Account Director

JOB SUMMARY

The Account Director, Global Sales, Hyderabad manages and provides dedicated support to a targeted portfolio of complex GSO 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 preference and loyalty and improve the overall buying process by emphasizing an ease of doing business with Marriott. In the role of Account Director, Global Sales, Hyderabad this position has direct accountability for strategic sales activities within their assigned accounts.

BUSINESS CONTEXT / CANDIDATE PROFILE

The role of the Account Director, Global Sales, Hyderabad is to support the GSO vision and mission by leveraging Marriott’s products and services as a team leader or team member within their assigned account portfolio. By utilizing the processes of strategic account management and team-based sales, this position will be responsible for increasing Marriott’s preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

The Account Director, Global Sales, Hyderabad develops Strategic Account Plans and executes activities for each account, to drive financial results, customer satisfaction and market integration in a direct sales environment.  The Account Director, Global Sales, Hyderabad engages appropriate account team members and initiates pull-through activities in source and destination markets.

Experience

• Ability to use standard software applications, such as MS Office, Excel and Marriott International systems SFAWeb, and MarRFP.
• Interpret financial statements, e.g., P&L statements, annual reports, as appropriate, to assist in the formulation of an account plan.
• Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
• Brings cross-functional and cross-business knowledge to bear in developing business solutions.
• Develops strategic sales plan with actionable steps to attain revenue goals.
• Expresses oneself clearly, concisely and effectively in written and verbal settings.
• Minimum 8 years comprehensive experience in hospitality and travel industry sales
• Prior experience at a hotel property in the capacity of a team leader
• Prior experience in Group Intermediary, Corporate and Travel Management Company account management
• Experience in GDS, electronic reservations systems and transient reservations process
• Experience with group sales process

Attributes:

• Demonstrates self confidence, high energy and enthusiasm
• Professional appearance and manner
• Advance problem solving and analytical skills and shows confidence in decision making
• Strong presentation skills with ability to present ideas, expectations and information in a concise well -organized manner
• Team player and coach with exceptional communication skills

Skills and Knowledge

• 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.
• https://careers.marriott.com/account-director-global-sales-hyderabad/job/61DD5C1CE847A613F5D22B8202502F4E