Account Director

3 months ago

Tangerang, Indonesia Marriott International, Inc Full time

**Job Number** 24159166
**Job Category** Sales & Marketing
**Location** Sheraton Jakarta Soekarno Hatta Airport, Kawasan Bandara Soekarno-Hatta, Jalan Prof Dr Ir Sedyatmo KM 02, Kota Tangerang, Banten, Indonesia VIEW ON MAP
**Schedule** Full-Time
**Located Remotely?** N
**Relocation?** N
**Position Type** Management

**JOB SUMMARY**

**CANDIDATE PROFILE**

**Education and Experience**
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 3 years experience in the sales and marketing or related professional area;.

OR
- 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 2 years experience in the sales and marketing or related professional area.

Preferred:

- Total Account Management experience.
- Hospitality sales experience.
- English language, written and spoken.
- Local language, written and spoken.

**CORE WORK ACTIVITIES**

The role of the National Account Sales Director is to support the National Sales Team vision and mission by by executing transactional sales excellence:
**Sales and Account Management**
- Develops and implements the overall account strategy for assigned accounts. Execute sales strategy to achieve account goals.
- Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives
- Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
- current business accounts for new business within accounts.
- Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
- Accurately qualifies potential accounts; re-qualify existing accounts.
- Articulates the financial benefits of a proposal as it pertains to the customer's business objectives.
- Collects & analyzes key information about the customer's business and/or operation.
- Counsels internal stakeholders on optimal negotiating stance.
- Demonstrates benefits of total account management and team-based sales.
- Demonstrates working knowledge of legal issues within industry.
- Develops opportunity sales plan with actionable steps to attain revenue goals.
- Identifies key purchase points and decision-makers that influence the "buy" decision.
- Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
- Qualifies each business opportunity and recommend company products that match both the customer needs as well as the hotel's business needs.
- Suggests positive alternatives whenever necessary.
- Leverages appropriate sales and property Leadership to ensure account saturation pull-through of account strategies and selling solutions at the local property level.
- Establishes and maintains accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.
- Represents all brands of Marriott Lodging.
- Manages proactive account, segment or regional sales.
- Supports 'in-market' needs of properties in a given regional area.
- Supports data gathering, reporting & tracking functions.
- Understands traditional industry processes (pricing, RFPs, proposals, etc)

**Executes and support Marriott's Customer Service Standards and hotel's Brand Standards.**
- Participates in and practices daily service basics of the brand
- MHR Genuine Care Basics
- Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
- Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building an Account and loyalty to the company.

**Revenue Generation**
- Identifies key purchase points and decision-makers that influence the "buy" decision.
- 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.
- Builds and strengthens accounts with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, familiarization ("fam") trips, trade shows, etc.
- Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats.

**Value Creation**
- Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
- Delivers on commitments to customers.
- Delivers value-added products and services to create long term customer loyalty.
- Focuses on two-way communication to ensure win-win relationship is maintained.
- Serves as the account's "local service guarantee" by promotin

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