JOB SUMMARY
The Sales Account Director is responsible for driving revenue growth and market share for Excelsior Hotel Gallia through the development and management of key corporate, luxury travel, MICE (Meetings, Incentives, Conferences, and Events), and leisure accounts. The role focuses on identifying new business opportunities, strengthening relationships with existing clients, negotiating contracts, and delivering sales strategies that support the hotel's commercial objectives and luxury brand positioning. Maintains accountability for achieving revenue goals, associate satisfaction and overall financial performance of hotels within their area.
Reporting to the Director of Sales & Marketing, the Sales Account Director serves as a brand ambassador and works closely with Revenue Management, Events, Marketing, and Operations teams to maximize occupancy, ADR, and overall profitability.
CANDIDATE PROFILE
Education and Experience
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 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; 2 years’ experience in the sales and marketing or related professional area.
Preferred:
4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
Lodging sales experience.
Account management experience.
CORE WORK ACTIVITIES
Managing Sales Activities
- Verifies the Travel Sales strategies and programs are in alignment with the overall market goals.
- Tracks account growth and profitability to positively influence customer purchasing behavior.
- Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives.
- Reviews the Smith Travel Research STAR report, reviews competitive shopping reports, researches competitor’s sales team strategies and uses other resources in order to grow occupancy and RevPAR and increase market share.
- Gains understanding of the hotel’s primary target customer to generate better business solutions.
- Understanding and evaluating competitors positioning and strategies in marketplace.
- Partners with leader to evaluate market and economic trends and introduces appropriate changes in sales strategies to generate increased revenue and establish competitive position in the market for each property.
- Manages the development of a strategic account plan for the demand generators in the market, and confirms sales team is leveraging Marriott International (MI) demand engines to full potential.
- Focuses on proactive selling and penetrating accounts.
- Understands and accurately represents property needs.
- Partners with leader to support Marketing Communications to develop and execute marketing communication activities and promotions; evaluates marketing opportunities by surfacing needs.
- Develops actionable recommendations and responses to optimize performance and drive growth and profitability.
- Performs other duties, as assigned, to meet business needs.
Account Management
- Implement the overall account strategy within the market.
- Work with revenue management to set sales strategy, run promotions, manage room allotments, set rates, and make adjustments based on market conditions.
- Establish annual FIT contracts with key wholesale/tour operator accounts, ensuring pull-through of contract terms and conditions at the hotel level.
- Retain, expand and grow account revenue through account growth, margin management and implementation of sales and marketing initiatives in the key buying locations.
- Manage relationships with the key buyers that drive business to the market to optimize account reach and share.
- Partner with the GSO to ensure the pull through of intermediary segment strategies and tools in the market.
- Serve as key wholesale account’s “local service guarantee” by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.
- Engage with international GSO offices, GSAs and CVBs in both destination and country of origin, as appropriate for country-specific deployment
- Act as the customer advocate through understanding the account needs and opportunities. Identify emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders; proactively partner with key stakeholders in account planning and determining strategy execution approaches for the market.
- Establish strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.
- Perform other duties, as assigned, to meet business needs.
Operational Excellence
- Achieve local account revenue and sales goals as defined by the leadership. Develop and achieve operating budgets and manage controllable expenses.
- Leverage methodologies, technical and business knowledge across the market.
- Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
- Increase local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
- Leverage all available sales channels (e.g., industry trade shows/events, GSO Wholesale Sales Teams, Field Sales, etc) in an effort to optimize sales revenues.
- Complete Marriott’s Wholesale Certification Program.
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.
The Luxury Collection Hotels & Resorts, with over 120 properties in more than 35 countries, offers the promise of authentic experiences that evoke lasting, treasured memories. Our more than 100 years of experience, beginning in 1906 under the Italian CIGA brand – a collection of Europe's most celebrated and iconic properties – serves as a solid foundation as we continuously evolve to exceed the desires of the luxury traveler.
From legendary palaces and remote retreats to timeless modern classics, each luxury hotel and resort is a unique and cherished expression of its locale – a portal to the destination’s cultural charms and treasures. If you are someone with an appreciation for evocative storytelling, a keen interest and passion for this destination's heritage, and a desire to deliver genuine, personalized, and anticipatory hospitality, then we invite you on our journey. In joining The Luxury Collection, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
