Market Account Director – Perth Based

The Market Account Director is responsible for providing total account management for a portfolio of high value complex accounts to increase Marriott's preference, loyalty, and profitable share.  By applying the principles of strategic account management and team-based selling, this position provides overall leadership and direction in the development of business-to-business strategies to build long-term, value-based relationships for Marriott International hotels and to the managed portfolio of corporate accounts.  The Market Account Director will develop solid and extensive relationships with the key buyers with the purpose of mapping all revenue streams to grow share and drive superior business results.
 

Specific areas of responsibility include establishing, managing, and communicating overall account strategies in alignment with the overall corporate segment priorities, mapping buyers to accounts, defending and growing market share and revenue targets for assigned accounts, and liaising with relevant cross-discipline resources (corporate, regional, market, property) to ensure effective pull-through of account strategies. 

This position will be based in Perth, Australia. 

Education and Experience

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area.

OR

• 5-year experience in the sales and marketing or related professional area, with hotel industry work experience highly desirable.

Supporting Developing & Executing Sales Strategies

• Works with the Market Director of Sales – Corporate and property sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment.
• Works with the Market Director of Sales – Corporate and on property Cluster DOS / DOS to create and implement a sales plan addressing revenue, customers and the market for the managed account portfolio.
• Assists with the development and implementation of promotions, both internal and external.

Maximising Revenue

• Provides positive leadership to ensure maximum revenue potential.
• Exceptional networking and prospecting skills.
• Gather and analyze information from a variety of sources; probe for underlying causes; consider alternative solutions before making decisions; advance problems toward resolution when encountering ambiguity or uncertainty; make sound decisions in a timely manner
• Approach problems with open-mindedness, generate innovative ideas and solutions, stimulate creativity and innovation in others. 
• Develop and maintain effective relationships with both internal and external stakeholders.  Actively engage the right stakeholders from other disciplines and the market to refine account offerings. 
• Strong organizational navigation acumen – cross-discipline understanding and ability to mobilize organizational resources to achieve superior business results. 
• Bring a global perspective to ideas and solutions.  Has a cross-discipline and cross-regional understanding and is knowledgeable about MI brands, sales and marketing strategies and service offerings.
• Ability to balance creative solution-development with pragmatic business considerations
• Strong negotiating skills
• Participates in sales calls to acquire new business and/or close on business.
• Analyzing & reporting on sales data
• Analyzes market information by using sales systems and implements strategy to achieve property’s topline room and catering goals.
• Reviews sales and catering guest satisfaction results to identify areas of improvement.

Ensuring Exceptional Customer Service

• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.
• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
• Interacts with guests to obtain feedback on product quality and service levels.

Building Successful Relationships

• Develops and manages relationships with key stakeholders, both internal and external.
• Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, GSO) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.
• Utilizes all available on the job training tools for employees.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities; and communicates both the reasons for change and how it impacts the workplace.
• Communication - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner; appropriately interprets verbal and non-verbal behavior; and models active listening to ensure understanding.
• Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts, identifying and evaluating alternatives and their implications before making decisions, and involving and gaining agreement from others when making key decisions.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements for self and/or others to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach team, business, and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges
• Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
• Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
• Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
• Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
• Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
• Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
• Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
• Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience.