Account Director Airline Business

• Manage and expand relationships with key airline accounts across Latin America
• Secure and grow airline crew accommodation agreements across Marriott International’s global portfolio
• Drive revenue generation, market share growth, and long-term partnership value
• Act as a strategic partner to airline clients, internal stakeholders, and property-level teams
• Accurate qualification of potential accounts
• re-qualification of existing accounts
• Establishes and maintains complete and up-to-date information on each account
• Interprets financial statements to assist in the formulation of an account proposal
• Maintains account information in SFA and EMPOWER
• 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
• Identify, develop, initiate and manage opportunities
• Identify key purchase points and decision-makers
• Network account teams to maximize coverage of key contacts and revenue streams
• Partner with HQ support for annual pricing process, requests for pricing (RFPs) and related maintenance activity
• Relate customer needs to product capabilities
• Routinely quantify the business impact
• Work with Revenue Management to support account strategy in-market
• Anticipate and quickly seize opportunities to build customer satisfaction
• Bring cross-functional and cross-business knowledge to bear in developing business solutions
• Deliver value-added products and services to create long-term customer loyalty
• Establish and maintain relationships with key buying influences
• Position self as Subject Matter Expert
• Pursuing initiatives to capitalize on strengths and market opportunities
• Conduct information-oriented sessions at each level of influence
• Counsel internal stakeholders on optimal negotiating stance
• Deliver value-added products and services to create long-term customer preference and loyalty
• Deliver on commitments to customers
• Focus on two-way communication to ensure win-win relationships
• Proactively seek feedback from customers
• Use knowledge of Marriott’s operations, its markets and competitors to promote dialogue
• Assist people from diverse cultures and backgrounds to effectively contribute and succeed
• Demonstrate benefits of total account management and team-based sales
• Ensure that account sales strategies are communicated, implemented and updated
• Facilitate educational opportunities that enhance credibility and integration
• Identify and cultivate relationships with key colleagues and stakeholders
• Participate in professional and industry organizations
• Participate with account team in market pull-through activity
• Provide opportunities for communicating account needs throughout organization
• Support in-market needs of properties
• Utilize account team for Best Practice sharing and problem solving
• Develop and execute global account strategies for Latin American airline clients, with a strong focus on crew accommodation programs
• Lead negotiations of complex, multi-market crew contracts
• Collaborate with hotels, revenue management, and operations teams to optimize participation and performance
• Identify and activate new opportunities through both direct airline relationships and third-party intermediaries
• Drive adoption of Marriott solutions that improve operational efficiency

• 5+ years of experience in sales, account management, or hospitality-related roles
• Experience managing complex, multinational accounts is strongly preferred
• Experience within the travel, aviation, or hospitality industry is highly desirable
• Proven experience managing airline crew business, both directly with airlines and through third-party intermediaries (crew accommodation providers/TMCs)
• Strong analytical capabilities, with demonstrated experience leveraging hotel performance data (occupancy, ADR, forecasting, demand trends) to drive commercial decisions and negotiations
• Seniority and executive presence to lead negotiations with Directors of Sales, General Managers, and hotel ownership groups across multiple markets
• Ability to manage complex stakeholder environments and align global account strategies with local hotel execution
• Strong communication skills in English
• additional languages (Portuguese) are a plus

Portuguese