Group Account Manager - United Arab Emirates - UAE

Location: Al-Ayn
Company Name: Marriott International, Inc

Posting Date Oct 23, 2019
Job Number 19149251
Job Category Sales and Marketing
Location Middle East GSO, Emaar Square 6, Dubai, United Arab Emirates, United Arab Emirates VIEW ON MAP
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
The Intermediary Group Account Manager is responsible for providing dedicated account management support in the group intermediary segment to gain penetration, maximize revenue, defend and increase preference, loyalty and profitable share. The position will serve as either the global leader on regional accounts, or continent/country leader. By applying the principles of strategic account management, this position ensures pull-through of overall business strategies to build long-term relationships between Marriott International and intermediary partners. The individual works to develop, build and maintain long-term, value-based group customer relationships in order to achieve personal and team related revenue goals. Maintains relationships with all of the accounts’ group buyers and liaising with relevant cross-discipline resources (corporate, regional, market, property) around the world, to ensure effective pull-through of account strategies as well as assist with closing on critical high priority meetings to achieve results.

Positions will be located in Dubai.

CANDIDATE PROFILE

Education and Experience Preferred

• High School diploma or equivalent required.
• 2 years experience in the Sales and Marketing, Guest Services, Front Desk or related professional area OR a 2 year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management required.
• Proficient with CI/TI or SFA.

Other preferred qualifications include:

• Experience selling complex group leads
• Team-based selling experience.

CORE WORK ACTIVITIES

Understanding Markets & Maximizing Revenue

• Targets group accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation.
• Creates and delivers customized solutions based on market conditions and individual group needs.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Identifies, qualifies and solicits new accounts with a focus on increasing business.
• Educates hotels on value of Intermediary Account and Segment to add value to hotel and maximize profit.
• Strives to achieve personal and market revenue goals.

Developing & Executing Sales Plans

• Provides proactive account management with a primary focus on the group intermediary segment.
• Maintains and grows business of existing accounts.
• Researches and analyzes account information and relevant data to identify new business opportunities in the group segment.
• Works with field account executives and hotels to create solutions.
• Develops and implements effective sales plans in the group intermediary segment.
• Executes designated sales strategies to develop and solicit specific accounts to achieve revenue goals.
• Provides project management oversight on the implementation of account related initiatives in the group segment.
• Provides tactical support to all account team members on the group intermediary segment.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Maintains accurate and up-to-date account information relating to group segment account plans.

Building Successful Relationships

• Maintains relationships with accounts’ key group buyers (large and small), end users as appropriate, and other buyers globally who impact the account’s group buying process.
• Develops and manages relationships with key stakeholders, both internal and external.
• Builds and strengthens relationships with existing and new customers.
• Uses sales resources and administrative/support staff effectively.

Providing Exceptional Customer Service

• Drives customer loyalty by delivering service excellence throughout each customer experience.
• Services customers in order to grow share of the account.

Additional Responsibilities

• Directs quality control of account data and management reporting.
• Utilizes intranet for resources and information.
• Manages group or interpersonal conflicts effectively.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.