex commercial terms with suppliers and service partners to ensure pricing capacity and service models meet strategic
account needs and enterprise objectives.
Govern portfolio-level financial exposure and performance for strategic accounts including forecasting volume trends margin
considerations and management of $40$50M in annual financial risk.
Oversee supplier ecosystem performance supporting strategic accounts ensuring FF&E and OS&E partners can deliver consistent
service quality and scalability across multi-property portfolios.
Resolve high-impact commercial issues involving owners suppliers and internal stakeholders to protect revenue relationships and longterm account value.
Represent the procurement programs business in enterprise pipeline planning and governance forums; provide insight on account
strategy financial viability and growth opportunities.
Advance enterprise capabilities by standardizing scalable repeatable account-based offerings playbooks and owner engagement models
that improve adoption and owner satisfaction.

At Marriott International we are dedicated to being an equal opportunity employer welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and greatest strength lies in the rich blend of culture talent and experiences of our associates. We are committed to non-discrimination on any protected basis including disability veteran status or other basis protected by applicable law.