JOB SUMMARY
The Account Director, Global Sales Melbourne, manages and provides dedicated support to a targeted portfolio of complex GSO accounts. The position builds and maintains business relationships with key buying influences to achieve account market share goals across all Marriott International 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 Melbourne, this position has direct accountability for strategic sales activities within their assigned accounts.
BUSINESS CONTEXT
The role of the Account Director, Global Sales Melbourne 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 Melbourne, develops Strategic Account Plans and executes activities for each account, to drive financial results, customer engagement and market integration in a direct sales environment. The Account Director, Global Sales Melbourne engages appropriate account team members and initiates pull-through activities in source and destination markets.
CANDIDATE PROFILE
Experience
- Ability to use standard software applications, such as MS Office, Excel and Marriott International systems SFAWeb, Empower 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’ experience in hospitality and travel industry sales, with an emphasis on business, group and leisure travel
- 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 and Empower.
- 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.
- Displays leadership in understanding the agendas and perspectives of others.
- Expresses oneself clearly, concisely, and effectively in written and verbal settings.
- Expresses self well in groups and in one-on-one conversations.
- Gains the confidence and trust of others through their own authenticity and ethical standards.
- Generates enthusiasm for ideas; wins support from others; negotiates persuasively.
- Identifies cultural influences that impact account relationships and deliverables.
- Identifies and acts on near term sales opportunities and forecast longer term sales opportunities, in alignment with Marriott’s business needs.
- Is adept at marshalling people resources when “influencing without authority.”
- Keeps up to date on and leverages available resources to meet the objectives of Marriott/Account initiatives.
- Knows the strengths and weaknesses of competitors, leverages strengths and counters competitive threats.
- Listens patiently and carefully to input; clarifies others’ points of view; listens well in a group setting.
- Negotiates terms and conditions, commitments, and customer issues that balance the needs of the customer with the needs of the business.
- Shares credit with others.
- Uses understanding of customer’s organizational structure to enhance account management.
- Works effectively leading and participating in a ‘virtual’ team-based environment.
Education or Certification
- Qualification in hospitality management, business administration or a related field strongly preferred.
- MBA is preferred not mandatory.
- English language written and spoken.
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.
