Senior Account Manager, Global Sales

The Senior Account Manager, Global Sales manages and/or provides dedicated support to a targeted portfolio of complex GSO accounts. The position builds and maintains business relationships with key buying influences in order 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 Senior Account Manager, Global Sales, this position has direct accountability for transactional sales activities within their assigned accounts.

BUSINESS CONTEXT The role of the Senior Account Manager, Global Sales 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 New Delhi, India

CANDIDATE PROFILE

Education and Experience Preferred

6+ years sales and marketing experience required. Total Account Management experience preferred. Hospitality sales experience preferred. Qualification in hospitality management, business administration or a related field strongly preferred English language written and spoken.

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 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.

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.

Value Creation

Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction. Brings cross-functional and cross-business knowledge to bear in developing business solutions. Delivers value-added products and services to create long term customer loyalty. Establishes and maintains relationships with key buying influences by developing and delivering ‘ease of doing business’ solutions that create and provide unique value and positioning. Positions self as “Subject Matter Expert” in terms of customer or