Group Account Manager (Global Sales Office)- 16 month contract

Marriott International, Inc - Mississauga, ON (30+ days ago)

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Posting Date Dec 31, 2019
Job Number 19167751
Job Category Sales and Marketing
Location Canada Regional Office, 2425 Mathewson Blvd. E, Suite 100, Mississauga, Ontario, Canada VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?


This primary function of the Group Account Manager [GAM] is to provide dedicated account management support in the group segment (large and small meetings). The position will support the Global Account Executives (GAEs) that serve either as the global leaders or continent leaders on regional accounts. More specifically, this position will support the creation and execution of the group strategy; maintain relationships with all of the accounts’ central group buyers (large and small), and interact with Marriott's Field sales and Revenue Management teams in executing group leads. Additional responsibilities to include: (1) management of the overall lead process, (2) implementation of group initiatives, (3) intermediary management as appropriate, (4) on-going account service in the group segment, and (5) management of field account team on activities relating to the group segment.

Position will be based in Toronto or Montreal, Canada


Education and Experience Preferred
High School diploma or equivalent required.
2 years experience in the Sales and Marketing, Guest Services, Front Desk or related professional area OR a 2 year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management required.
Proficient with CI/TI or SFA.
Strong preference for a candidate who speaks English fluently and is conversant in French.


Managing Work, Projects, and Policies
Provide proactive account management with primary focus on the group segment. Maintain mostly telephonic relationship with each accounts’ key group buyers (large and small), intermediaries, and other buyers globally who impact the accounts’ group buying process – either directly or through development of global account team members.
Assist GAD/GAE with the development and implementation of sales strategies in the group segment, including:

o Analyze account information for the purpose of proactively soliciting group business

o “Map” accounts to ensure effective deployment of global account team against all buyers

o Maintain High Impact Meeting Maps for each account (along with GAE)

o Create and deliver customized solutions to create and sustain competitive advantage

o Partner with Omaha National Group Sales (NGS) to manage group strategies and close on group business

Handle all aspects of the group lead management process including:

o Direct Sales Merchandiser(s) in the quality control process of lead management prior to customer presentation

o Ensure timely and thorough correspondence with all hotels regarding lead status

o Proactively close the business

Provide ongoing quality control of account data and management reporting.
Provide tactical support to all account team members on the group segment
Research and analyze account information and relevant data to identify new business opportunities in the group segment and partner with the GAE/GAD to create innovative solutions for the customer.
Provide project management oversight on the implementation of account-related initiatives in the group segment.
Maintain accurate and up-to-date account information in SFAWeb|CI/TY

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

Demonstrate knowledge of job and industry-relevant issues, products/services, systems, and processes.
Use standard software applications such as MS Office, SFAWeb|CI/TY, 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 (e.g. account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration in the group 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.

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.


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.


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.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.

Notification to Applicants: Canada Regional Office takes seriously its obligations under provincial human rights and accessibility legislation (such as the Accessibility for Ontarians with Disabilities Act, 2005, the Accessibility for Manitobans Act, and Nova Scotia Accessibility Act). We are happy to provide accommodations to job applicants needing assistance. If you require an accommodation in relation to this job posting, our online application or an interview, please call 905-366-5227 or email and a member of our Human Resources team will respond to your request. Please note that this phone number and email are only for those individuals who would like to request an accessibility accommodation as part of the recruiting process.