Account Specialist, GSO

Description

JOB SUMMARY

The Account Specialist executes the merchandising of group, contract, business transient and/or extended stay sales opportunities by using Marriott's sales information systems and technology. The role serves as the point of contact between customers, GSO/ASO Sales Managers/Directors and the properties. In this role, the Account Specialist utilizes sales techniques to maximize revenue and build customer loyalty. In addition, this position has direct accountability for select transactional sales activities for a designated number of group accounts. 

CANDIDATE PROFILE

Education and Experience Preferred

• 4-year degree from an accredited university in High School diploma or equivalent required. 
• Minimum of 2 years' experience in 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. 

CORE WORK ACTIVITIES

Core Work Activities

Sales Management

• Execute and support account strategies and sales plans as directed by leaders. 
• Support preparation of tailored solutions and proposals to customer needs in Greater China.
• Collaborate with leaders and sales to maximize account value. 
• Assist in the organization of customer events and engagement activities.
• Understand industry processes (pricing, RFPs, proposals) and legal considerations.
• Execute Marriott's Customer Service Standards and Brand Standards.

Managing Work, Projects and Policies

• Evaluate, qualify and respond to leads in a professional and timely manner. Majority of communication will be via telephone, email and SFAWeb|CI/TY.  Leads and follow-up communication from hotels will be generated through SFAWeb|CI/TY. 
• Act as the liaison between the customer and hotel(s) to present rate proposals, maximize or convert potential bookings, and close the sale. 
• Ensure business is transitioned to designated property appropriately and in a timely manner for proper service. 
• Provide service to customers to grow account share and generate profitable revenues from the group room, catering and events on behalf of MI, across the enterprise. 
• Participate on project and account teams, executing activities that support strategic account management and team-based sales models.   
• Join sales managers on sales calls, as appropriate. 
• For assigned accounts, provide proactive account management with primary focus on the group segment, catering and events.  Maintain both telephonic and face-to-face relationship with each accounts' key group buyers/intermediaries who impact the accounts' group buying process. 
• For prospect group and events opportunities in the market, provide proactive account management with primary focus on the total revenue generation on room, catering and events and keep on growing the account preference with Marriott Hotels for repeated bookings.
• Provide sales program/event coordination (e.g. Hotel Excellence, Meeting Excellence, MI Exchange, FAM trip, and s  trade shows), reporting support, and/or general administrative support, as needed. 

Maintaining Business Goals

• Establish and maintain complete and up-to-date lead response information in SFAWeb|CI/TY and alternate information systems to ensure accurate reporting. 
• Assist with the closing of business opportunities to ensure team and departmental goals are met. 
• Generate and organize sales reports utilizing internal data systems (e.g. SFAWeb|CI/TY, MiNT).   
• Support operating budgets and venue targets to support the GSO/ASO business plan.   
• Monitor and evaluate GSO/ASO office processes and procedures; recommend improvements as necessary. 

Demonstrating and Applying Discipline/Functional Knowledge

• Use standard software applications such as MS Office, SFAWeb|CI/TY, MRDW, etc. 
• Act decisively to recover from mistakes. Know how to develop/propose/initiate solutions and when to involve a leader. 
• Act independently to improve and increase skills and knowledge.   

Contributing to Teams

• Navigate the MI organization to achieve collaboration by leveraging relationships and knowledge. 
• Identify and cultivate relationships with key colleagues and stakeholders in other parts of the organization. 
• Work effectively in a virtual team-based environment. 

Leading/Managing Teams 

• Assist in the onboarding of intern and new team members

Additional Responsibilities/Competencies 

• Prepare, edit and proofread written documents (e.g. daily logs, business letters, memoranda, reports, etc.) to ensure accuracy and completeness. 
• Express oneself clearly, concisely and effectively through written and verbal communications. 
• Approach opportunities with a positive, open-mind.
• Display creativity and innovation to identify opportunities to improve departmental processes and programs that will enhance team productivity and/or business results. 
• Gain the confidence and trust of others through consistent demonstration of authenticity and ethical standards. 
• Maintain confidentiality of proprietary materials and information.
• Perform special projects and other duties, as assigned.   

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