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Senior Account Executive for Travel Industry Sales and Wholesale of Hawaii
3 months ago
Job Category Sales & Marketing
Location SSUPW Sales Support West, 7750 Wisconsin Avenue, Bethesda, Maryland, United States VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
JOB SUMMARY
Provides account management support for domestic and international wholesale and tour operator accounts that buy locally within the market located in top source markets that buy locally within the market. Partners with key Sales teams (i.e. Global Sales Organization) to verify the pull through of intermediary "segment" strategies and tools in the market, as appropriate. Develops strategic relationships with key segment buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the organization.
CANDIDATE PROFILE
Education and Experience
Required:
- High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional.
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
- Retains, expands and grows account revenue through account growth, margin management and implementation of sales and marketing initiatives in the key buying locations.
- Partners with key Sales teams (i.e. Global Sales Organization (GSO)) to verify the pull through of intermediary segment strategies and tools in the market.
- Leverages appropriate corporate (e.g., GSO, Marketing) and market resources (e.g. property leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level.
- Achieves local account revenue and sales goals as defined by Market leadership. Develops and achieves operating budgets and manages controllable expenses.
- Leverages methodologies, technical and business knowledge across the market.
- Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.
- Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
- Leverages all available sales channels (e.g., industry trade shows/events, GSO, property sales teams, etc.) in an effort to optimize sales revenues.
- Completes Marriott’s Wholesale Certification Program (Wholesale).
- Attends Marriott’s annual “” trade show/customer event for key wholesale accounts and hoteliers (e.g., Wholesale).
- Performs other duties, as assigned, to meet business needs.
Managing Wholesale Sales Activities
- Implements the overall account strategy at local properties within the market.
- Focuses on opportunities from wholesalers and tour operators providing Frequent Indepent Traveler FIT and motorcoach and/or adhoc group international business, including Meetings Incentives Conferences Exhibitions (MICE) and Corporate inbound business.
- Works with revenue management to set sales strategy, run promotions, manage room allotments, set rates, and make adjustments based on market conditions.
- Works closely with each property to establish wholesale processes and procedures with operations staff (e.g. Front Desk, Reservations, Accounting) to establish pull-through of business at the property level.
- Creates annual FIT contracts with key wholesale/tour operator accounts, verifying the pull-through of contract terms and conditions at the property level.
- Engages with international Global Sales Organization (GSO) offices, General Sales Agents (GSA)s and Convention and Visitors Bureau (CVBs) in both destination and country of origin, as appropriate for country-specific deployment.
- Identifies new FIT and group opportunities with new accounts by attending industry trade shows and events.
Building Successful Relationships
- Serves as 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.
- Creates strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.
- Acts as the customer advocate through understanding the account needs and opportunities.
- Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provides feedback to key stakeholders; partners with key stakeholders in account planning and determining strategy execution approaches for the market.
- Manages relationships with the key buyers that drive business to the market to optimize account reach and share for the wholesale segment.
- Develops working relationships with Property staff and provides coaching on specific booking needs for motorcoach tour groups and ad hoc international groups to establish pull-through of opportunities of the wholesale segment.
- Maintains relationships with key travel programs already established at the enterprise-level for the leisure segment.
- Develops a close working relationship with operations to execute strategies at the property level.
The salary range for this position is $87,848 to $155,197 annually. Marriott offers a bonus program, comprehensive health care benefits, 401(k) plan with up to 5% company match, employee stock purchase plan at 15% discount, accrued paid time off (including sick leave where applicable), life insurance, group disability insurance, travel discounts, adoption assistance, paid parental leave, health savings account (except for positions based out of or performed in Hawaii), flexible spending accounts, tuition assistance, pre-tax commuter benefits, other life and work wellness benefits, and may include other incentives such as stock awards and deferred compensation plans. Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions.
The compensation and benefits information is provided as of the date of this posting. Marriott reserves the right to modify compensation and benefits at any time, with or without notice, subject to 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.
