Account Exec, Government

JOB SUMMARY The Account Executive, Governmentwill provide account management support to 25-35 accounts in the Government segment to include both penetrating new accounts as well as growing share from existing accounts. By applying the principles of strategic account management, this position will partner with stakeholders on the Enterprise Sales Team (e.g., Sales and Marketing Planning & Support, Vice President of Sales, Mid-Market, Affinity, Government, and Small Business) to develop a comprehensive strategic plan to grow market share for their assigned accounts. As account manager, this individual will develop strong partnerships with local buyers withthe purpose of penetrating and growing local marketshare and driving sales for hotels. The position will focus specifically on growing market share from transient, group and extended stay business. Additionally, the position will facilitate group opportunities for outbound hotels at the request of the customer. BUSINESS CONTEXT In early 2005, C3 was initiated by senior Sales & Marketing Leadership to assess the value of the Sales & Marketing activities to better allocate resources (people, technology, sales engines) to drive preference, premiums and profits. This initiative was driven to support the Sales & Marketing vision to be the most innovative, world class team focused on leveraging core values and culture to drive profitable revenue, customer preference and loyalty, market share to create and maintain sustainable competitive advantage. A major recommendation of C3 is to develop a sales model to better leverage the sales resources and extend reach to more customers. The new model, called Sales ForceOne, reflects the common mission of one sales team,Global and Area Sales working together to serve theneeds of customers. The fundamentals of the new model include 1) shifting more reactive leads to the Sales Offices to free property sales resources to playa more proactive role in customer relationship management, 2) redeploying off-property and on-property sales resources against high-value opportunities, 3)sharing sales resources, when appropriate, to eliminate intra-Marriott competition and duplication of effort, and 4) ensuring compensation and incentives are aligned with the needs of the hotels. The Sales Force One model was launched in Washington D.C. in 2007 with implementation in other markets to follow during 2008 and beyond. JOB SPECIFIC TASKS The Account Executive will execute the overall account strategy for assigned accounts to generate business on behalf of local hotels in the market. Overall, the position is accountable for the following: Account Management - Develop and implement the overall account strategy for assigned accounts. Execute sales strategy to achieve goals of local market hotels while growing revenues for Marriott outside the SFO Launch market. - Retain, expand and grow account revenue of existing accounts through account penetration, marginmanagement and implementation of sales and marketing initiatives. Penetrate assigned accounts primarily for transient, group, extended stay, and catering sales business. Maintain current business relationships for new business within accounts. - Identify and aggressively solicit new accounts in coordination with the Sales and Marketing Planning & Support team. - Gain understanding of the hotel's primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event. -Develop and implement strategic sales plans. Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals. - Serve as the account's 'local service guarantee' by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction. - Build and strengthen relationships with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. - Understand the overall market dynamics - competitors' strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts. Act as the customer advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within in assigned accounts and provide feedback to key stakeholders (e.g. Sales and Marketing Planning and Support, Area Sales Leaders etc.).- Leverage appropriate corporate (e.g., Sales &Marketing Planning and Support) and market resources (e.g., area leadership, sales office, property leadership) to ensure account saturation and pull-through of account strategies and selling solutions at the local property level. Partner with EST stakeholders, as required, to identify sales strategies for potential new accounts. - Develop a close working relationship with operations to ensure execution of strategies at the hotel level. - Executes and supportsthe operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence). - Conduct and coordinate site inspections for hotels, as required. - Maintains accurate andup-to-date customer, account and opportunity data in SFA and in SAPP. - Effectively resolve guest 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. Operational Excellence - Achieve account revenue and sales goals as defined by Market leadership. Develop and achieve operating budgets and manage controllable expenses. - Leverage methodologies, technical and business knowledge across the market. - Anticipate and identify business opportunitiesand challenges and respond with a profitable strategy that aligns with overall business direction. - Increase local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs. - Engage in property related events that support the development of the existing and new accounts (e.g. GM Reception, Concierge Level hospitality, etc) - Leverage all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc), in an effort to optimize sales revenues. CANDIDATE PROFILE Education and Experience Required: - High school diploma or GED; 2 years experiencein the sales and marketing, guest services, front desk, or related professional. OR - 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required. Preferred: - 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management. - Lodging sales experience. - Account management experience. Skills and Knowledge - Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems. - Applied Business Knowledge - Understands market dynamics, enterprise level objectives and important aspects of Marriott's business to accurately diagnose strengths and weaknesses, anticipate opportunities and risks, identify issues, and develop strategies and plans. Aligning individual and team actions with strategies and plans to drive business results. - Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. - Economics and Accounting - Knowledge of economic and accounting principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data. - Management of Financial Resources - Determineshow money will be spent to get the work done, and accounting for these expenditures. - Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management). - Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. Knowledge of ecommerce and marketing solutions. - Technology Solutions - Familiarity with and ability to sell technology solutions.