Account Director Global Sales Marriott International

The Account Director, Global Sales UAE will retain an up to date customer profile within the Marriott sales tools provided, create a 12-month Strategic account plan (SAPP), reporting confirmed business and activity on a weekly basis.

Develop and guide an account team either within Europe or globally to assist in developing business from subsidiaries within their countries.

Ensure smooth co-ordination of the annual RFP process for assigned accounts working closely with the pricing teams. Work to targets, objectives and goals

Support the Director Global Sales, Corporate to deliver sales and operational excellence within the department.

Account Management

• Accurate qualification of potential accounts; re-qualification of existing accounts.
• Establishes and maintains complete and up-to-date 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.
• Maintains account information to ensure accurate and up-to-date account reporting.
• Manages all resources within budgeted guidelines.
• Proactively develops 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.
• Responsible for the strategic spend of marketing funds for TMC accounts within the portfolio

Revenue Generation

• Identifies, develops, initiates and manages opportunities based on their fit with broader strategic account initiatives.
• Identifies key purchase points and decision-makers 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 in-market.

Value Creation

• Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
• Brings cross-functional and cross-business knowledge to bear in developing business solutions.
• Delivers value-added 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 information-oriented 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 value-added products and services to create long term customer preference and loyalty.
• Delivers on commitments to customers.
• Focuses on two-way communication to ensure win-win 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 team-based sales.
• Ensures that account sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Facilitates educational opportunities that enhance credibility and integration between GSO and internal stakeholders.
• Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization.
• Participates in professional and industry organizations (e.g., SAMA, ACTE, PCMA, MPI, ASMA, GTMC etc).
• Participates with account team in market pull-through activity.
• Provides opportunities for communicating account needs throughout organization.
• Supports in-market needs of properties in a given regional area.
• Utilizes account team for Best Practice sharing and problem solving.

Other

• Performs other duties as assigned to meet business needs.