Marriott Market Account Manager - Corporate in Hauts de Seine, France

Description:

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.

Business Context

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

Qualifications

Experience

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

Business Results

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)

Sales

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

Guest satisfaction

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

Other

Performs other duties as assigned to meet business needs

Job: Sales and Marketing

Organization: Corporate

Location: France-Hauts de Seine

Requisition ID: 17001XCD