Account Manager, Business Travel (BT)

JOB SUMMARY

This primary function of the Business Travel (BT) Account Manager is to provide dedicated account management support in the BT segment.  The position will support Global Account Directors (GAD) and/or Global Account Managers in the creation and execution of the BT strategy; support the relationships with all of the accounts’ central BT buyers and intermediaries. Specific responsibilities include: (1) uncovering BT growth potential for accounts with proactive strategies, (2) assist in the coordination and execution of the RFP process, (3) assist in pull through of BT initiatives, (4) provide analysis of data within the BT segment (5) on-going account service in the BT segment.

CANDIDATE PROFILE

Experience

• 3+ years sales and marketing experience required.
• Total Account Management experience preferred.
• Hospitality sales experience preferred.

Education or Certification

• Bachelor’s degree or equivalent preferred.
• English language written and spoken.
• Microsoft Excel experience strongly preferred. 
• Experience managing the BT sales process or equivalent experience with a major hotel chain or Travel Management Company 

CORE WORK ACTIVITIES

Managing Work, Projects, and Policies

• Provide account management support with primary focus on the BT segment.  Where appropriate manage a telephonic relationship with each accounts’ Hotel Program Manager, Travel Management Company, and other buyers globally who impact the accounts’ BT buying process. 
• Assist GAD/GAM with the development and implementation of sales strategies in the BT segment, including (but not limited to): 
• Project team RFPs
• Gap Analysis
• Collaborate on the creation of the BT Account Workbook
• Analysis of the Global Preferred Partner Program (GPP) if applicable
• Drive loyalty engagement across account portfolio
• Assist on aspects of the BT pricing process: 
• Analyze internal/external hotel spending data for the purpose of selecting hotels to be included in the account proposal.
• Assist GAD in the quality-control process of BT portfolio offering prior to customer presentation.
• Coordinate pricing for hotels added to the system mid-year, or as new markets emerge due to the accounts’ acquisition of new businesses, etc.
• Conduct rate audit/Follow-up on rates accepted by the clients’ 3rd party tool and amend MarRFP as necessary. 
• Correspond with all accepted/rejected hotels; oversee rate-loading and GDS pull-through, etc.
• Support on the account strategy for courtesy rates
• Provide support to properties AND/OR SAE’s on the BT segment (e.g. – customer trends, buying location changes; provide guidance regarding compelling business cases, etc.)
• Research and analyze account information and relevant data to identify new business opportunities in the BT segment and partner with the GAE/GAD to create innovative solutions for the customer.
• Maintain accurate and up-to-date BT account information in MarRFP/SAPPs and Empower tools.
• New Hotel/Pre-Opening Hotel, proactively research & identify properties that should be considered for inclusion in preferred programs, work with GAD/GAM to present these hotels to Travel Buyer

Maintaining Business Goals

• Achieve and exceed goals including performance goals, revenue/room night goals, team goals, etc.
• Develop specific goals and plans to prioritize, organize, and accomplish assigned responsibilities.
• Submit account plans/reports/data requests in a timely and accurate manner.

Demonstrating and Applying Business/Discipline Knowledge 

• Share trends/Demonstrate knowledge of job- and industry-relevant issues, products/services, systems, and processes.
• Use software applications such as MS Office, Tableau, MINT, etc. 
• Conduct basic financial analysis and exhibit understanding of revenue management.
• Articulate knowledge of Marriott brands, business needs, and pricing strategies.
• Use relevant internal and external data (e.g. account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration in the BT segment. 

Contributing to Teams 

• Utilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.
• Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments. 
• Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment.
• Work effectively in a virtual team-based environment. 
• Assist in the development and usage of tools created to support evolving needs of pricing process.

Additional Responsibilities 

• Inform and/or update stakeholders on relevant information in a timely manner.
• Manage time efficiently and demonstrate effective organizational skills.
• Present ideas, expectations, and information in a concise, well-organized way.
• Provide sales program/event leadership, reporting support, and/or general operational and administrative guidance, as needed.
• Perform other duties, as assigned, to meet business needs.

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.