Account Manager, Business Travel (MILUX)

Account Manager, Business Travel (MILUX)

09 Aug 2024
New Hampshire, Concord, 03301 Concord USA

Account Manager, Business Travel (MILUX)

Vacancy expired!

Job Number 22129966Job Category Sales & MarketingLocation Marriott International HQ, 7750 Wisconsin Avenue, Bethesda, Maryland, United StatesSchedule Full-TimeLocated Remotely? YRelocation? NPosition Type ManagementJOB SUMMARYThis primary function of the Account Manager, Business Travel (MILUX) is to provide dedicated proactive support in the BT segment to both MILUX hotels and the GAEs with MILUX spend. The position will support Global Account Executives (GAEs) in the creation and execution of the luxury BT strategy; maintain relationships with key stakeholder hotels and liaise with global account team members to facilitate RFPs and special requests.Specific responsibilities include: (1) being liaison and primary point of connectivity between MILUX hotels and the GSO for Business Travel (2) uncovering MILUX BT growth potential for accounts, (3) working with GAE to co-create account initiatives to grow overall share of accounts’ luxury spend, (3) facilitating BT MILUX educational activities with GAEs and (4) supporting account service in the BT segment.CANDIDATE PROFILEEducation and Experience Preferred4-year degree from an accredited university in High school diploma or GED; 4 years’ experience in the sales and marketing, guest services, front desk, or related professional area.

OR2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years’ experience in the sales and marketing or related professional area.

Previous experience in Business Travel sales gained at a luxury property or above property within recognized luxury hotel brands.

CORE WORK ACTIVITIESManaging Work, Projects, and PoliciesWith a lens on luxury hotels, support and understand the organization-wide strategic plan for Corporate Accounts. This should include a comprehensive knowledge of the industry including: transient, retail, group, and onsite agencies (with an immediate focus on special corporate business travel).

Work with GAEs to co-create individual account work plans in accordance with the fundamentals of strategic account management, to include account mapping, understanding of all revenue streams and a complete customer relationship plan.

Analyze major accounts to determine spend, partnership opportunities and luxury brand engagement. Retain and grow account revenues through increased account penetration and implementation of strategic account principles.

Provide education and guidance to MILUX property sales and marketing on specific accounts, account strategies, best practices and recommended sales methodologies. Ensure property operations are in alignment with all corporate market standards.

Support luxury brands positioning, assist in the setting of strategy and drive revenue in this segment and within key contributors.

Identify opportunities, anticipate challenges, and create competitive breakthrough strategies. Protect and strengthen our luxury brands’ competitive advantage by advocating and supporting sound business and sales and marketing decision-making.

Being the voice of the customer, advise key stakeholders on existing and evolving business and operation issues. Be a luxury brands advocate.

Support decision-making that balances the needs of each customer, the company, and individual properties and promotes the long-term viability of the business.

Champion excellence in business ethics, integrity and build an environment with a high level of morale, motivation and engagement.

Understand and recognize the luxury consumer, their demographics, buying habits and the ability to provide an effective sales approach that remains relevant and nurtures this consumer but is also nimble and can quickly adapt to changes.

Maintain comprehensive knowledge of Marriott International’s Luxury Brands. Develop complete and thorough knowledge of basic hotel facilities related to numbers of rooms and function space, specifically all logistics and amenities that may interest assigned accounts.

Fully adopt the appointed sales force automation tool, and other technological tools (MarRFP) while maintaining all account relationship information, account business trends, pipeline reporting and account focused tasks and events.Assist GAE with the development and implementation of BT initiatives to grow spend share, including (but not limited to):

Support growing MILUX loyalty engagement across account portfolio

Support hotels to capture roadshow, project or other transient opportunities

Regular review of Gap Analysis to identify MILUX business opportunity

Support the BT pricing process:

Assist GAE in the analysis of internal/external hotel spending data for the purpose of selecting MILUX hotels to be included in the account proposal.

Assist GAE in the quality-control process of BT portfolio offering prior to customer presentation.

Support hotels seeking mid-year additions to preferred programs, or as new markets emerge due to the accounts’ acquisition of new businesses, etc.

Where appropriate, recommend strategy on courtesy rates.

Provide support to MILUX properties AND/OR global account team members on the luxury BT segment (e.g. – customer trends, buying location changes; provide guidance regarding compelling business cases, etc.)

Research and analyze account information and relevant data to identify new luxury business opportunities in the BT segment and partner with the GAE to create innovative solutions for the customer.

In conjunction with MILUX hotels, provide project management oversight on the implementation of account-related initiatives in the BT segment. (ie: Brand Recognition, Account Recognition/Company of the month calendar updates, Business review slide semi-annual).

New Hotel/Pre-Opening Hotel, proactively research & identify luxury properties that should be considered for inclusion in preferred programs, work with GAE to present these hotels to Travel Buyer.

Maintaining Business GoalsAchieve and exceed goals including performance goals, revenue/room night goals, team goals, etc.

Develop specific goals and plans to prioritize, organize, and accomplish assigned responsibilities.

Submit account plans/reports/data requests in a timely and accurate manner.

Demonstrating and Applying Business/Discipline KnowledgeShare trends/Demonstrate knowledge of job- and industry-relevant issues, products/services, systems, and processes.

Use standard software applications such as MS Office, Tableau, Excel, etc.

Conduct basic financial analysis and exhibit understanding of revenue management.

Articulate knowledge of Marriot brands, business needs, and pricing strategies.

Use relevant internal and external data (e.g. account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration in the BT segment.

Contributing to TeamsUtilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.

Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments.

Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment.

Work effectively in a virtual team-based environment.

Assist in the development and usage of tools created to support evolving needs of pricing process.

Additional ResponsibilitiesInform and/or update stakeholders on relevant information in a timely manner.

Manage time efficiently and demonstrate effective organizational skills.

Present ideas, expectations, and information in a concise, well-organized way.

Provide sales program/event leadership, reporting support, and/or general operational and administrative guidance, as needed.

Perform other duties, as assigned, to meet business needs.MANAGEMENT COMPETENCIESLeadershipAdaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.

Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing ExecutionBuilding and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.

Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building RelationshipsCoworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards.

Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational CapabilityTalent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional ExpertiseApplied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.

Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.

Reading Comprehension – Understands written sentences and paragraphs in work related documents.

Writing - Communicates effectively in writing as appropriate for the needs of the audience.

This position requires proof of full vaccination against COVID-19 prior to the first date of employment, subject to applicable law. If you are offered employment, this requirement must be met by your date of hire, unless a reasonable accommodation request is received and approved.Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

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