Sr. Account Manager

POSITION SUMMARY

The Senior Account Manager, ASO manages and/or provides dedicated support for a defined portfolio of complex ASO accounts. The role develops and sustains business relationships with key purchasing decision-makers to achieve account market-share objectives across Marriott lodging brands.

The primary focus of the role is to identify opportunities to increase Marriott penetration, preference, and loyalty while improving the buying process and creating a seamless, efficient experience for customers doing business with Marriott.

The Senior Account Manager, ASO has direct accountability for transactional sales activities within assigned accounts. The role also ensures the accurate development, management, and execution of pricing strategies, contractual documentation, and opportunity administration required to support those commercial activities.

BUSINESS CONTEXT

The Senior Account Manager, ASO supports the ASO vision and mission by leveraging Marriott products and services as either the lead or a contributing member of the team responsible for the assigned account portfolio.

Through strategic account management and collaborative selling processes, the role increases Marriott penetration, preference, loyalty, and profitable share within assigned accounts, contributing to ASO success through focused efforts in:

• Market penetration
• Revenue generation
• Value creation

CANDIDATE PROFILE Preferred Education and Experience

• More than five years of experience in sales and marketing.
• Experience in Total Account Management.
• Experience in hotel sales.
• English proficiency is strongly preferred.

CORE RESPONSIBILITIES Sales Management

• Actively identifies and prospects new accounts in coordination with the appropriate Sales and Marketing teams.
• Expands share within assigned accounts across group and transient business, while developing extended-stay and food-and-beverage event opportunities.
• Retains, expands, and grows revenue from assigned accounts through total account penetration, margin management, and execution of sales and marketing initiatives.
• Generates opportunities subject to booking or transaction fees, where applicable, and manages related processes in coordination with Finance to ensure accurate billing and compliance with current policies.
• Develops and implements the overall account strategy and executes commercial plans to achieve established objectives.
• Qualifies prospective accounts and periodically reassesses existing accounts.
• Maintains and expands existing business within assigned accounts.
• Identifies key purchasing points and decision-makers who influence the commercial process.
• Develops actionable sales plans to achieve revenue targets.
• https://careers.marriott.com/sr-account-manager-aso-brazil/job/P1-7481949-0