Account Sales Leader - Northeast Corporate Accounts

Salary Details

Salary Description: Competetive Salary Offered

Job Description For Account Sales Leader - Northeast Corporate Accounts

JOB SUMMARY

Leads and manages a cross-area sales team of account executives in assigned account sales segment (e.g., Entertainment, Luxury, Association, Mid-Market, Airline, Consortia or Tour & Travel segment(s). Maintains operational excellence by directing productive, streamlined administrative functions and creating a selling environment that keeps non-sales activity away from the cross-sales area team. Maintains high performance levels by developing clear accountabilities, hiring the best candidates, providing development opportunities, addressing performance issues, and aligning performance and rewards to total account performance and property accountability. Hires, retains, and develops diverse, high calibre talent that makes a strong, positive impact on the organization. Anticipates future talent based on business needs. Provides account management support for deployed accounts for assigned segment(s). Applies the principles of strategic account management and team-based selling, and partners with the appropriate US Account Sales / Global Sales Organization to fully understand the overall account strategy and how best to execute the strategy for deployed accounts. Develops strategic relationships with local buyers with the purpose of penetrating and growing market share and driving revenue. Coordinates and manages large group transactions (e.g., in-market and out-bound) with Multi-Hotel Sales and/or hotels on behalf of the buyers and provides leadership to account sales team members as appropriate.

CANDIDATE PROFILE

Education and Experience

Required:
• High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area.

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

Preferred:
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
• Proven leadership skills in supervising and managing associates.
• Lodging sales experience.
• Account management experience

CORE WORK ACTIVITIES

Managing Sales Activities
• Implements the overall account strategy for deployed accounts at the buying locations.
• Verifies that the strategy is in alignment with the overall US Account / global account goals.
• Retains, expands, and grows account revenue through account growth, margin management, and implementation of Sales and Marketing initiatives.
• Executes sales deployment strategies in partnership with the US Account Sales Directors /Global Account Directors that maximize the utilization of available sales resources.
• Leverages appropriate corporate (e.g., US Account Sales Directors, Global Account Directors, ecommerce, Marketing, etc.) and market resources (e.g., Multi-Hotel sales, property leadership) to verify the pull-through and sustainment of account strategies and guest solutions.
• Coordinates and manages large group transactions (e.g., in market and outbound) with Multi-Hotel Sales and hotels on behalf of buyers.
• Leads the Business Travel (BT) pricing of assigned accounts in partnership with Revenue Strategy and US Account leadership.
• Champions business transformation and change efforts in support of Sales and Marketing strategies.
• Achieves account revenue and sales goals as defined by US Account leadership. Develops and achieves operating budgets and manages controllable expenses.
• Leverages methodologies and technical and business knowledge.
• Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.
• Increases penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
• Leverages all available sales channels (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices) to optimize sales revenues.
• Applies the principles of strategic account management and team-based selling, and partners with the US Account Sales, Global Sales Organizations as appropriate to fully understand the overall account strategy and how best to execute the strategy.
• Coordinates and manages large group transactions (in-market and out-bound) with Multi-Hotel Sales and/or hotels and provides leadership to Business Transient Sales Managers.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships
• Manages relationships with buyers to optimize account reach and share.
• Serves as account's "local service guarantee" by verifying that outstanding service delivery is maintained at every customer touch point and issues are resolved in a timely manner to the customers' 100% satisfaction.
• Acts as the customer's 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 provides feedback to key stakeholders (e.g., US Account Sales Team, Market and hotel leadership, Multi-Sales etc.); partners with key stakeholders in account planning and determining strategy execution.
• Creates strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.
• Develops strategic relationships with local buyers with the purpose of penetrating and growing market share and driving revenue to hotels.

Leadership
• Leads and manages a cross-area sales team of account executives for assigned segment(s).
• Directs the day-to-day operations of the account managers; monitors local execution of the account plan and verifies that it is aligned with the overall account strategy.
• Promotes accountability to achieve desired business results.
• Maintains operational excellence by directing productive, streamlined administrative functions and creating a selling environment that keeps non-sales activity away from the cross-sales area team.
• Maintains high performance levels by developing clear accountabilities, hiring the best candidates, providing development opportunities, addressing performance issues, and aligning performance and rewards to total account performance and property accountability.
• Hires, retains, and develops diverse, high calibre talent that makes a strong, positive impact on the organization. Anticipates future talent based on business needs.
• Develops pipeline of talent and career path by pursuing opportunities for cross-segment exposure and broadening.
• Verifies that the organization has the necessary resources and latest sales tools, including Empower, SFAWeb|CI and value-added products & services, and that they are being used effectively to maximize productivity and build sustainable competitive advantage.

The salary range for this position is $98,500 to $183,900 annually. In addition to the annual salary, the position will be eligible to receive a quarterly bonus.

Washington Applicants Only: 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.

The application deadline for this position is 12 days after the date of this posting, March 12, 2025.

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.

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.