Account Director - Colonia Polanco, México - Marriott International, Inc

Marriott International, Inc

Empresa verificada

Colonia Polanco, México

hace 3 semanas

Publicado por:

Rodrigo Fernández

Reclutador de talento para beBee

Descripción

Job Number

Job Category Sales & Marketing

Location Mexico Regional Office, Ejercito Nacional No. 350 Suite 4C, Mexico City, MÉX, Mexico VIEW ON MAP

Schedule Full-Time

Located Remotely? N

Relocation? N

Position Type Management

JOB SUMMARY
The Account Director, GSO Mexico manages and/or provides dedicated support to a targeted portfolio of complex GSO accounts.

The position builds and maintains business relationships with key buying influences in order to achieve account market share goals across all Marriott Lodging 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, GSO Mexico this position has direct accountability for transactional sales activities within their assigned accounts.

BUSINESS CONTEXT

The role of the Account Director, GSO Mexico 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.

Position will be located in Mexico.

CANDIDATE PROFILE

Education and Experience Preferred

5+ years sales and marketing experience required.
Total Account Management experience preferred.
Hospitality sales experience preferred.

CORE WORK ACTIVITIES
Account Management

Accurate qualification of potential accounts; requalification of existing accounts.
Establishes and maintains complete and uptodate information on each account. This includes a thorough understanding of the account's needs, history, plans, issues, organizational structure, strategies, existing business alliances and key competitors.
Interprets financial statements, e.g., P&L statements, annual reports, as appropriate, to assist in the formulation of an "account" proposal.
Maintains account information in SFA to ensure accurate and uptodate account reporting.
Manages all resources within budgeted guidelines.
Proactively develop goals and objectives to support the strategic account plan.
Represents all brands of Marriott Lodging.
Responsible for proactive account or segment sales.
Supports data gathering, reporting & tracking functions.

Revenue Generation

Identifies, develops, initiates and manages opportunities based on their fit with broader strategic account initiatives.
Identifies key purchase points and decisionmakers that influence the "buy" decision.
Networks account teams to maximize coverage of key contacts and revenue streams.
Partners with HQ support for annual pricing process, requests for pricing (RFPs) and related maintenance activity.
Relates customer needs to product capabilities.
Routinely quantifies the business impact to both the customer and Marriott.
Works with Revenue Management to support account strategy inmarket.

Value Creation

Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
Brings crossfunctional and crossbusiness knowledge to bear in developing business solutions.
Delivers valueadded products and services to create long term customer loyalty.
Establishes and maintains relationships with key buying influences by developing and delivering 'ease of doing business' solutions that create and provide unique value and positioning.
Positions self as "Subject Matter Expert" in terms of 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

Customer Preference & Loyalty

Conducts informationoriented sessions at each level of influence within the account or customer base in order to foster and maintain commitment to Marriott as a strategic supplier/partner.
Counsels internal stakeholders on optimal negotiating stance.
Delivers valueadded products and services to create long term customer preference and loyalty.
Delivers on commitments to customers.
Focuses on twoway communication to ensure winwin relationship is maintained.
Proactively seeks feedback from customers using resources and tools of GSO.
Uses knowledge of Marriott's operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Leadership

Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the account team.
Demonstrates benefits of total account management and teambased sales.
Ensures that account sales strategies are communicated, implemente