Additional Information Remote Based PositionWashington D.C. Preferred
Job Number 24043989
Job Category Sales & Marketing
Location Sales Support East, 7750 Wisconsin Avenue, Bethesda, Maryland, United States
Schedule Full-Time
Located Remotely? Y
Relocation? N
Position Type Management
JOB SUMMARY
Provide account management support to 25-35 complex accounts in the Government segment across all branches. Apply the principles of strategic account management and partner with key stakeholders to develop a comprehensive strategic plan to grow market share for their assigned accounts. Develop strong partnerships with local buyers with the purpose of penetrating and growing local market share and driving sales for properties. Grow market share from transient, group, and extended stay business. Facilitate group opportunities for properties at the request of the customer.
CANDIDATE PROFILE
Education and Experience
Required:
- High school diploma or GED; 2 years' experience in the sales and marketing.
OR
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.
Preferred:
4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
Lodging sales experience.
Account management experience.
CORE WORK ACTIVITIES
Managing Sales Activities
Provide account management support to 25-35 complex accounts in the Government segment across all branches to grow market share from existing accounts.
Knowledge and understanding of government regulatory policies, legal changes to regulatory policies, government per diem, and work with FEMA/Crisis Management
Apply the principles of strategic account management and develop, implement and execute the overall account strategy for assigned accounts to achieve goals of local market properties while growing revenue.
Retain, expand, and grow account revenue of existing accounts through account penetration, and implementation of sales and marketing initiatives. Penetrate assigned accounts primarily for group, and extended stay.
Identify and aggressively solicit new accounts in coordination with the Sales and Marketing Planning & Support team.
Develop, implement and execute strategic sales plans and solicit specific accounts to achieve revenue goals.
Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
Conduct and coordinate site inspections for properties, as required.
Maintain accurate and up-to-date customer, account, and opportunity data.
Achieve account revenue and sales goals as defined by leadership. Develop and achieve operating budgets and manage controllable expenses.
Leverage methodologies and technical and business knowledge across the market.
Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
Engage in property related events that support the development of existing and new accounts.
Leverage appropriate corporate and market resources (e.g., area leadership, group sales, property leadership) to verify account saturation and pull-through of account strategies and selling solutions at the local property level.
Partner with key business stakeholders, as required, to identify sales strategies for potential new accounts.
Leverage all available sales channels (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.), in an effort to optimize sales revenues.
Facilitate group opportunities for properties at the request of the customer.
Perform other duties, as assigned, to meet business needs.
Building Successful Relationships
Maintain current business relationships for new business within accounts.
Gain understanding of the property's primary target customer and service expectations; serve the customer by understanding their business, business issues, and concerns, to offer better business solutions both prior to, and during, the program/event.
Serve as the account's "local service guarantee" by verifying that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction.
Resolve guest issues that arise in the sales process. Bring issues to the attention of property leadership, as appropriate.
Build and strengthen relationships with existing and new customers, industry organizations and brand network to enable future bookings through sales calls, entertainment, FAM trips, trade shows, etc.
Understand the overall market dynamics (e.g., competitors' strengths and weaknesses, economic trends, supply and demand etc.) and how to sell to assigned accounts.
Act as the customer advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (e.g. Sales Leadership Account Planning and Support, etc.).
Develop a close working relationship with operations to verify execution of strategies at the property level.
MANAGEMENT COMPETENCIES
Leadership
Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company's service standards.
Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
