Business Travel Account Manager

JOB SUMMARY

This primary function of the Business Travel (BT) Account Manager is to provide dedicated account management support in the BT segment. The position will support the Global Account Director (GAD) and/or Global Account Manager’s in the creation and execution of the BT strategy; support the relationships with all of the accounts’ central BT buyers and intermediaries. Specific responsibilities include: (1) uncovering BT growth potential for accounts with proactive strategies, (2) assist in the coordination and execution of the RFP process, (3) assist in pull through of BT initiatives, (4) provide analysis of data within the BT segment (5) on-going account service in the BT segment. CANDIDATE PROFILE Experience 5+ years sales and marketing experience required. Total Account Management experience preferred. Hospitality sales experience preferred. Education or Certification Bachelor’s degree or equivalent strongly preferred. English language written and spoken. Preferred experience working with Microsoft Excel Experience managing the BT sales process or equivalent experience with a major hotel chain or Travel Management Company CORE WORK ACTIVITIES Managing Work, Projects, and Policies Provide account management support with primary focus on the BT segment. Where appropriate manage a telephonic relationship with each accounts’ Hotel Program Manager, Travel Management Company, and other buyers globally who impact the accounts’ BT buying process. Assist GAD/GAM with the development and implementation of sales strategies in the BT segment, including (but not limited to): Project team RFPs Gap Analysis Collaborate on the creation of the BT Account Workbook Analysis of the Global Preferred Partner Program (GPP) if applicable Drive loyalty engagement across account portfolio Assist on aspects of the BT pricing process: Analyze internal/external hotel spending data for the purpose of selecting hotels to be included in the account proposal. Assist GAD in the quality-control process of BT portfolio offering prior to customer presentation. Coordinate pricing for hotels added to the system mid-year, or as new markets emerge due to the accounts’ acquisition of new businesses, etc. Conduct rate audit/Follow-up on rates accepted by the clients’ 3rd party tool and amend MarRFP as necessary. Correspond with all accepted/rejected hotels; oversee rate-loading and GDS pull-through, etc. Support on the account strategy for courtesy rates Provide support to properties AND/OR SAE’s on the BT segment – customer trends, buying location changes; provide guidance regarding compelling business cases, etc.) Research and analyze account information and relevant data to identify new business opportunities in the BT segment and partner with the GAE/GAD to create innovative solutions for the customer. Maintain accurate and up-to-date BT account information in MarRFP/SAPPs and Empower tools. New Hotel/Pre-Opening Hotel, proactively research & identify properties that should be considered for inclusion in preferred programs, work with GAD/GAM to present these hotels to Travel Buyer Maintaining Business Goals Achieve and exceed goals including performance goals, revenue/room night goals, team goals, etc. Develop specific goals and plans to prioritize, organize, and accomplish assigned responsibilities. Submit account plans/reports/data requests in a timely and accurate manner. Demonstrating and Applying Business/Discipline Knowledge Share trends/Demonstrate knowledge of job- and industry-relevant issues, products/services, systems, and processes. Use standard software applications such as MS Office, MRDW, etc. Conduct basic financial analysis and exhibit understanding of revenue management. Articulate knowledge of Marriott brands, business needs, and pricing strategies. Use relevant internal and external data account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration in the BT segment. Contributing to Teams Utilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example. Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments. Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment. Work effectively in a virtual team-based environment. Assist in the development and usage of tools created to support evolving needs of pricing process. Additional Responsibilities Inform and/or update stakeholders on relevant information in a timely manner. Manage time efficiently and demonstrate effective organizational skills. Present ideas, expectations, and information in a concise, well-organized way. Provide sales program/event leadership, reporting support, and/or general operational and administrative guidance, as needed. Perform other duties, as assigned, to meet business needs. MANAGEMENT COMPETENCIES Building Relationships Coworker Relationships Builds strong working relationships. Shares thoughts and feedback in a professional way. Considers how own behavior impacts others. Explains work in a way that encourages cooperation from others. Customer Relationships Shows an understanding of customer/stakeholder expectations. Listens and responds to customers/stakeholders with empathy. Builds rapport and trust with customers/stakeholders to promote loyalty. Anticipates and quickly responds to customer/stakeholder requests or issues. Explains policies in a way that helps customers/stakeholders understand. Global Mindset Helps others feel valued and included. Works well with others regardless of their background or characteristics. Models the Company culture of service, opportunity, respect, and fair treatment. Acts when others are treated unfairly or are not valued and respected for their unique skills. Listens to and acknowledges different ideas and viewpoints. Generating Talent and Organizational Capability Organizational Capability Shows an understanding of how each role on the team contributes to the work. Shows an understanding of goals, processes, and reporting relationships within the department. Understands scope of own decision‐making authority. Talent Management Provides, seeks, and acts on constructive feedback. Shows an understanding of performance expectations. Works with manager to set and prioritize developmental goals. Builds relationships to attract top talent. Participates in the hiring process and helps with on‐boarding new associates. Leadership Adaptability Stays calm and focused during stressful situations. Asks questions to understand why change is happening. Uses resources to help deal with change or challenges. Communication and Professional Demeanor Expresses ideas in a clear and concise way. Actively listens and responds to others with understanding. Appropriately interprets verbal and non‐verbal behavior. Displays professionalism and gains respect from others. Problem Solving and Decision Making Recognizes issues and makes suggestions to solve problems related to daily work. Breaks complex issues into manageable parts. Asks questions and gathers information before making a decision. Identifies and considers alternatives and their possible impact before making decisions. Makes decisions and takes action in a reasonable amount of time. Learning and Applying Professional Expertise Applied Learning Sets career goals and identifies areas for development. Uses available resources and challenging assignments to improve performance. Shares own learnings and best practices with others. Completes assigned training on time. Business Acumen Shows an understanding of how own work impacts Company and department performance. Shows an understanding of the drivers of Company and department performance. Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction. Technical Acumen Performs technical and complex tasks and solves problems within area of expertise. Models technical excellence and communicates the benefits of specific techniques in area of expertise. Uses appropriate facilities, equipment, and materials to perform the job. Follows current policies, procedures, and legal requirements. Managing Execution Building and Contributing to Teams Works with team members to meet shared goals. Shows an understanding of how the team contributes to broader success. Shares with team members information needed to accomplish work. Tells other team members when they are doing a good job. Driving for Results Takes responsibility for being innovative and delivering work that exceeds requirements. Learns from mistakes. Participates in setting goals for the team or department. Looks ahead and lets manager know about possible challenges in completing assigned work. Planning and Organizing Keeps track of own current and future workload to make sure everything is completed on time. Prioritizes own activities and makes adjustments when appropriate. Asks for and uses available resources to complete work.

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