Sr. Account Manager, ASO Greater China

The Senior Account Manager, ASO Greater China is responsible for driving revenue growth from both assigned domestic accounts and newly prospected accounts by executing account strategies, sourcing opportunities, and converting leads into measurable business across all segments, including group, transient, extended stay, and catering.

This role applies domestic account management skills to build and maintain relationships with key decision-makers, ensuring Marriott becomes the partner of choice, with accountability for building a healthy sales pipeline, qualifying prospects, and converting opportunities into revenue contribution across managed and franchise hotels.

BUSINESS CONTEXT

This role contributes directly to Marriott’s commercial growth in Greater China by ensuring accounts are actively prospected, opportunities are captured, and revenue goals are met. Success requires a hunter mindset, strong sales discipline, and the ability to respond quickly to market opportunities.

The Senior Account Manager works closely with GSO & ASO Directors, hotel leadership, and cross-functional teams to implement account plans with speed and precision. The position is expected to deliver measurable sales outcomes while continuously strengthening account management and commercial skills to support Marriott’s sustained revenue growth in Greater China.

• Bachelor's degree or above.
• 3+ years sales and marketing experience 
• Total Account Management experience preferred.
• Hospitality sales experience preferred.
• Strong business acumen with the ability to understand customer requirements, interpret performance data, and support account-based decision-making.
• Demonstrated ability to build rapport with domestic customers and work effectively with internal teams and external partners.
• Ability to manage multiple priorities with attention to detail and deadlines.
• Strong preference for candidates fluent in both English and Mandarin.

Sales Management

• Supports new account acquisition and existing accounts penetration across all segments (group, transient, extended stay, catering, etc.)
• Executes account strategies and sales plans as directed by leaders. 
• Qualifies potential accounts and re-qualifies existing accounts with accuracy. 
• Identifies key decision-makers, and supports preparation of tailored solutions and proposals to customer needs in Greater China.
• Collaborates with sales and property leadership to maximize account value. 
• Represents all Marriott Lodging brands and supports in-market property needs.
• Assists in the organization of customer events and engagement activities.
• Understands industry processes (pricing, RFPs, proposals) and legal considerations.
• Executes Marriott’s Customer Service Standards and Brand Standards. 

Revenue Generation

• Supports building and strengthening accounts with existing and new customers through customer engagement events.
• Relates customer needs to Marriott hotel product capabilities.
• Works with Revenue Management to support account strategy in-market. 
• Provides exemplary service to ensure customer satisfaction and loyalty before, during, and after events/programs.

Value Creation

• Delivers value-added solutions and services to enhance customer satisfaction.
• Monitors market trends, identifies opportunities/risks, and shares insights with stakeholders.
• Maintains open, two-way communication with customers and stakeholders.
• Enriches customer dialogue by leveraging knowledge of Marriott operations, markets, and competitors.

Market Integration & Team Participation

• Executes account strategies and updates as directed by leaders.
• Serves as the primary sales contact, accurately representing property needs under guidance. 
• Maintains strong relationships with internal stakeholders, external partners, and industry organizations.
• Promotes company culture rooted in associate and customer satisfaction. 

Analyzing & Reporting

• Collects and analyzes market and account information to support account plans. 
• Tracks account performance and maintains accurate data in SFA. 
• Prepares regular reports to support decision-making.

Other

• Performs other duties as assigned to meet business needs.