Account Manager

2 days ago

Bethesda MD United States National Black MBA Association Full time
Additional Information
Job Number 24207495
Job Category Sales & Marketing
Location Marriott International HQ, 7750 Wisconsin Avenue, Bethesda, Maryland, United States, 20814 VIEW ON MAP
Schedule Full Time
Located Remotely? Y
Position Type Management

POSITION SUMMARY

The Ritz-Carlton Leadership Center is a for-profit, external-facing, corporate advisory and management consulting organization that specializes in innovating the customer experience for clients worldwide through organizational culture transformation, leadership development, and service culture development. The Account Manager is responsible for driving revenue growth by developing deep and lasting relationships with our clients, and proactively developing, shaping, and closing new and repeat business. This position develops demand for our short-term training programs and long-term consulting services and leads the client through the sales cycle from prospect to contract closure. This key member of the team will be focused on proactively generating demand, field/outbound selling, qualifying each opportunity, ensuring alignment between the client and our services offerings, and participating in virtual client meetings to close the opportunity.

The candidate must have a strong track record of performance and experience with territory, industry, and business planning that demonstrates a thoughtful and data-driven approach to quota attainment, market trends, and buying behaviors. The Account Manager will have experience in either consulting, services, customer/employee experience program sales, SaaS, or solution/consultative based sales roles to develop account plans, strategy, and pursuit plans that generate wins with the assigned accounts, industries, and geography. Additionally, this role will require strong transactional selling that can support monthly revenue attainment in tandem to developing and winning consulting and advisory work.

** This position is located in Any US-based location/remote and it will require around 25% travel.

ADDITIONAL RESPONSIBILITIES

  1. Developing and maintaining a robust pipeline through a consultative sales approach to support the revenue goals of the center.
  2. Qualifying and understanding buyer criteria to ensure maximum resource alignment & low risk engagements.
  3. Creating value propositions & proposals at the board room level, understanding Fortune 500 client buying criteria, and shaping the deal to maximize profit and success criteria.
  4. Identifying, qualifying, and leading the sales cycle to close with strong contract, negotiation, and client management skills.
  5. Developing ongoing business strategies with appropriate accounts, stakeholder management plans, and skillful opportunity management.
  6. Precision in pipeline management, meticulous account planning, and aggressive field sales prospecting.

EXPECTED CONTRIBUTIONS

  • Proven ability to manage and forecast a complex sales process.
  • Provides proactive demand generation, opportunity development, and closure of services engagements.
  • Develops Account Plans, Pursuit Plans, and Stakeholder Management Plans for all accounts.
  • Demonstrates strong time management and self-starter/entrepreneurial approach.
  • Provides precise pipeline management and maintains impeccable account data.
  • Develops value propositions and delivers world-class sales presentations to clients.

MAINTAINING BUSINESS GOALS

  • Achieve and exceed performance and revenue goals.
  • Develop specific goals and plans to prioritize and organize responsibilities.
  • Submit regular business reviews that highlight success and opportunities.
  • Maintain tight control over expenses to minimize expenditures.

DEMONSTRATING AND APPLYING BUSINESS/DISCIPLINE KNOWLEDGE

  • Demonstrate deep knowledge of services industry and client industry-relevant issues.
  • Use standard software applications such as Salesforce.com.
  • Conduct basic financial analysis and exhibit understanding of revenue management.
  • Articulate knowledge of Ritz-Carlton Services Offerings.
  • Use relevant internal and external data to formulate recommendations.

CONTRIBUTING TO TEAMS

  • Utilize interpersonal and communication skills to lead and influence others.
  • Motivate and provide a work environment where associates effectively deliver sales goals.
  • Work effectively in a virtual team-based environment.

CANDIDATE PROFILE – EDUCATION & EXPERIENCE

Required Experience :

  • Bachelor’s Degree; 4+ years experience in B2B sales or consulting services sales.
  • B2B and Fortune 500 sales experience within service-based industries.
  • Demonstrated experience working in a fast-paced account model selling environment.
  • Demonstrated ability to achieve revenue commitments consistently.

Preferred:

  • Team-based selling experience.
  • Pipeline Management and Account Management experience.

The salary range for this position is $85,100 to $106,800 annually. In addition to the annual salary, the position will be eligible to receive a quarterly bonus.

Washington Applicants Only: Employees will accrue 0.04616 PTO balance for every hour worked.

All locations offer coverage for medical, dental, vision, and other benefits. Benefits are subject to terms and conditions.

Marriott HQ is committed to a hybrid work environment. The application deadline for this position is December 4, 2024.

Marriott International is an equal opportunity employer committed to a diverse workforce.

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