Account Director - ASO Job at Marriott Bonvoy (Mexico City)

Job Description

The Account Director, ASO [Location] 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 in order to achieve account market share goals across all Marriott Lodging brands. The primary focus is on opportunities to increase penetration, preference and loyalty, and improve the overall buying process by emphasizing an 'ease of doing business with Marriott'. In the role of Account Director, ASO, this position has direct accountability for transactional sales activities within their assigned accounts. Ensures accurate development, management, and execution of pricing, contractual correspondence, and opportunity administration required to support transactional sales activities.

Job Responsibility

Identify and aggressively solicit new accounts in coordination with relevant Sales and Marketing
Penetrate assigned accounts for group and transient, while proactively developing extended stay and catering sales opportunities
Retain, expand, and grow revenue of assigned accounts through total account penetration, margin management, and execution of sales and marketing initiatives
Create opportunities on a booking fee and transaction fee basis, where applicable, and manage related administrative processes in coordination with Finance partners to ensure accurate charging and adherence to applicable commission and fee policies
Develop and implement overall account strategy
execute sales strategy to achieve account goals
Qualify potential accounts and re-qualify existing accounts with accuracy
Maintain and expand existing business within assigned accounts
Identify key purchase points and decision-makers influencing buying decisions
Develop actionable opportunity sales plans to achieve revenue goals
Customize solutions and proposals to address customer needs
Collect and analyze customer business/operations information
articulate financial benefits of proposals aligned with customer objectives
Leverage sales and property leadership to maximize account value and implement selling solutions at property level
Develop contracts and related correspondence and ensure alignment with applicable legal, pricing, and commercial requirements
Work with account team leaders to align strategic direction, ensuring revenue growth and customer satisfaction
Act as customer advocate, understanding requirements and removing barriers to solutions
Work independently or in coordination with centralized teams to establish appropriate business transient pricing for assigned accounts and may be required to participate in pricing coordination processes
Deploy Account Sales Team resources to most profitable accounts
set performance targets to grow share and revenue
Represent all Marriott Lodging brands and support in-market property needs
Understand industry processes (pricing, RFPs, proposals) and legal considerations
Execute Marriott's Customer Service Standards and Brand Standards
Build and strengthen accounts with existing and new customers, industry organizations, and brand networks to enable future bookings (sales calls, entertainment, fam trips, trade shows, etc.)
Relate customer needs to product capabilities and routinely quantify business impact for both customer and Marriott
Work with Revenue Management to support account strategy in-market
Pursue initiatives to leverage strengths, capture market opportunities, and counter competitive threats
Provide exemplary service to ensure customer satisfaction and loyalty before, during, and after events/programs
Utilize standard sales and account management systems (e.g., SFA and other approved sales tools) to manage opportunities, maintain accurate account data, and support timely reporting in accordance with company standards
Deliver value-added solutions and services to enhance long-term customer loyalty and satisfaction
Anticipate and seize business opportunities not obvious to others
Position self as Subject Matter Expert on account activity, customer segment, or market trends
Maintain two-way communication to ensure win-win relationships and deliver on commitments
Understand market dynamics (competitor strengths/weaknesses, demand/supply, economic trends), act as customer advocate, identify emerging opportunities/risks, and share insights with stakeholders
Leverage knowledge of Marriott operations, markets, and competitors to enrich customer dialogue
Ensure account strategies are communicated, implemented, and updated in response to market conditions
Participate in sales calls with sales team members to acquire or close new business
Serve as the primary sales contact for GMs, property leadership, and sales teams, ensuring accurate representation of property needs
Provide leadership and set an example (e.g., personal booking goals) to maximize revenue potential
Establish and maintain strong relationships with internal colleagues, stakeholders, and industry organizations
Facilitate educational opportunities to build credibility and integration between GSO/ASO and stakeholders
Ensure continuous communication to align business objectives, expectations, and performance recognition
Support company culture based on associate and customer satisfaction values
Support vendor and partner relationships to expand Marriott brand exposure
Monitor weekly activities of direct reports
Analyze market information using sales systems and apply findings to achieve team goals
Evaluate and review business/account plans, including ROI on sales opportunities
Track account growth and profitability to influence customer purchasing behavior
Maintain accurate account information in software applications and hotel systems including CITY, SFA and Empower Sales
Support operating budgets and sales targets for national/regional accounts
Ensure data integrity and consistent use of required sales systems to support account management, reporting, and compliance requirements
Perform other duties as assigned to meet business needs

Requirements

5+ years sales and marketing experience required
Total Account Management experience preferred
Hospitality sales experience preferred
Strong preference for candidate who speaks English

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