Canada Account Sales Leader – Canada Regional Office

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Job Number 20021955
Job Category Sales and Marketing
Location Canada Regional Office| 2425 Mathewson Blvd. E| Suite 100|
Mississauga| Ontario| Canada
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
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?

JOB SUMMARY

Leads and manages a cross-area sales team of account executives in Corporate|
Luxury| Association| Mid-Market/Prospect| Airline| Consortia or Tour & Travel
segment(s) as assigned. Maintains operational excellence by directing
productive| streamlined administrative functions and creating a selling
environment that keeps non-sales activity away from the cross-sales area team.
Maintains high performance levels by developing clear accountabilities| hiring
the best candidates| providing development opportunities| addressing
performance issues| and aligning performance and rewards to total account
performance and property accountability. Hires| retains| and develops diverse|
high caliber talent that makes a strong| positive impact on the organization.
Anticipates future talent based on business needs. Provides account management
support for deployed accounts for assigned segment(s). Applies the principles
of strategic account management and team-based selling| and partners with the
appropriate US Account Sales / Global Sales Organization to fully understand
the overall account strategy and how best to execute the strategy for deployed
accounts. Develops strategic relationships with ocall buyers with the purpose
of penetrating and growing market share and driving revenue. Coordinates and
manages large group transactions (e.g.| in-market and out-bound) with Sales
Offices and/or hotels on behalf of the buyers and provides leadership to
Business Transient Sales Managers.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 years experience in the sales and marketing|
guest services| front desk| or related professional area.

OR

• 2-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.

Preferred:

• 4-year bachelor|s degree in Business Administration| Marketing| Hotel and
Restaurant Management.

• Proven leadership skills in supervising and managing associates.

• Lodging sales experience.

• Account management experience

CORE WORK ACTIVITIES

Managing Sales Activities

• Implements the overall account strategy for deployed accounts at the buying
locations.

• Verifies that the strategy is in alignment with the overall US Account /
global account goals.

• Retains| expands| and grows account revenue through account growth| margin
management| and implementation of Sales and Marketing initiatives.

• Executes sales deployment strategies in partnership with the US Account
Sales Directors /Global Account Directors that maximize the utilization of
available sales resources.

• Leverages appropriate corporate (e.g.| US Account Sales Directors| Global
Account Directors| ecommerce| Marketing| etc.) and market resources (e.g.|
sales office| property leadership) to verify the pull-through and sustainment
of account strategies and guest solutions.

• Coordinates and manages large group transactions (e.g.| in market and
outbound) with Sales Offices and hotels on behalf of buyers.

• Leads the Business Travel (BT) pricing of assigned accounts in partnership
with Revenue Strategy and US Account leadership.

• Champions business transformation and change efforts in support of Sales and
Marketing strategies.

• Achieves account revenue and sales goals as defined by US Account
leadership. Develops and achieves operating budgets and manages controllable
expenses.

• Leverages methodologies and technical and business knowledge.

• Anticipates and identifies business opportunities and challenges and
responds with a profitable strategy that aligns with overall business
direction.

• Increases penetration of high potential accounts to optimize demand across
all brands and satisfy important property needs.

• Leverages all available sales channels (e.g.| marriott.com| group and
transient intermediaries| field sales| worldwide reservation offices) to
optimize sales revenues.

• Applies the principles of strategic account management and team-based
selling| and partners with the US Account Sales| Global Sales Organizations as
appropriate to fully understand the overall account strategy and how best to
execute the strategy.

• Coordinates and manages large group transactions (in-market and out-bound)
with Sales Offices and/or hotels and provides leadership to Business Transient
Sales Managers.

• Performs other duties| as assigned| to meet business needs.

Building Successful Relationships

• Manages relationships with buyers to optimize account reach and share.

• Serves as account’s “local service guarantee” by verifying that outstanding
service delivery is maintained at every customer touch point and issues are
resolved in a timely manner to the customers’ 100% satisfaction.

• Acts as the customer’s advocate through understanding local account needs
and opportunities.

• Identifies emerging business opportunities and risks in the market to
determine strategic Sales and Marketing implications and provides feedback to
key stakeholders (e.g.| US Account Sales Team| Market and hotel leadership|
Sales Office etc.); partners with key stakeholders in account planning and
determining strategy execution.

• Creates strong partnerships between field and corporate by maintaining a
productive dialogue and exchange of ideas.

• Develops strategic relationships with local buyers with the purpose of
penetrating and growing market share and driving revenue to hotels.

Leadership

• Leads and manages a cross-area sales team of account executives for assigned
segment(s).

• Directs the day-to-day operations of the account managers; monitors local
execution of the account plan and verifies that it is aligned with the overall
account strategy.

• Promotes accountability to achieve desired business results.

• Maintains operational excellence by directing productive| streamlined
administrative functions and creating a selling environment that keeps non-
sales activity away from the cross-sales area team.

• Maintains high performance levels by developing clear accountabilities|
hiring the best candidates| providing development opportunities| addressing
performance issues| and aligning performance and rewards to total account
performance and property accountability.

• Hires| retains| and develops diverse| high caliber talent that makes a
strong| positive impact on the organization. Anticipates future talent based
on business needs.

• Develops pipeline of talent and career path by pursuing opportunities for
cross-segment exposure and broadening.

• Verifies that the organization has the necessary resources and latest sales
tools| including ARM|SFAWeb|CI and value-added products & services| and that
they are being used effectively to maximize productivity and build sustainable
competitive advantage.

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