Business Travel Account Manager

Marriott•Bethesda, MD

2d•$24 - $38•Remote

About The Position

The primary function of the Business Travel (BT) Account Manager is to provide support to their assigned accounts in the BT segment. The position will support the US Account Sales Leader and/or Senior Account Executives (SAEs) in the creation and execution of the BT strategy; maintain relationships with all of the accounts’ central BT buyers and intermediaries and interact with Marriott's Field sales and Revenue Management teams in executing the BT RFP. Specific responsibilities include: (1) overall coordination and execution of the RFP process (RFP), (2) implementation of BT initiatives (e.g. Gap analysis, Hoteligence research / analysis etc., (3) facilitation of intermediary promotional and educational activities, (4) on-going account service in the BT segment and (5) management of property/field coordination on activities relating to the BT segment.

Requirements

High school diploma; 4 years’ experience in sales and marketing OR 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years’ experience in the sales and marketing or related professional area.
Basic computer skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
Mathematical reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
Oral comprehension – Listens to and understands information and ideas presented through spoken words and sentences.
Reading comprehension – Understands written sentences and paragraphs in work related documents.
Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Nice To Haves

4 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 (e.g. American Express, Carlson Wagonlit, etc.
Team-based selling experience.
Knowledge of Contracts - Knowledge of contractual agreements and legal implications.

Responsibilities

Provide proactive account management support with primary focus on the BT segment.
Maintain mostly telephonic relationship with each accounts’ Hotel Program Manager, Travel Management Company, pricing intermediary, and other buyers globally who impact the accounts’ BT buying process.
Assist US Account Sales Leader or SAE with the development and implementation of sales strategies in the BT segment, including (but not limited to): Project team RFPs, Gap Analysis, Create BT Account Workbook, Execution of the Global Preferred Partner Program (GPP) if applicable.
Handle all aspects of the BT pricing process: Assist SAE in the analysis of internal/external hotel spending data for the purpose of selecting hotels to be included in the account proposal; Assist SAE in the quality-control process of BT portfolio offering prior to customer presentation; Correspond with all accepted/rejected hotels; oversee rate-loading and GDS pull-through, etc.; 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 all rate discrepancy issues; Coordinate strategy on courtesy rates.
Provide ongoing quality control of account data and management reporting.
Act as liaison between MARSHA and GDS support desk.
Proactively partner with designated travel agencies, Pricing Account Services, and the GDS / PAS Team to audit rates for accuracy and accessibility.
Provide support to properties on the BT segment (e.g. – 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 US Account Sales Leader / SAE to create innovative solutions for the customer.
Provide project management oversight on the implementation of account-related initiatives in the BT segment. (i.e.: Brand Recognition, Agency Visit, Account Recognition/Company of the month calendar updates, Business review slide semi-annual).
Maintain accurate and up-to-date BT account information in Empower/MarRFP/SAPPs.
New Hotel/Pre-Opening Hotel, proactively research & identify properties that should be considered for inclusion in preferred programs.
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.
Share trends/Demonstrate knowledge of job- and industry-relevant issues, products/services, systems, and processes.
Use standard software and applications such as Empower, Office 365, Hotelligence, MRDW, etc.
Conduct basic financial analysis and exhibit understanding of revenue management.
Articulate knowledge of Marriot brands, business needs, and pricing strategies.
Use relevant internal and external data (e.g. account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration in the BT segment.
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.
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.