Job Abstract

JOB SUMMARY

The Global Account Executive is responsible for providing total account management for Marriott International’s most profitable Group intermediary accounts to increase Marriott’s Global preference, loyalty and profitable share in these accounts. By applying the principles of strategic account management, this position ensures pull-through of overall business strategies to build long-term relationships between Marriott International and intermediary partners. As total account manager, this individual will develop strategic relationships with the largest Group intermediary accounts, lead global Group partner preferred negotiations and sell Marriott International as the preferred partner to grow market share and generate superior business results. The individual will have a direct reporting relationship to the Global Account Director, Intermediary Sales. Specific areas of responsibility include providing key input on the overall Global strategy for assigned accounts, developing and implementing strategies to position Marriott as the preferred partner and defend and grow market share, owning the return on invested capital (ROIC) for their accounts and liaising with relevant cross-discipline resources (corporate, regional, market, property) around the world, to ensure effective pull-through of account strategies as well as assist with closing on critical high priority meetings to achieve results.

CANDIDATE PROFILE

Education and Experience Required

1. 4-year degree from an accredited university
2. 5+ years of hotel or travel industry sales experience, demonstrating progressive career growth and a pattern of exceptional performance.

Education and Experience Preferred

1. Prior experience in managing intermediary accounts

CORE WORK ACTIVITIES

Managing Work, Projects, and Policies

1. Develop and implement the overall global account strategy in alignment with intermediary strategic goals. Promote accountability with required stakeholders to achieve desired business results.
2. Retain, expand and grow global account value and revenues by growing preference, better leverage of non-direct selling resources, margin management and personal support with confirming the largest, most profitable pieces of business when required.
3. Develop and lead the complex global negotiations associated with preferred Group partnerships, while managing relationships with the key buyers and Group leadership within assigned accounts to optimize account reach and share.
4. Implement deployment strategies that maximize the utilization of available sales resources. Work closely with intermediary Group partners to adopt technology standards that provide operational excellence and make it easier to do business with Marriott.
5. Partner with Global Sales, Corporate and Association segments to establish clear lines of accountability for accounts that cross over to other segments (e.g., intermediaries that work on behalf of Association accounts).
6. Implement Group intermediary commission and discount rates to protect Marriott’s profitability and preserve pricing and rate distribution integrity.
7. Liaise with relevant cross-discipline groups to resolve Group partner issues and ensure profitability of the account.
8. Develop innovative cross-discipline Group and associated segment strategies within Marriott International’s total account management philosophy.
9. Lead the Global sales efforts for new and existing revenue streams with a focus on incremental growth from assigned Group accounts.
10. Attend and participate in all relevant customer events and trade shows to continue building alliances with intermediaries that bring business to Marriott hotels.
11. Maintain operational excellence by directing productive, streamlined administrative functions.
12. Ensure that the latest sales tools and other value-added products and services are being leveraged effectively to maximize productivity and build sustainable competitive advantage.
13. Translate customer and account needs into a range of support products and services that maximize returns.
14. Increase penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
15. Leverage all available intermediary sales channels to optimize sales revenues.

Maintaining Business Goals

1. Create Strategic Account Plans and coordinate cross-discipline resources (GSO, Market, Corporate) to ensure pull-through and sustainment of account strategies and selling solutions. Develop a close working relationship with operations and Market resources to establish integrated sales strategies and ensure pull-through of strategies at the hotel level.
2. Ensure Strategic Account Plans focus on improving market share, leveraging efficiencies, generating revenue and reducing overhead globally.
3. Create Strategic Marketing plans in conjunction with assigned Group partners, utilizing preference payments and Group global marketing funds associated with assigned partners, to generate a compelling return on investment for Marriott International.
4. Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
5. Champion business transformation and change efforts in support of global Sales and Marketing strategies.
6. Achieve global Group account revenue and sales goals as defined by leadership. Develop and achieve operating budgets and manage controllable expenses.
7. Achieve and exceed goals including performance goals, revenue/room night goals, team goals, etc.
8. Submits required reports/data in a timely manner, ensuring delivery deadlines are met.

Demonstrating and Applying Business/Discipline Knowledge

1. Conduct competitive assessments of intermediaries in support of the annual strategic planning process. Provide updates to VP, Global Sales, Intermediaries & Europe and Marriott Senior Management, as appropriate.
2. Demonstrate knowledge of job- and industry-relevant issues, products, systems, and processes.
3. Monitor current and future Group intermediary trends, needs and attitudes including competitor activity to guide targeted solution development and remove barriers to business solution development.
4. Leverage methodologies, technical, and business knowledge across the Enterprise, Continent, and Global Sales Teams.
5. Lead efforts to educate and communicate total account management and team-based sales principles to cross-discipline groups including Global Sales, Revenue Management, Market, Region, Property and Owner/Franchise partners.

Leading or Contributing to Teams

1. Serve as a proactive leader on the Global Intermediaries team by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.
2. Utilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound financial/business decision making; demonstrates honesty/integrity; lead by example.
3. Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments.
4. Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment.
5. Work effectively in a virtual team-based environment.

Managing and Conducting Human Resource Activities (if applicable)

1. Supports the development, mentoring and training of associates.
2. Provides constructive coaching and counseling to associates.

Additional Responsibilities

1. Inform and/or update executives, peers, subordinates, and/or customers on relevant information in a timely manner.
2. Manage time efficiently and demonstrate effective organizational skills.
3. Present ideas, expectations and information in a concise, well-organized way.
4. Provide sales program/event leadership (e.g. Hotel Excellence, sales missions, trade shows), reporting support, and/or general operational and administrative guidance, as needed.
5. Perform other duties, as assigned, to meet business needs.

Colorado Applicants Only: The salary range for this position is $96,038.00 to $190,154.00 annually.

Hawaii Applicants Only: The salary range for this position is $116,205.00 to $209,169.00 annually.

New York Applicants Only: The salary range for this position is $96,038.00 to $209,169.00 annually.

Washington Applicants Only: The salary range for this position is $96,038.00 to $209,169.00 annually. In addition to the annual salary, the position will be eligible to receive an annual bonus. Employees will accrue 0.04616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.

All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.

Marriott HQ is committed to a hybrid work environment that enables associates to Be connected. Headquarters-based positions are considered hybrid, for candidates within a commuting distance to Bethesda, MD; candidates outside of commuting distance to Bethesda, MD will be considered for Remote positions.

The application deadline for this position is 28 days after the date of this posting, 05/02/2024.

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.