EndereçoJOB SUMMARY
The Sr. Account Manager, GSO manages and/or provides dedicated support to a targeted portfolio of GSO complex 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 generating and closing revenue-generating opportunities while increasing preference and loyalty with Marriott. In the role of Sr., Account Manager, GSO, this position has direct accountability for transactional sales activities within their assigned accounts.
The role of the Sr. Account Manager, GSO, is to support the GSO vision and mission by leveraging Marriott’s products and services as a team member within their assigned account portfolio. By executing transactional sales excellence, this position will be responsible for increasing Marriott’s preference, loyalty, and profitable share within their assigned accounts and contributing to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.
BUSINESS CONTEXT
The role of the Sr. Account Manager, GSO, is to support the GSO vision and mission by leveraging Marriott’s products and services as a team member within their assigned account portfolio. By executing transactional sales excellence, this position will be responsible for increasing Marriott’s preference, loyalty, and profitable share within their assigned accounts and contributing to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.
CANDIDATE PROFILE
Education and Experience Preferred
Strong preference for candidate with Marriott experience
4+ years of sales and marketing experience
Bachelor’s degree or equivalent strongly preferred.
Total Account Management experience required.
Strong preference for candidate who speaks Spanish. English is mandatory.
CORE WORK ACTIVITIES
Account Management
Accurate qualification of potential accounts; re-qualification of existing accounts.
Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
Collects & analyzes key information about the customer’s business and/or operation.
Counsels internal stakeholders on optimal negotiating stance.
Demonstrate benefits of total account management and team-based sales.
Demonstrates working knowledge of legal issues within the industry.
Develops opportunity sales plan with actionable steps to attain revenue goals.
Identifies key purchase points and decision-makers influencing the “buy” decision.
Maintain account information in EMPOWER/Sales, MarRFP, and SFA to ensure accurate and up-to-date account reporting.
Qualifies each business opportunity and recommends Marriott products that match the customer and hotel’s business needs. Suggests positive alternatives whenever necessary.
Represents all brands of Marriott International.
Responsible for a proactive account, segment, or regional sales.
Support ‘in-market’ needs of properties in a given regional area.
Support data gathering, reporting & tracking functions.
Understands traditional industry processes (pricing, RFPs, proposals,
Revenue Generation
Identifies, develops, initiates and manages opportunities based on their fit with broader strategic account initiatives.
Relates customer needs to product capabilities.
Routinely quantifies the business impact to both the customer and Marriott.
Identifies key purchase points and decision-makers influencing the “buy” decision.
Relates customer needs to product capabilities.
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.
Delivers on commitments to customers.
Delivers value-added products and services to create long-term customer loyalty.
Focuses on two-way communication to ensure the win-win relationship is maintained.
Positions self as “Subject Matter Expert” in 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
Uses knowledge of Marriott’s operations, markets, and competitors to promote dialogue and enrich customer interactions.
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.
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 messages to the appropriate audience.
Delivers 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.
Expresses oneself clearly, concisely, and effectively in written and verbal settings.
Expresses self well in groups and 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.
Keeps up to date on 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.
Works effectively participating in a ‘virtual’ team-based environment
MANAGEMENT COMPETENCIES
Building Relationships
Coworker Relationships
Builds strong working relationships.
Shares thoughts and feedback in a professional way.
Considers how own behavior impacts others.
Explains work in a way that encourages cooperation from others.
Customer Relationships
Shows an understanding of customer/stakeholder expectations.
Listens and responds to customers/stakeholders with empathy.
Builds rapport and trust with customers/stakeholders to promote loyalty.
Anticipates and quickly responds to customer/stakeholder requests or issues.
Explains policies in a way that helps customers/stakeholders understand.
Global Mindset
Helps others feel valued and included.
Works well with others regardless of their background or characteristics.
Models the Company culture of service, opportunity, respect, and fair treatment.
Acts when others are treated unfairly or are not valued and respected for their unique skills.
Listens to and acknowledges different ideas and viewpoints.
Generating Talent and Organizational Capability
Organizational Capability
Shows an understanding of how each role on the team contributes to the work.
Shows an understanding of goals, processes, and reporting relationships within the department.
Understands scope of own decision‐making authority.
Talent Management
Provides, seeks and acts on constructive feedback.
Shows an understanding of performance expectations.
Works with manager to set and prioritize developmental goals.
Builds relationships to attract top talent.
Participates in the hiring process and helps with onboarding new associates.
Leadership
Adaptability
Stays calm and focused during stressful situations.
Asks questions to understand why change is happening.
Uses resources to help deal with change or challenges.
Communication and Professional Demeanor
Expresses ideas clearly and concisely.
Actively listens and responds to others with understanding.
Appropriately interprets verbal and non‐verbal behavior.
Displays professionalism and gains respect from others.
Problem Solving and Decision Making
Recognizes issues and makes suggestions to solve problems related to daily work.
Breaks complex issues into manageable parts.
Asks questions and gathers information before making a decision.
Identifies and considers alternatives and their possible impact before making decisions.
Makes decisions and takes action in a reasonable amount of time.
Learning and Applying Professional Expertise
Applied Learning
Sets career goals and identifies areas for development.
Uses available resources and challenging assignments to improve performance.
Shares own learnings and best practices with others.
Completes assigned training on time.
Business Acumen
Shows an understanding of how own work impacts Company and department performance.
Shows an understanding of the drivers of Company and department performance.
Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction.
Technical Acumen
Performs technical and complex tasks and solves problems within the area of expertise.
Models technical excellence and communicates the benefits of specific techniques in the area of expertise.
Uses appropriate facilities, equipment, and materials to perform the job.
Follows current policies, procedures, and legal requirements.
Managing Execution
Building and Contributing to Teams
Works with team members to meet shared goals.
Shows an understanding of how the team contributes to broader success.
Shares with team members information needed to accomplish work.
Tells other team members when they are doing a good job.
Driving for Results
Takes responsibility for being innovative and delivering work that exceeds requirements.
Learns from mistakes.
Participates in setting goals for the team or department.
Looks ahead and lets the manager know about possible challenges in completing assigned work.
Planning and Organizing
Keeps track of current and future workload to ensure everything is completed on time.
Prioritizes own activities and makes adjustments when appropriate.
Asks for and uses available resources to complete work.
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.
