Account Executive, Affinity Job in Not Specified, Massachusetts US
Account Executive, Affinity
Account Executive, Affinity Marriott International offers you the opportunity to find the hospitality job and career journey that's right for you. With more than 1100 managed properties and 17 brands you'll find us in your neighborhood and in more than 71 countries across the globe. Find Your World" at Marriott. JOB SUMMARY The Account Executive, Affinity will proactively identify and develop new accounts in the local area in addition to providing total account management support for assigned accounts in the Affinity segment. By applying the principles of strategic account management, this position will partner with stakeholders on the Enterprise Sales Team (e.g., Sales and Marketing Planning Support, Vice President Sales, Affinity, Government, Mid-Market, and Small Business) to develop a comprehensive strategic plan to grow market share from their assigned accounts. As account manager, this individual will develop strong partnerships with local buyers with the purpose of penetrating and growing market share and driving sales for hotels. The position will focus specifically on capitalizing need-time group business (e.g., weekends, holidays) and improving catering sales revenue. Additionally, the position will facilitate group opportunities for outbound hotels at the request of the customer. 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. JOB SPECIFIC TASKS The Account Executive will execute the overall account strategy for assigned accounts to generate business on behalf of local hotels in the market. Overall, the position is accountable for the following: Account Management * Develop and implement the overall account strategy for assigned accounts. Execute sales strategy to achieve goals of local market hotels while growing revenues for Marriott hotels outside of the Sales Transformation Launch market. * Retain, expand and grow account revenue of existing accounts through total account penetration, margin management and implementation of sales and marketing initiatives. Penetrate assigned accounts primarily for need time group business and catering sales business. Maintain current business relationships for new business within accounts. * Identify and aggressively solicit new accounts in coordination with the Sales and Marketing Planning Support team. * Gain understanding of the hotel'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. * Develop and implement strategic sales plans. Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals. * Serve as the account's "local service guarantee" by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers 100% satisfaction. * Build and strengthen relationships with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. * Understand the overall market dynamics - competitors strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts. Act as the customer's advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within in assigned accounts and provide feedback to key stakeholders (i.e., Sales and Marketing Planning and Support, Area Sales Leaders etc.). * Leverage appropriate corporate (e.g., Sales Marketing Planning and Support) and market resources (i.e. area leadership, sales office, property leadership) to ensure account saturation and pull-through of account strategies and selling solutions at the local property level. Partner with EST stakeholders, as required, to identify sales strategies for potential new accounts. * Develop a close working relationship with operations to ensure execution of strategies at the hotel level. * Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence). * Conduct and coordinate site inspections at the hotel, as required. * Maintains accurate and up-to-date customer, account and opportunity data in SFAWeb|CI and in SAPP. * Effectively resolve guest issues that arise in the sales process. Bring issues to the attention of property leadership, as appropriate. * Perform other duties, as assigned, to meet business needs. Operational Excellence * Achieve account revenue and sales goals as defined by Market leadership. Develop and achieve operating budgets and manage controllable expenses. * Leverage methodologies, 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. * Increase local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs. Engage in property related events that support the development of existing and new accounts (i.e. GM Reception, Concierge Level hospitality, etc.) * Leverage all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc), in an effort to optimize sales revenues. Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.