Account Director - ASO Job at Marriott Bonvoy (Mexico Regional Office)

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

Identifies and aggressively solicits new accounts in coordination with relevant Sales and Marketing
Penetrates assigned accounts for group and transient, while proactively developing extended stay and catering sales opportunities
Retains, expands, and grows revenue of assigned accounts through total account penetration, margin management, and execution of sales and marketing initiatives
Creates opportunities on a booking fee and transaction fee basis, where applicable, and manages related administrative processes in coordination with Finance partners to ensure accurate charging and adherence to applicable commission and fee policies
Develops and implements overall account strategy
executes sales strategy to achieve account goals
Qualifies potential accounts and re-qualifies existing accounts with accuracy
Maintains and expands existing business within assigned accounts
Identifies key purchase points and decision-makers influencing buying decisions
Develops actionable opportunity sales plans to achieve revenue goals
Customizes solutions and proposals to address customer needs
Collects and analyzes customer business/operations information
articulates financial benefits of proposals aligned with customer objectives
Leverages sales and property leadership to maximize account value and implement selling solutions at property level
Develops contracts and related correspondence and ensures alignment with applicable legal, pricing, and commercial requirements
Works with account team leaders to align strategic direction, ensuring revenue growth and customer satisfaction
Acts as customer advocate, understanding requirements and removing barriers to solutions
Works 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
Deploys Account Sales Team resources to most profitable accounts
sets performance targets to grow share and revenue
Represents all Marriott Lodging brands and supports in-market property needs
Understands industry processes (pricing, RFPs, proposals) and legal considerations
Executes Marriott's Customer Service Standards and Brand Standards
Builds and strengthens accounts with existing and new customers, industry organizations, and brand networks to enable future bookings (sales calls, entertainment, fam trips, trade shows, etc.)
Relates customer needs to product capabilities and routinely quantifies business impact for both customer and Marriott
Works with Revenue Management to support account strategy in-market
Pursues initiatives to leverage strengths, capture market opportunities, and counter competitive threats
Provides exemplary service to ensure customer satisfaction and loyalty before, during, and after events/programs
Utilizes 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
Delivers value-added solutions and services to enhance long-term customer loyalty and satisfaction
Anticipates and seizes business opportunities not obvious to others
Positions self as Subject Matter Expert on account activity, customer segment, or market trends
Maintains two-way communication to ensure win–win relationships and delivers on commitments
Understands market dynamics (competitor strengths/weaknesses, demand/supply, economic trends), acts as customer advocate, identifies emerging opportunities/risks, and shares insights with stakeholders
Leverages knowledge of Marriott operations, markets, and competitors to enrich customer dialogue
Ensures account strategies are communicated, implemented, and updated in response to market conditions
Participates in sales calls with sales team members to acquire or close new business
Serves as the primary sales contact for GMs, property leadership, and sales teams, ensuring accurate representation of property needs
Provides leadership and sets an example (e.g., personal booking goals) to maximize revenue potential
Establishes and maintains strong relationships with internal colleagues, stakeholders, and industry organizations
Facilitates educational opportunities to build credibility and integration between GSO/ASO and stakeholders
Ensures continuous communication to align business objectives, expectations, and performance recognition
Supports company culture based on associate and customer satisfaction values
Supports vendor and partner relationships to expand Marriott brand exposure
Monitors weekly activities of direct reports
Analyzes market information using sales systems and applies findings to achieve team goals
Evaluates and reviews business/account plans, including ROI on sales opportunities
Tracks account growth and profitability to influence customer purchasing behavior
Maintains accurate account information in software applications and hotel systems including CITY, SFA and Empower Sales
Supports operating budgets and sales targets for national/regional accounts
Ensures data integrity and consistent use of required sales systems to support account management, reporting, and compliance requirements
Performs 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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Account Director - ASO

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