JOB SUMMARY
Provides account management support for global accounts in the Entertainment segment. Applies the principles of strategic account management and team-based selling. Partners with the appropriate Global Account Directors and Global Account Executives on the Enterprise Sales Team to fully understand the overall account strategy and how best to execute the strategy in the local market for their assigned accounts. Develops strategic relationships with secondary/non-central buyers with the purpose of driving market share and revenue to all Marriott brands on a global basis. Verifies the pull through of Business Travel (BT), group, and extended stay business for their respective market, as well as, the execution of outbound group and extended stay opportunities for their assigned customers.
CANDIDATE PROFILE
Education and Experience
Required:
• High school diploma or GED; 2 years’ experience in the sales and marketing, guest services, front desk, or related professional.
OR
• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; relevant work experience required.
Preferred:
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
• Lodging sales experience.
• Account management experience.
CORE WORK ACTIVITIES
Managing Sales Activities
• Develop and implement the overall account strategy in alignment with segment strategic goals. Promote accountability to achieve desired business results.
• Verifies that local market strategy is in alignment with the overall global account goals.
• Provides account management support for global accounts in the Entertainment segment.
• Retains, expands and grows account revenue through account growth, margin management and implementation of sales and marketing initiatives generated from the local buying locations.
• In partnership with the Global Account Directors, executes sales deployment strategies that maximize the utilization of available sales resources.
• Leverages appropriate Entertainment (e.g., Global Account Executive - Entertainment, ecommerce, Marketing) and market resources (e.g., group sales within the sales office and property leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level.
• Coordinates and manages large group transactions (in market and outbound) with Group Sales in the Sales Offices and hotels, on behalf of customers.
• Participates in the Business Travel (BT) pricing of assigned accounts at the local properties.
• Achieves local account revenue and sales goals as defined by market leadership.
• Develops and achieves operating budgets and manages controllable expenses.
• Leverages methodologies, technical and business knowledge across the market.
• Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.
• Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
• Leverages all available sales channels, i.e., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc, in an effort to optimize sales revenues.
• Applies the principles of strategic account management and team-based selling.
• Partners with the appropriate Global Account Directors and Global Account Executives on the Enterprise Sales Team to fully understand the overall account strategy and how best to execute the strategy in the local market for their assigned accounts.
• Verifies the pull through of Business Travel (BT), group, and extended stay business for their respective market, as well as, the execution of outbound group and extended stay opportunities for their assigned customers.
• Performs other duties, as assigned, to meet business needs.
• Establish and maintain strategic partnering relationships with key economic buying influencers. Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development; remove barriers to business solution development; build a customer-focused team.
• Ensure the development of account plans that focus on improving market share, leveraging efficiencies, generating revenue and reducing overhead.
Building Successful Relationships
• Manages relationships with the secondary/non-central buyers in the market to optimize account reach and share.
• Serves as account’s “local service guarantee” by establishing that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.
• Acts as the customer advocate through understanding local account needs and opportunities.
• Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders (e.g., Enterprise Sales Team, Group Sales within the Sales Office); partners with key stakeholders in account planning and determining strategy execution approaches for the market.
• Develops a close working relationship with operations to execute strategies at the property level.
• Creates strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.
• Develops strategic relationships with secondary/non-central buyers with the purpose of driving market share and revenue to all Marriott brands on a global basis.
Skills Required
- High school diploma or GED and 2 years of experience in sales and marketing, guest services, front desk, or a related professional area
- Alternatively, a 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major, with relevant work experience
- Four-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or a related field
- Lodging sales experience
- Account management experience
Marriott 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/
