JOB SUMMARY
The Account Director, Association provides total account management for 50–70 of Marriott’s 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 team‑based selling principles to build long‑term, value‑based partnerships. The Account Director works closely with property‑based, citywide, and multi‑hotel 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 cross‑disciplinary resources across corporate, regional, market, and property teams to ensure effective strategy pull‑through 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 cross‑discipline resources (market, corporate, GSO, hotels, National Group Sales) to drive pull‑through.
- 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 best‑in‑class communication and account intelligence sharing across platforms (e.g., Empower, SFA Web, AIFs, CHS, Team Share).
- Execute disciplined, best‑in‑class funnel management practices.
- Maximize use of value‑added 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 high‑potential 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.
Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.
About UsMarriott International Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Marriott International and has not been reviewed or approved by Marriott International .
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Retirement Support — Retirement programs include a 401(k) with a company match and related financial wellness resources seen as competitive. This support is complemented by savings tools that reinforce long-term financial security.
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Healthcare Strength — Health coverage offers flexible medical plans, disability and life insurance, and access to mental health and wellness resources. Short-term disability and basic life coverage are described as included for many full-time hourly roles.
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Wellbeing & Lifestyle Benefits — Travel and lifestyle perks include substantial hotel, food and beverage, spa, retail, and golf discounts for employees and families. Additional programs like tuition assistance and wellness initiatives reinforce non-cash value.
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What We Do
Marriott International, Inc. is based in Bethesda, Maryland, USA, and encompasses a portfolio of more than 7,500 properties in 30 leading hotel brands spanning 132 countries and territories. Its heritage can be traced to a root beer stand opened in Washington, D.C., in 1927 by J. Willard and Alice S. Marriott. Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws. Community Guidelines: We reserve the right to remove without any notice content that we determine in our sole discretion is offensive or illegal, contains personally identifiable information, trademarks or copyrights belonging to a third party, advertises a third party’s products or services, or is otherwise inappropriate. Application Tips: We encourage job seekers to protect themselves from email and recruiting scams. Please note: 1) We do not accept applications via email or fax; 2) We never ask for money as part of the application process; 3) We only contact job applicants from approved email domains. Please find more information about Marriott International’s job application process and approved email address domains here: http://www.careers.marriott.com/tips-for-applying/
