Account Director, GSO Sydney

The Account Director, GSO Sydney manages and/or provides dedicated support to a targeted portfolio of complex GSO global accounts. The position builds and maintains business relationships with key buying influences to achieve account market share goals across all Marriott Lodging brands. The primary focus is on opportunities to increase preference and loyalty and improve the overall buying process by emphasizing an ‘ease of doing business with Marriott’. In the role of Account Director, GSO Sydney, this position has direct accountability for transactional sales activities within their assigned accounts.

Responsibilities

Manage and/or provide dedicated support to a targeted portfolio of complex GSO global accounts; Build and maintain business relationships with key buying influences to achieve account market share goals across all Marriott Lodging brands; Direct accountability for transactional sales activities within assigned accounts; Increase Marriott’s preference, loyalty and profitable share within assigned accounts; Accurately qualify potential accounts; re-qualify existing accounts; Establish and maintain complete and up-to-date information on each account; Manage all resources within budgeted guidelines; Identify, develop, initiate and manage opportunities based on fit with broader strategic account initiatives; Partner with HQ support for annual pricing process, requests for pricing (RFPs) and related maintenance activity; Lead global strategic account management, supporting continent and country account leaders; Participate in professional and industry organizations (e.g., ACTE, PCMA, GBTA, MPI); Represent all brands of Marriott Lodging; Perform other duties as assigned

Requirements

15+ years’ sales and marketing experience required in both Above Property and Property; Total Account Management experience required with strong knowledge in Corporate, Wholesale, and MICE segments; Hospitality sales experience required, with extensive experience in global markets; Ability to use standard software applications, such as MSOffice, SFAWEB, Lanyon, Cvent, Empower etc.; Acts decisively to recover from mistakes; knows how to develop/propose/initiate solutions and when to involve leader; Acts independently to improve and increase skills and knowledge; Can effectively articulate the financial benefits of a proposal as it pertains to the customer’s business objectives; Collects and analyzes key information about the customer’s business and/or operation; Delivers clear, evenly paced presentations and tailors’ message to appropriate audience; Delivers on commitments to customers, supervisors and peers; Develops opportunity sales plan with actionable steps to attain revenue goals; Holds self and others accountable for achieving results; Expresses oneself clearly, concisely and effectively in written and verbal settings; Expresses self well in groups and in one-on-one conversations; Gains the confidence and trust of others through their own authenticity and ethical standards; Generates enthusiasm for ideas; wins support from others; negotiates persuasively; Keeps up to date on and leverages available resources to meet the objectives of Marriott/Account initiatives; Knows the strengths and weaknesses of competitors; leverages strengths and counters competitive threats; Listens patiently and carefully to input; clarifies others’ points of view; listens well in a group setting; Negotiates terms and conditions, commitments, and customer issues that balance the needs of the customer with the needs of the business; Shares credit with others; Works effectively participating in a ‘virtual’ team-based environment; Above average English language written and spoken

Nice to have

Marriott experience; 5+ years in leadership position; fluency in both written and spoken English language; Master’s degree in business hospitality; experience in organizing tradeshows, showcases, and events for the portfolio; experience in managing high-value global Corporate, TMC, Group and Leisure; above average knowledge on global corporate RFP management; experience in marketing and partnerships; Bachelor’s degree or equivalent; knowledge of other languages