Vaga de Sr Mgr - Global Account Sales
1 vaga: | Publicada em 03/07
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JOB SUMMARY The Sr. Account Manager, GSO manages and/or provides dedicated support
to a targeted portfolio of GSO complex accounts. The position builds and maintains
business relationships with key buying influences to achieve account market share
goals across all Marriott Lodging brands. The primary focus is on generating and
closing revenue-generating opportunities while increasing preference and loyalty
with Marriott. In the role of Sr., Account Manager, GSO, this position has direct
accountability for transactional sales activities within their assigned accounts.
The role of the Sr. Account Manager, GSO, is to support the GSO vision and mission
by leveraging Marriotts products and services as a team member within their
assigned account portfolio. By executing transactional sales excellence, this
position will be responsible for increasing Marriotts preference, loyalty, and
profitable share within their assigned accounts and contributing to overall GSO
success through the direct sales efforts of Revenue Generation and Value Creation.
BUSINESS CONTEXT The role of the Sr. Account Manager, GSO, is to support the GSO
vision and mission by leveraging Marriotts products and services as a team member
within their assigned account portfolio. By executing transactional sales
excellence, this position will be responsible for increasing Marriotts
preference, loyalty, and profitable share within their assigned accounts and
contributing to overall GSO success through the direct sales efforts of Revenue
Generation and Value Creation. CANDIDATE PROFILE Education and Experience
Preferred Strong preference for candidate with Marriott experience 4+ years of
sales and marketing experience Bachelors degree or equivalent strongly preferred.
Total Account Management experience required. Strong preference for candidate who
speaks Spanish. English is mandatory. CORE WORK ACTIVITIES Account Management
Accurate qualification of potential accounts; re-qualification of existing
accounts. Articulates the financial benefits of a proposal as it pertains to the
customers business objectives. Collects & analyzes key information about the
customers business and/or operation. Counsels internal stakeholders on optimal
negotiating stance. Demonstrate benefits of total account management and
team-based sales. Demonstrates working knowledge of legal issues within the
industry. Develops opportunity sales plan with actionable steps to attain revenue
goals. Identifies key purchase points and decision-makers influencing the buy
decision. Maintain account information in EMPOWER/Sales, MarRFP, and SFA to ensure
accurate and up-to-date account reporting. Qualifies each business opportunity and
recommends Marriott products that match the customer and hotels business needs.
Suggests positive alternatives whenever necessary. Represents all brands of
Marriott International. Responsible for a proactive account, segment, or regional
sales. Support in-market needs of properties in a given regional area. Support
data gathering, reporting & tracking functions. Understands traditional industry
processes (pricing, RFPs, proposals, Revenue Generation Identifies, develops,
initiates and manages opportunities based on their fit with broader strategic
account initiatives. Relates customer needs to product capabilities. Routinely
quantifies the business impact to both the customer and Marriott. Identifies key
purchase points and decision-makers influencing the buy decision. Relates
customer needs to product capabilities. Works with Revenue Management to support
account strategy in-market. Value Creation Anticipates and quickly seizes
opportunities not obvious to others to build customer satisfaction. Delivers on
commitments to customers. Delivers value-added products and services to create
long-term customer loyalty. Focuses on two-way communication to ensure the win-win
relationship is maintained. Positions self as Subject Matter Expert in customer
or account activity, business segment activity, or market/region activity. Pursues
initiatives to capitalize on strengths and market opportunities and to counter
competitive threats Uses knowledge of Marriotts operations, markets, and
competitors to promote dialogue and enrich customer interactions. Ability to use
standard software applications, such as MSOffice, SFA, etc. 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.
Can effectively articulate the financial benefits of a proposal as it pertains to
the customers business objectives. Collects and analyzes key information about
the customers business and/or operation. Delivers clear, evenly paced
presentations and tailors messages to the appropriate audience. Delivers
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. Expresses oneself clearly, concisely, and effectively in
written and verbal settings. Expresses self well in groups and 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. 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. Works effectively participating
in a virtual team-based environment MANAGEMENT COMPETENCIES Building
Relationships Coworker Relationships Builds strong working relationships. Shares
thoughts and feedback in a professional way. Considers how own behavior impacts
others. Explains work in a way that encourages cooperation from others. Customer
Relationships Shows an understanding of customer/stakeholder expectations. Listens
and responds to customers/stakeholders with empathy. Builds rapport and trust with
customers/stakeholders to promote loyalty. Anticipates and quickly responds to
customer/stakeholder requests or issues. Explains policies in a way that helps
customers/stakeholders understand. Global Mindset Helps others feel valued and
included. Works well with others regardless of their background or
characteristics. Models the Company culture of service, opportunity, respect, and
fair treatment. Acts when others are treated unfairly or are not valued and
respected for their unique skills. Listens to and acknowledges different ideas and
viewpoints. Generating Talent and Organizational Capability Organizational
Capability Shows an understanding of how each role on the team contributes to the
work. Shows an understanding of goals, processes, and reporting relationships
within the department. Understands scope of own decisionmaking authority. Talent
Management Provides, seeks and acts on constructive feedback. Shows an
understanding of performance expectations. Works with manager to set and
prioritize developmental goals. Builds relationships to attract top talent.
Participates in the hiring process and helps with onboarding new associates.
Leadership Adaptability Stays calm and focused during stressful situations. Asks
questions to understand why change is happening. Uses resources to help deal with
change or challenges. Communication and Professional Demeanor Expresses ideas
clearly and concisely. Actively listens and responds to others with understanding.
Appropriately interprets verbal and nonverbal behavior. Displays professionalism
and gains respect from others. Problem Solving and Decision Making Recognizes
issues and makes suggestions to solve problems related to daily work. Breaks
complex issues into manageable parts. Asks questions and gathers information
before making a decision. Identifies and considers alternatives and their possible
impact before making decisions. Makes decisions and takes action in a reasonable
amount of time. Learning and Applying Professional Expertise Applied Learning Sets
career goals and identifies areas for development. Uses available resources and
challenging assignments to improve performance. Shares own learnings and best
practices with others. Completes assigned training on time. Business Acumen Shows
an understanding of how own work impacts Company and department performance. Shows
an understanding of the drivers of Company and department performance. Identifies
innovative ways to improve productivity and associate and customer/stakeholder
satisfaction. Technical Acumen Performs technical and complex tasks and solves
problems within the area of expertise. Models technical excellence and
communicates the benefits of specific techniques in the area of expertise. Uses
appropriate facilities, equipment, and materials to perform the job. Follows
current policies, procedures, and legal requirements. Managing Execution Building
and Contributing to Teams Works with team members to meet shared goals. Shows an
understanding of how the team contributes to broader success. Shares with team
members information needed to accomplish work. Tells other team members when they
are doing a good job. Driving for Results Takes responsibility for being
innovative and delivering work that exceeds requirements. Learns from mistakes.
Participates in setting goals for the team or department. Looks ahead and lets the
manager know about possible challenges in completing assigned work. Planning and
Organizing Keeps track of current and future workload to ensure everything is
completed on time. Prioritizes own activities and makes adjustments when
appropriate. Asks for and uses available resources to complete work. 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.