Account Sales Manager Job at Marriott Bonvoy

Job Description

The Account Manager, Account Sales Turkey 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 to achieve account market share goals across all Marriott Lodging brands. The primary focus is on opportunities to increase preference and loyalty and improve the overall buying process by emphasizing an ‘ease of doing business with Marriott’. In the role of Account Manager, Account Sales Turkey, this position has direct accountability for transactional sales activities within their assigned accounts.

Job Responsibility

Accurate qualification of potential accounts
re-qualification of existing accounts
Establishes and maintains complete and up-to-date information on each account. This includes a thorough understanding of the account’s needs, history, plans, issues, organizational structure, strategic initiatives, existing business alliances and key competitors
Interprets financial statements, e.g., P&L statements, annual reports, as appropriate, to assist in the formulation of an “account” proposal
Maintains account information in SFA to ensure accurate and up-to-date account reporting
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
Identifies, develops, initiates and manages opportunities based on their fit with broader strategic account initiatives
Identifies key purchase points and decision-makers that influence the “buy” decision
Networks account teams to maximize coverage of key contacts and revenue streams
Partners with HQ support for annual pricing process, requests for pricing (RFPs) and related maintenance activity
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
Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction
Brings cross-functional and cross-business knowledge to bear in developing business solutions
Delivers value-added products and services to create long term customer loyalty
Establishes and maintains relationships with key buying influences by developing and delivering ‘ease of doing business’ solutions that create and provide unique value and positioning
Positions self as “Subject Matter Expert” in terms of customer or account activity, business segment activity or market/region activity
Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats
Conducts information-oriented sessions at each level of influence within the account or customer base to foster and maintain commitment to Marriott as a strategic supplier/partner
Counsels internal stakeholders on optimal negotiating stance
Delivers value-added products and services to create long term customer preference and loyalty
Delivers on commitments to customers
Focuses on two-way communication to ensure win-win relationship is maintained
Proactively seeks feedback from customers using resources and tools of ASO
Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions
Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the account team
Demonstrates benefits of total account management and team-based sales
Ensures that account sales strategies are communicated, implemented and updated as market conditions fluctuate
Facilitates educational opportunities that enhance credibility and integration between ASO and internal stakeholders
Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization
Participates with account team in market pull-through activity
Provides opportunities for communicating account needs throughout organization
Supports ‘in-market’ needs of properties in a given regional area
Utilizes account team for Best Practice sharing and problem solving

Requirements

3+ years sales and marketing experience required
Total Account Management experience preferred
Hospitality sales experience preferred
Has validated experience – recognized as an expert in specific business segment(s), functional rea(s), and/or geographical area(s)
Strong preference for candidate who speaks English and Turkish
Excellent professional relationships with the main influencers within the area of expertise
Ability to engage with account’s preferred strategic suppliers (e.g., channel partners, intermediaries, travel management companies) to collaborate and strengthen the overall relationship, and to ensure that key deliverables satisfy the end user
Ability to use standard software applications, such as MSOffice, SFA, etc.
Acts decisively to recover from mistakes
knows how to develop/propose/initiate solutions and when to involve leader
Acts independently to improve and increase skills and knowledge
Approaches opportunities with curiosity and open-mindedness
displays creativity and innovation. Crafts offers that leverage and capitalize on cross-organizational strengths that demonstrate value beyond just the product or service being sold
Can effectively articulate 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
Delivers clear, evenly paced presentations and tailors’ message to appropriate audience
Delivers on commitments to customers, supervisors and peers
Develops opportunity sales plan with actionable steps to attain revenue goals. Holds self and others accountable for achieving results
Displays leadership in understanding the agendas and perspectives of others
Expresses oneself clearly, concisely and effectively in written and verbal settings
Expresses self well in groups and in one-on-one conversations
Gains the confidence and trust of others through their own authenticity and ethical standards
Generates enthusiasm for ideas
wins support from others
negotiates persuasively
Identifies cultural influences that impact account relationships and deliverables
Identifies and acts on near term sales opportunities and forecast longer term sales opportunities, in alignment with Marriott’s business needs
Is adept at marshalling people resources when “influencing without authority.”
Keeps up-to-date and leverages available resources to meet the objectives of Marriott/Account initiatives
Knows the strengths and weaknesses of competitors
leverages strengths and counters competitive threats
Listens patiently and carefully to input
clarifies others’ points of view
listens well in a group setting
Negotiates terms and conditions, commitments, and customer issues that balance the needs of the customer with the needs of the business
Shares credit with others
Uses understanding of customer’s organizational structure to enhance account management
Works effectively leading and participating in a ‘virtual’ team-based environment

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