Senior Account Executive, Government

Additional Information Remote Based PositionWashington D.C. Preferred
Job Number
Job Category Sales & Marketing
Location Sales Support East, 7750 Wisconsin Avenue, Bethesda, Maryland, United States VIEW ON MAP
Schedule Full-Time
Located Remotely? Y
Relocation? N
Position Type Management
Job Summary

Provide account management support to 25-35 complex accounts in the Government segment across all branches. Apply the principles of strategic account management and partner with key stakeholders to develop a comprehensive strategic plan to grow market share for their assigned accounts. Develop strong partnerships with local buyers with the purpose of penetrating and growing local market share and driving sales for properties. Grow market share from transient, group, and extended stay business. Facilitate group opportunities for properties at the request of the customer.

Candidate Profile Education And ExperienceRequired High school diploma or GED; 2 years' experience in the sales and marketing.
OR

2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.Preferred

4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.

Lodging sales experience.

Account management experience.Core Work Activities
Managing Sales Activities

Provide account management support to 25-35 complex accounts in the Government segment across all branches to grow market share from existing accounts.

Knowledge and understanding of government regulatory policies, legal changes to regulatory policies, government per diem, and work with FEMA/Crisis Management

Apply the principles of strategic account management and develop, implement and execute the overall account strategy for assigned accounts to achieve goals of local market properties while growing revenue.

Retain, expand, and grow account revenue of existing accounts through account penetration, and implementation of sales and marketing initiatives. Penetrate assigned accounts primarily for group, and extended stay.

Identify and aggressively solicit new accounts in coordination with the Sales and Marketing Planning & Support team.

Develop, implement and execute strategic sales plans and solicit specific accounts to achieve revenue goals.

Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Conduct and coordinate site inspections for properties, as required.

Maintain accurate and up-to-date customer, account, and opportunity data.

Achieve account revenue and sales goals as defined by leadership. Develop and achieve operating budgets and manage controllable expenses.

Leverage methodologies and technical and business knowledge across the market.

Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.

Engage in property related events that support the development of existing and new accounts.

Leverage appropriate corporate and market resources (e.g., area leadership, group sales, property leadership) to verify account saturation and pull-through of account strategies and selling solutions at the local property level.

Partner with key business stakeholders, as required, to identify sales strategies for potential new accounts.

Leverage all available sales channels (e.g., , group and transient intermediaries, field sales, worldwide reservation offices, etc.), in an effort to optimize sales revenues.

Facilitate group opportunities for properties at the request of the customer.

Perform other duties, as assigned, to meet business needs.Building Successful Relationships
Maintain current business relationships for new business within accounts.

Gain understanding of the property's primary target customer and service expectations; serve the customer by understanding their business, business issues, and concerns, to offer better business solutions both prior to, and during, the program/event.

Serve as the account's "local service guarantee" by verifying that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction.

Resolve guest issues that arise in the sales process. Bring issues to the attention of property leadership, as appropriate.

Build and strengthen relationships with existing and new customers, industry organizations and brand network to enable future bookings through sales calls, entertainment, FAM trips, trade shows, etc.

Understand the overall market dynamics (e.g., competitors' strengths and weaknesses, economic trends, supply and demand etc.) and how to sell to assigned accounts.

Act as the customer advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (e.g. Sales Leadership Account Planning and Support, etc.).

Develop a close working relationship with operations to verify execution of strategies at the property level.Management Competencies

Leadership

Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.

Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution

Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.

Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships

Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company's service standards.

Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability

Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.

Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise

Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations.

Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
o Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
o Sales Opportunity Analysis - Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies.
o Selling Sales Approaches and Solutions - Skilled at developing and selling novel ways to deal with sales challenges and opportunities.
o Team Based Selling - Ability to harness and leverage appropriate sales resources to facilitate goal accomplishment.
o Financial Acumen - Solid understanding of revenue and profitability drivers for Marriott International's properties and brands (e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning).
o Management of Financial Resources - Determines how money will be spent to get the work done, and accounting for these expenditures.
o Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
o Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
o Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
o Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
o Writing - Communicates effectively in writing as appropriate for the needs of the audience.California Applicants Only: The salary range for this position is $66,560.00 to $134,991.00 annually.
Colorado Applicants Only: The salary range for this position is $63,150.00 to $122,722.00 annually.
Hawaii Applicants Only: The salary range for this position is $76,410.00 to $134,991.00 annually.
New York Applicants Only: The salary range for this position is $63,150.00 to $134,991.00 annually.
Washington Applicants Only: The salary range for this position is $67,724.80 to $134,991.00 annually. In addition to the annual salary, the position will be eligible to receive a quarterly bonus. Employees will accrue PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.
All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.
The application deadline for this position is 28 days after the date of this posting, 03/15/2024.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ Begin your purpose, Belong to an amazing global​ team, and Become the best version of you.

Source: Hospitality Online

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