Account Sales Manager

Account Sales Manager

Job Summary

The Account Sales Manager manages and/or provides dedicated support to a targeted portfolio of complex ASO 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'. This position has direct accountability for transactional sales activities within their assigned accounts.

Position will be based in the UAE

Business Context

The role of the Account Sales Manager is to support the ASO 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 ASO success through the direct sales efforts of Revenue Generation and Value Creation.

Candidate Profile

Education and Experience Preferred

• 3+ years sales and marketing experience required.
• Total Account Management experience preferred.
• Hospitality sales experience preferred.
• Has validated experience – recognized as an expert in specific business segment(s), functional rea(s), and/or geographical area(s).
• Strong preference for candidate who speaks English, additional language is a benefit.
• Excellent professional relationships with the main influencers within the area of expertise.

Job Specific Tasks

The following are specific responsibilities and contributions critical to the successful performance of the position:

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, strategic initiatives, 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 account activity, business segment activity or market/region activity.
• Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats.

Customer Preference & Loyalty

• Conducts information-oriented sessions at each level of influence within the account or customer base to foster and maintain commitment to Marriott as a strategic supplier/partner.
• Counsels internal stakeholders on optimal negotiating stance.
• Delivers value-added products and services to create long term customer preference and loyalty.
• Delivers on commitments to customers.
• Focuses on two-way communication to ensure win-win relationship is maintained.
• Proactively seeks feedback from customers using resources and tools of ASO.
• Uses knowledge of Marriott's operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Leadership

• Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the account team.
• Demonstrates benefits of total account management and team-based sales.
• Ensures that account sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Facilitates educational opportunities that enhance credibility and integration between ASO and internal stakeholders.
• Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization.
• Participates with account team in market pull-through activity.
• Provides opportunities for communicating account needs throughout organization.
• Supports 'in-market' needs of properties in a given regional area.
• Utilizes account team for Best Practice sharing and problem solving.

Skills and Knowledge

• Ability to engage with account's preferred strategic suppliers (e.g., channel partners, intermediaries, travel management companies) to collaborate and strengthen the overall relationship, and to ensure that key deliverables satisfy the end user.
• Ability to use standard software applications, such as MSOffice, SFA, etc.
• Acts decisively to recover from mistakes; knows how to develop/propose/initiate solutions and when to involve leader.
• Acts independently to improve and increase skills and knowledge.
• Approaches opportunities with curiosity and open-mindedness; displays creativity and innovation. Crafts offers that leverage and capitalize on cross-organizational strengths that demonstrate value beyond just the product or service being sold.
• Can effectively articulate the financial benefits of a proposal as it pertains to the customer's business objectives.
• Collects and analyzes key information about the customer's business and/or operation.
• Delivers clear, evenly paced presentations and tailors' message to appropriate audience.
• Delivers on commitments to customers, supervisors and peers.
• Develops opportunity sales plan with actionable steps to attain revenue goals. Holds self and others accountable for achieving results.
• Displays leadership in understanding the agendas and perspectives of others.
• Expresses oneself clearly, concisely and effectively in written and verbal settings.
• Expresses self well in groups and in one-on-one conversations.
• Gains the confidence and trust of others through their own authenticity and ethical standards.
• Generates enthusiasm for ideas; wins support from others; negotiates persuasively.
• Identifies cultural influences that impact account relationships and deliverables.
• Identifies and acts on near term sales opportunities and forecast longer term sales opportunities, in alignment with Marriott's business needs.
• Is adept at marshalling people resources when 'influencing without authority.'
• Keeps up-to-date and leverages available resources to meet the objectives of Marriott/Account initiatives.
• Knows the strengths and weaknesses of competitors; leverages strengths and counters competitive threats.
• Listens patiently and carefully to input; clarifies others' points of view; listens well in a group setting.
• Negotiates terms and conditions, commitments, and customer issues that balance the needs of the customer with the needs of the business.
• Shares credit with others.
• Uses understanding of customer's organizational structure to enhance account management.
• Works effectively leading and participating in a 'virtual' team-based environment