Account Sales Manager (18 Month FTC) – France

JOB SUMMARY

The National Account Manager – ‘Segment’ is responsible for managing the relationship with assigned key accounts within the ‘Segment’ (transient, group and catering) segment. The primary intent is to drive profitable revenue from mid-market tier accounts within a defined geographical territory, facilitating opportunities for all brands on a booking fee and transaction fee basis. 

SCOPE/BUSINESS CONTEXT

Candidate Profile

Experience   

• Minimum 3 years proactive sales experience. 

Skills and Knowledge

• Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring a sale to closure 
• Outstanding customer development and relationship management skills 
• Knowledge of all key B2B segments including group, catering, business transient and extended stay segments 
• Knowledge of contractual agreements and legal implications 
• Ability to develop and implement successful sales strategies and strategic sales plans for individual accounts 
• Understands revenue management functions and how to determine account profitability 
• Strong communication skills (verbal, listening, writing) 
• Strong problem-solving skills 
• Effective decision-making skills 
• Ability to influence others 
• Strong organization skills 
• Excellent negotiation skills 
• Ability to develop and maintain relationships at all levels 
• Ability to use standard software applications and hotel systems including SFA and Empower Sales 

Education or Certification

• High School Diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred 

Technical Expertise

Sales and Marketing

• Develops targets for their account base, sets targets in conjunction with key stakeholders involved. 
• Account leader/owner for key market accounts; creates sales strategy for account penetration. Coordinates and completes sales activity and follow-up with account team members, where applicable. 
• Implements and manages Account Teams where appropriate. 
• Identifies and develops new markets/segments from accounts managed, including International where applicable. 
• Proactive Sales –  penetrates assigned accounts including group, extended stay, catering and transient business. Maintains current business relationships and networks for new business within accounts. 
• Executes sales strategy to achieve goals. 
• Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions. 
• Works independently or centrally, depending on account, to establish appropriate business transient pricing for assigned accounts. May be required to coordinate pricing process 
• Proactively manages relationships with multiple contacts in assigned market accounts. 
• Assumes leadership role, as requested by line manager, on ad hoc task forces and special projects, including developing processes to identify potential new accounts. 
• Maintains accurate and up to date account data and reporting using account management system. 
• May be required to negotiate and execute preferred agreements within the Market. 
• Actively prospects and solicits new business opportunities. 
• Adheres to Marriott’s standard commission policy for EMEA. 
• Creates opportunities on a booking fee & transaction fee basis.  Manages the administration process and liaises with Finance business partner to ensure all leads are charge correctly 

Guest Satisfaction 

• Displays leadership in guest hospitality; exemplifies customer service and creates a positive example for guest relations. 
• Establishes clear expectations for customers and properties throughout the sales process.
• Transfers accurate, complete and timely information to operating departments at the properties. 
• Effectively resolves guest issues that arise as a result of the sales process.  Brings issues to the attention of property leadership team as appropriate. 
• Participates in guest satisfaction review sessions to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues. 

Other

• Performs other duties as assigned to meet business needs. 

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.