Job Number 19132220
Job Category Sales and Marketing
Location Marriott International HQ| 10400 Fernwood Road| Bethesda|
Maryland| United States
Position Type Management
Start Your Journey With Us
Marriott International is the world’s largest hotel company| with more brands|
more hotels and more opportunities for associates to grow and succeed. We
believe a great career is a journey of discovery and exploration. So| we ask|
where will your journey take you?
The Intermediary Segment is an essential market in the hospitality industry
and critical for the positioning of our luxury brands. The role of the Global
Luxury Account Executive is to represent the luxury brands to select accounts
in order to maximize overall revenue.
Education and Experience Preferred
4-year degree from an accredited university; Graduate degree| e.g.| MBA or related degree preferred
Five plus years of luxury sales and marketing experience demonstrating progressive career growth and a pattern of exceptional performance.
Previous experience in the luxury Lodging Industry as an active member of a prominent sales team.
Ability to handle the complexities of working with senior leaders| property and property sales teams.
Ability to create a compelling vision| demonstrate flexibility in approach and able to motivate peers to achieve desired results. Promotes and builds teamwork that links individual properties.
Strong executive presence – able to sell ideas and influence persuasively| settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.
Excellent written and verbal communication skills in English.
Ability to travel and establish meaningful relationships with top decision makers| influencers| and internal stakeholders.
Strong project management| organizational skills and able to craft and conduct effective presentations.
Knowledge of intermediary marketplace and prominent luxury customers
Previous exposure to intermediary market and key influencers in this luxury segment.
CORE WORK ACTIVITIES
Support and understand the organization-wide strategic plan for Intermediary Accounts. This should include a comprehensive knowledge of the group market.
Establish individual account work plans in accordance with the fundamentals of strategic account management| to include account mapping| understanding of all revenue streams and a complete customer relationship plan with a focus on the Intermediary segment.
Analyze major accounts to determine spend| partnership opportunities and luxury brand engagement. Retain and grow account revenues through increased account penetration and implementation of strategic account principles.
Strong understanding of intermediary segment including knowledge of key players in the identified market. Ability to network with influencers in this segment and uncover potential business.
Connections to key influential PR contacts with knowledge and ability to leverage exposure when appropriate.
Provide education and guidance to brand and property sales and marketing on specific accounts| account strategies| best practices and recommended sales methodologies. Ensure property operations are in alignment with all corporate market standards.
Execute and attend relevant| industry leading events that allow for an exchange of ideas| new thoughts| developing trends and changes to business models within the corporate market community.
Support luxury brands positioning| assist in the setting of strategy and drive revenue in this segment and within key contributors.
Identify opportunities| anticipate challenges| and create competitive breakthrough strategies. Protect and strengthen our luxury brands’ competitive advantage by advocating and supporting sound business and sales and marketing decision-making.
Ability to travel to customer locations| luxury brand properties| and industry events for establishing strong one-on-one| personal relationships.
Planning| in person participation| and engagement at customer entertainment and industry events throughout the year.
Advise key stakeholders on existing and evolving business and operation issues.
Cultivate and ensure exceptional customer relationships with intermediary market decision makers and influencers (procurement) and industry partners. Be a luxury brands advocate.
Ensure decision-making that balances the needs of each customer| the company| and individual properties and promotes the long-term viability of the business.
Champion excellence in business ethics| integrity and build an environment with a high level of morale| motivation and engagement.
Understand and recognize the luxury consumer| their demographics| buying habits and the ability to provide an effective sales approach that remains relevant and nurtures this consumer but is also nimble and can quickly adapt to changes.
Maintain comprehensive knowledge of Marriott International’s Luxury Brands. Develop complete and thorough knowledge of basic hotel facilities related to numbers of rooms and function space| specifically all logistics and amenities that may interest assigned accounts.
Fully adopt the appointed sales force automation tool| and other technological tools (MarRFP) while maintaining all account relationship information| account business trends| pipeline reporting and account focused tasks and events.
Ability to work closely with other segment leads in the GSO or field account sales to insure a collaborative approach.
Builds strong working relationships.
Shares thoughts and feedback in a professional way.
Considers how own behavior impacts others.
Explains work in a way that encourages cooperation from others.
Shows an understanding of customer/stakeholder expectations.
Listens and responds to customers/stakeholders with empathy.
Builds rapport and trust with customers/stakeholders to promote loyalty.
Anticipates and quickly responds to customer/stakeholder requests or issues.
Explains policies in a way that helps customers/stakeholders understand.
Helps others feel valued and included.
Works well with others regardless of their background or characteristics.
Models the Company culture of service| opportunity| respect| and fair treatment.
Acts when others are treated unfairly or are not valued and respected for their unique skills.
Listens to and acknowledges different ideas and viewpoints.
_Generating Talent and Organizational Capability_
Shows an understanding of how each role on the team contributes to the work.
Shows an understanding of goals| processes| and reporting relationships within the department.
Understands scope of own decision‐making authority.
Provides| seeks| and acts on constructive feedback.
Shows an understanding of performance expectations.
Works with manager to set and prioritize developmental goals.
Builds relationships to attract top talent.
Participates in the hiring process and helps with on‐boarding new associates.
Stays calm and focused during stressful situations.
Asks questions to understand why change is happening.
Uses resources to help deal with change or challenges.
Communication and Professional Demeanor
Expresses ideas in a clear and concise way.
Actively listens and responds to others with understanding.
Appropriately interprets verbal and non‐verbal behavior.
Displays professionalism and gains respect from others.
Problem Solving and Decision Making
Recognizes issues and makes suggestions to solve problems related to daily work.
Breaks complex issues into manageable parts.
Asks questions and gathers information before making a decision.
Identifies and considers alternatives and their possible impact before making decisions.
Makes decisions and takes action in a reasonable amount of time.
_Learning and Applying Professional Expertise_
Sets career goals and identifies areas for development.
Uses available resources and challenging assignments to improve performance.
Shares own learnings and best practices with others.
Completes assigned training on time.
Shows an understanding of how own work impacts Company and department performance.
Shows an understanding of the drivers of Company and department performance.
Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction.
Performs technical and complex tasks and solves problems within area of expertise.
Models technical excellence and communicates the benefits of specific techniques in area of expertise.
Uses appropriate facilities| equipment| and materials to perform the job.
Follows current policies| procedures| and legal requirements.
Building and Contributing to Teams
Works with team members to meet shared goals.
Shows an understanding of how the team contributes to broader success.
Shares with team members information needed to accomplish work.
Tells other team members when they are doing a good job.
Driving for Results
Takes responsibility for being innovative and delivering work that exceeds requirements.
Learns from mistakes.
Participates in setting goals for the team or department.
Looks ahead and lets manager know about possible challenges in completing assigned work.
Planning and Organizing
Keeps track of own current and future workload to make sure everything is completed on time.
Prioritizes own activities and makes adjustments when appropriate.
Asks for and uses available resources to complete work.