Marriott Market Account Manager - Corporate in Hauts de Seine, France
The Market Account Manager Corporate will execute and contribute to the overall account strategy for assigned accounts to generate business on behalf of the Paris hotels cluster in the market. The primary intent is to drive sales for the hotels in the assigned business segment: Corporate Transient & Groups.
Proactively manages relationships with multiple stakeholders
The proposed position is to be funded by the hotels in the Paris cluster.
Develop and implement the overall strategy for assigned accounts in the Corporate segment. Execute sales strategy to achieve goals for the Paris hotels cluster. Retain, expand, and grow account revenue through active penetration and implementation of sales & marketing initiatives
Understand Markets & Maximizing Revenue
Develop and implement strategic sales plans. Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals
Resolve issues timely and focus on 100% customer satisfaction.
Build and strengthen relationships with existing and new clients with activities including fam trips, sales calls, entertainment, trade shows, sales calls on international source markets if needed etc
Be a specialist of the assigned segment and understand the overall market dynamics e.g. competitors strengths and weaknesses, economic trends, supply and demand, and how to sell to assigned accounts. Understand client needs and growth opportunities. Identify emerging business opportunities and risks within assigned accounts, provide feedbacks to key stakeholders e.g. Area Sales Leaders, Hotels Sales Leaders and GMs etc
Leverage appropriate corporate e.g. Sales & Marketing Planning and Support, as well as Paris cluster resources e.g. Market Leadership, EBC, property leadership, to ensure pull-through of account strategies and selling solutions at the local property level.
Partner with GSO stakeholders to identify and develop sales strategies for existing and new potential accounts
Develop a close working relationship with operations to ensure execution of strategies at the hotel level. Conduct and coordinate hotels site inspections and other sales activities as required. Maintains accurate and up-to-date customer, account and opportunity data in approved system (OPERA, SFA Web Accounts Management).
Use on a regular basis benchmark tools for the corporate segment ie Hotelligence and others
Resolve clients 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
2-5 years at a Sales Executive / Manager position at a property level or in another structure, hospitality industry preferred Good overview and knowledge of the corporate market environment and strategy
Battle of the Revenue mindset
Skills and Knowledge
Excellent selling skills and understanding of sales processes (how to bring a sales to closure and upsell products and services)
Possesses excellent telephone sales skills
Strong customer development and relationship management skills
Knowledge of corporate group / business transient hospitality business
Knowledge of hotel sales and operations and associated challenges from the sales perspective
Knowledge of contractual agreements and legal implications
Strong communication skills (verbal, listening, writing)
Strong problem-solving and decision-making skills
Requires excellent organization skills and the ability to balance a variety of projects simultaneously
Ability to develop and implement successful sales strategies for individual accounts
Ability to use standard software applications, Excel, Power Point software applications and hotels systems : OPERA, SFA etc
Understands revenue management functions and accounts profitability
Good organization, analytical, and negotiation skills
Knowledge of operations and associated challenges for all brands
Ability to manage labor productivity and customer/associate relationships
Position requires ability to travel internationally.
English and French fluency is required.
Ability to effectively present information to a group Education or Certification
High School Diploma or equivalent required : bachelor s Degree in Hospitality Management preferred Leadership Competencies
Balanced Scorecard Results: Implements strategies and executes activities to achieve targeted revenue goals, financial results and market share
Sales : Focuses on building each unit s top line revenue by executing against the sales strategy. Identifies and aggressively solicits new accounts, to achieve assigned goals and contributes to the Paris cluster goals.
Technical Expertise (Learning and Applying Personal Expertise)
Account Management Creates sales strategy for accounts penetration
Proactive Sales Saturates and penetrates assigned accounts for groups, extended stay, catering and transient business. Maintains current business relationships and networks for new business within accounts
Executes sales strategy to achieve goals for the Paris cluster hotels Works independently or centrally, depending on account, with Corporate Business Travel segment to establish appropriate business transient / Group Corporate pricing for assigned accounts
Creates sales strategy for account penetration. Coordinates activities, follows up with and direct account team members. Utilizes organization resources as needed in account saturation
Proactively manages relationships with multiples contacts in assigned market accounts
Hotels communication and relationships : coordinates with hotels for sales activities including site inspections, update on the accounts status, pending business, and to ensure follow-ups are done properly to close the business
Key stakeholders internal and external to ensure ongoing support for all sales efforts and teams, as well as the impact of change in their participation on Market Sales team.
Strategic direction and account management : works with Market Director of Sales and Market DOS&M on account productivity, opportunities and strategic direction
Assumes leadership, as requested by Market DOS, on ad hoc task forces and special projects
Maintains accurate and up to date account data and reporting using account management systems
Works and interacts with Global Sales Organization account teams if needed
Establishes clear expectations for customers and hotels throughout the sales process
Transfers accurate, complete and timely information to operating departments on property
Resolves issues that arise as a result of the sales process Takes ownership of results and shares recommendations to address guest service issues
Performs other duties as assigned to meet business needs
Job: Sales and Marketing
Location: France-Hauts de Seine
Requisition ID: 17001XCD