Account Director, Global Sales, Luxury - Group

JOB SUMMARY

The Global Luxury Account Director is a Luxury Group specialist responsible for both intermediary and corporate end-user customers. The Account Director provides account management to group buyers for Marriott International’s most profitable luxury intermediary and aligned corporate accounts to increase Marriott’s global loyalty and profitable share within these accounts. This individual will develop strategic relationships with luxury accounts and sell Marriott International’s luxury brands to grow market share and generate superior business results. Specific areas of responsibility include providing key input on the overall strategy for assigned accounts, implementing strategies to position Marriott as the preferred luxury partner to defend and grow market share, and liaising with relevant cross-discipline resources—corporate, regional, market, and property—globally to achieve results. Additionally, this role will ensure alignment with the entire Global Sales Team and provide education and seamless connectivity between customers, individual properties, and our luxury brands.

CANDIDATE PROFILE

Education and Experience

Required

· 4-year degree from an accredited university in Business Administration, Marketing, or a related major and 4+ years of relevant professional experience, demonstrating progressive career growth and a pattern of exceptional performance;

· OR

· 6+ years of relevant professional experience in marketing or a related function, demonstrating progressive career growth and a pattern of exceptional performance.

· Account management experience.

Preferred

· Demonstrated progressive career growth and a pattern of exceptional performance, with previous exposure to the corporate market and key influencers in this luxury segment preferred.

· Previous experience in the luxury hospitality industry as an active member of a prominent sales team.

· Ability to handle the complexities of working globally with senior leaders, property teams, and property sales teams.

· Ability to create a compelling vision, demonstrate flexibility in approach, and motivate peers to achieve desired results. Promotes and builds teamwork that links individual properties.

· Strong executive presence—able to sell ideas and influence persuasively, settle differences, and win concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.

· Excellent written and verbal communication skills in English.

· Ability to travel and establish meaningful relationships with top decision makers, influencers, and internal stakeholders.

· Strong project management and organizational skills, with the ability to craft and conduct effective presentations.

· Knowledge of the corporate marketplace and prominent luxury customers.

CORE WORK ACTIVITIES

· Establish individual account work plans in accordance with the fundamentals of strategic account management, including account mapping, understanding all revenue streams, and developing a complete customer relationship plan.

· Analyze major accounts to determine spend, partnership opportunities, and luxury brand engagement. Retain and grow account revenues through increased account penetration and implementation of strategic account principles.

· Cultivate and ensure exceptional customer relationships with corporate market decision makers, influencers, procurement partners, and industry partners. Serve as a luxury brands advocate.

· Support luxury brand positioning, assist in setting strategy, and drive revenue within this segment and among key contributors.

· Identify opportunities, anticipate challenges, and create competitive breakthrough strategies. Protect and strengthen our luxury brands’ competitive advantage by advocating for and supporting sound business, sales, and marketing decision-making.

· Support and understand the organization-wide strategic plan for accounts. This should include comprehensive knowledge of the industry, including corporate, retail, group, and third-party agencies.

· Demonstrate a strong understanding of corporate segments, including knowledge of key players in the identified market. Network with influencers in this segment and uncover potential business.

· Understand and recognize the luxury consumer, including demographics and buying habits, and provide an effective sales approach that remains relevant, nurtures this consumer, and can quickly adapt to changes.

· Maintain comprehensive knowledge of Marriott International’s luxury brands. Develop complete and thorough knowledge of basic hotel facilities related to rooms and function space, specifically all logistics and amenities that may interest assigned accounts.

· Provide education and guidance to brand and property sales and marketing teams on specific accounts, account strategies, best practices, and recommended sales methodologies. Ensure property operations are aligned with all corporate market standards.

· Advise key stakeholders on existing and evolving business and operational issues.

· Ensure decision-making balances the needs of each customer, the company, and individual properties and promotes the long-term viability of the business.

· Ability to travel to customer locations, luxury brand properties, and industry events to establish strong one-on-one, personal relationships.

· Execute and attend relevant, industry-leading events that allow for an exchange of ideas, new thinking, developing trends, and changes to business models within the corporate market community.

· Plan, participate in person, and engage in customer entertainment and industry events throughout the year.

· Fully adopt the appointed sales force automation tool and other technological tools while maintaining all account relationship information, account business trends, pipeline reporting, and account-focused tasks and events.

· Champion excellence in business ethics and integrity, and build an environment with a high level of morale, motivation, and engagement.

· Coordinate and implement work and projects as assigned.

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 celebrated. Our 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.