Business Travel Account Manager

Marriott•Bethesda, MD

8h•$24 - $38

About The Position

The Business Travel (BT) Account Manager supports assigned accounts in Marriott’s business travel segment. The role supports the US Account Sales Leader and/or Senior Account Executives in creating and executing BT strategy, maintains relationships with central BT buyers and intermediaries, and works with field sales and Revenue Management teams to execute the BT RFP process. The position coordinates RFPs, implements BT initiatives such as gap analysis and Hotelligence research, facilitates intermediary promotional and educational activities, provides ongoing account service, and coordinates property and field activities related to the BT segment. The Account Manager manages account pricing and related quality-control processes, supports properties and sales teams, analyzes account and market information to identify business opportunities, and oversees implementation of account-related initiatives. The role maintains accurate account data, supports revenue and room-night goals, and collaborates with peers, managers, customers, agencies, and internal teams in a global, culturally diverse, virtual team environment. The position uses standard software and applications, conducts basic financial analysis, and applies knowledge of Marriott brands, business needs, and pricing strategies.

Requirements

High school diploma and four years of sales and marketing experience, or a two-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major and two years of sales and marketing or related professional experience.
Ability to use standard software and applications, including Empower, Office 365, Hotelligence, and MRDW.
Ability to conduct basic financial analysis and understanding of revenue management.
Knowledge of Marriott brands, business needs, and pricing strategies.
Ability to use account production, competitor information, industry trends, and other relevant data to develop recommendations and inform business strategies.
Interpersonal and communication skills to influence and encourage others, support sound business decisions, and collaborate with peers, managers, and customers.
Ability to work effectively in a virtual, global, and culturally diverse team environment.
Effective time management, organizational skills, and concise communication.
Basic computer skills, mathematical reasoning, oral and written comprehension, and writing skills.

Nice To Haves

Four-year college degree.
Total Account Management experience.
Experience managing the BT sales process or equivalent experience with a major hotel chain or Travel Management Company, such as American Express or Carlson Wagonlit.
Team-based selling experience.
Knowledge of sales-call facilitation, financial drivers and profitability, sales persuasiveness, and contractual agreements and their legal implications.

Responsibilities

Provide proactive account management support focused on the business travel segment and maintain relationships with hotel program managers, travel management companies, pricing intermediaries, and other buyers.
Assist the US Account Sales Leader or Senior Account Executive with developing and implementing BT sales strategies, including project-team RFPs, gap analysis, BT account workbooks, and the Global Preferred Partner Program when applicable.
Coordinate and execute the BT RFP and pricing processes, including analyzing hotel spending data, selecting hotels for proposals, quality-checking portfolio offerings, communicating hotel decisions, overseeing rate loading and GDS pull-through, and coordinating pricing for hotels added during the year or in new markets.
Conduct rate audits and follow up on rate discrepancies; coordinate courtesy-rate strategy.
Maintain account data quality and management reporting, and keep BT account information current in Empower, MarRFP, and SAPPs.
Act as a liaison between MARSHA and the GDS support desk and partner with travel agencies, Pricing Account Services, and the GDS/PAS Team to audit rate accuracy and accessibility.
Support properties on BT-segment matters, including customer trends, buying-location changes, and guidance on business cases.
Research and analyze account information and relevant data to identify BT business opportunities and develop customer solutions with the US Account Sales Leader or Senior Account Executive.
Oversee implementation of account-related initiatives, including brand recognition, agency visits, account recognition or company-of-the-month calendar updates, and semiannual business-review slides.
Research and identify new and pre-opening hotels for potential inclusion in preferred programs.
Achieve and exceed performance, revenue, room-night, and team goals; develop plans to prioritize and accomplish responsibilities.
Submit account plans, reports, and data requests accurately and on time.
Share knowledge of relevant job and industry issues, products, systems, and processes; use internal and external data to formulate recommendations and influence business strategies.
Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment and contribute to a virtual team-based environment.
Keep stakeholders informed, manage time and organization effectively, communicate ideas clearly, provide program or event leadership and operational support as needed, and perform other assigned duties.

Benefits

401(k) plan
Stock purchase plan
Discounts at Marriott properties
Commuter benefits
Employee assistance plan
Childcare discounts
Medical coverage for full-time positions
Dental coverage for full-time positions
Vision coverage for full-time positions
Health care flexible spending account for full-time positions
Dependent care flexible spending account for full-time positions
Life insurance for full-time positions
Disability insurance for full-time positions
Accident insurance for full-time positions
Adoption expense reimbursements for full-time positions
Paid parental leave for full-time positions
Educational assistance for full-time positions
For Washington full-time applicants, paid sick leave and at least seven holidays annually; PTO accrual is described separately for management and non-management applicants.