Account Director, GSO Sydney

The Account Director, GSO Sydney manages and/or provides dedicated support to a targeted portfolio of complex GSO global accounts. The position builds and maintains business relationships with key buying influences to achieve account market share goals across all Marriott Lodging brands. The primary focus is on opportunities to increase preference and loyalty and improve the overall buying process by emphasizing an ‘ease of doing business with Marriott’. In the role of Account Director, GSO Sydney, this position has direct accountability for transactional sales activities within their assigned accounts. BUSINESS CONTEXT The role of the Account Director, GSO Sydney is to support the GSO vision and mission by leveraging Marriott’s products and services as a team leader or team member within their assigned account portfolio. By utilizing the processes of strategic account management and team-based sales, this position will be responsible for increasing Marriott’s preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation. Position will be located in Sydney, Australia.

CANDIDATE PROFILE

Education and Experience Preferred. Strong preference for candidate with Marriott experience

15+ years’ sales and marketing experience required in both Above Property and Property. At least 5+ years in leadership position a plus. Total Account Management experience required with strong knowledge in Corporate, Wholesale, and MICE segments Hospitality sales experience required, with extensive experience in global markets. Strong preference for candidate with fluency in both written and spoken English language. Master’s degree in business hospitality would be highly valued. Highly experienced in organizing tradeshows, showcases, and events for the portfolio

CORE WORK ACTIVITIES

Account Management

Accurate qualification of potential accounts; re-qualification of existing accounts. Establishes and maintains complete and up-to-date information on each account. This includes a thorough understanding of the account’s needs, history, plans, issues, organizational structure, strategies, existing business alliances and key competitors. Interprets financial statements, e.g., P&L statements, annual reports, as appropriate, to assist in the formulation of an “account” proposal. Maintains account information in SFA/Empower to ensure accurate and up-to-date account reporting. Manages all resources within budgeted guidelines. Proactively develop goals and objectives to support the strategic account plan. Represents all brands of Marriott Lodging. Responsible for proactive account or segment sales. Supports data gathering, reporting & tracking functions. Participates/Lead account team calls and strategy formulation of Marriott International’s global accounts

Revenue Generation

Identifies, develops, initiates and manages opportunities based on their fit with broader strategic account initiatives. Identifies key purchase points and decision-makers that influence the “buy” decision. Networks account teams to maximize coverage of key contacts and revenue streams. Partners with HQ support for annual pricing process, requests for pricing (RFPs) and related maintenance activity. Relates customer needs to product capabilities. Routinely quantifies the business impact to both the customer and Marriott. Works with Revenue Management to support account strategy in-market. Develop partnerships and promotion from managed accounts where relevant

Value Creation

Anticipates and quickly seizes opportunities that are not obvious to others to build customer satisfaction. Delivers on commitments to customers. Delivers value-added products and services to create long-term customer loyalty. Focuses on two-way communication to ensure win-win relationships are