Account Director, National Sales Jobs

Account Director, National Sales

Marriott Bonvoy

Location:
India, Mumbai

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

Manages and/or provides dedicated account management support to a complex portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott’s products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott’s preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business. May lead and direct a specific sales team in the processes of strategic account management and team-based sales.

Job Responsibility:

Develops and implements the overall account strategy for assigned accounts
Retains, expands and grows account revenue of assigned accounts
Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business
Maintains current business accounts for new business within accounts
Identifies and aggressively solicits new accounts
Qualify potential accounts and re-qualifies existing accounts with accuracy
Articulates 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
Counsels internal stakeholders on optimal negotiating stance
Demonstrates benefits of total account management and team-based sales
Demonstrates working knowledge of legal issues within industry
Develops opportunity sales plan with actionable steps to attain revenue goals
Identifies key purchase points and decision-makers that influence the 'buy' decision
Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting
Qualifies each business opportunity and recommend Marriott products that match both the customer needs as well as the hotel’s business needs
Leverages appropriate sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level
Supports data gathering, reporting & tracking functions
Understands traditional industry processes (pricing, RFPs, proposals, etc)
Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards
Executes exemplary customer service to drive customer satisfaction and loyalty
Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations
Relates customer needs to product capabilities
Routinely quantifies the business impact to both the customer and Marriott
Works with Revenue Management to support account strategy in-market
Builds and strengthens accounts with existing and new customers, industry organizations and brand network to enable future bookings
Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats
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 win-win relationship is maintained
Serves as the account’s 'local service guarantee' by ensuring that outstanding service delivery is maintained at every customer touch point
Understands the overall market dynamics - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts
Resolve guest issues that arise in the sales process effectively and brings issues to the attention of property leadership, as appropriate
Positions self as 'Subject Matter Expert' in terms of customer or account activity, business segment activity or market/region activity
Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions
Ensures account sales strategies are communicated, implemented and updated as market conditions fluctuate
Facilitates educational opportunities that enhance credibility and integration between the National Sales Team and internal stakeholders
Identifies and cultivate relationships with key colleagues and stakeholders in other parts of the organization
Participates with account team in market pull-through activity

Requirements:

Minimum of 8 years of relevant sales and marketing experience
Relevant university or college qualification or degree
Total Account Management experience
Hospitality sales experience
English language, written and spoken
Local language, written and spoken

Additional Information:

Job Posted:
April 24, 2025

Employment Type:

Fulltime

Work Type:

On-site work

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