Account Manager, Gso Cala

**Job Number** 23132553

**Job Category** Sales & Marketing

**Location** Argentina Office, San Martin 1225 / 1275, Buenos Aires, Buenos Aires, Argentina

**Schedule** Full-Time

**Located Remotely?** N

**Relocation?** N

**Position Type** Management

**JOB SUMMARY**

The Account Manager, GSO CALA provides dedicated support to a targeted portfolio of small
- to mid-size GSO accounts. The primary focus of this position is to drive results - optimizing Marriott’s share of an account, business segment or region in order to achieve goals. Effectively present and sell Marriott Lodging products that meet customer needs. Can work as a member of an account team on complex GSO accounts; assists in developing or developing and maintaining goals and key strategies which lead to profitable revenue generation within the account, business segment, or region. In the role of Account Manager, GSO CALA, this position has direct accountability for select transactional sales activities within their assigned areas.

BUSINESS CONTEXT

The role of the Account Manager, GSO CALA is to support the GSO vision and mission by leveraging Marriott’s products and services as a team leader or team member within their assigned account portfolio. By utilizing the processes of strategic account management and team-based sales, this position will be responsible for increasing Marriott’s preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

Position will be located in Argentina.

**CANDIDATE PROFILE**

**Education and Experience Preferred**
- Bachelor’s Degree or equivalent strongly preferred.

**CORE WORK ACTIVITIES**

Sales Management
- Responsible for proactive account, segment or regional sales.
- Accurate qualification of potential accounts; re-qualification of existing accounts.
- Qualifies each business opportunity and recommends Marriott products that match both the customer needs as well as the hotel’s business needs. Suggests positive alternatives whenever necessary.
- Identifies key purchase points and decision-makers that influence the “buy” decision.
- Develops opportunity sales plan with actionable steps to attain revenue goals.
- Demonstrates working knowledge of legal issues within industry.
- Understands traditional industry processes (pricing, RFPs, proposals, etc)
- Collects & analyzes key information about the customer’s business and/or operation.
- Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
- Works with account team leaders to coordinate and implement the strategic direction of the account that maximize team-based selling opportunities and lead to revenue maximization and customer satisfaction.
- Maintains account information in SFA to ensure accurate and up-to-date account reporting.
- Supports data gathering, reporting & tracking functions.
- Demonstrates benefits of total account management and team-based sales.
- Supports ‘in-market’ needs of properties in a given regional area.
- Represents all brands of Marriott Lodging.

Customer Preference & Loyalty
- Focuses on two-way communication to ensure win-win relationship is maintained.
- Approaches opportunities with curiosity and open-mindedness; displays creativity and innovation.
- Negotiates terms and conditions, commitments and customer issues that enhance the sales opportunity and business relationship.
- Ensures that the information provided to properties and customers is accurate, complete and timely.
- Proactively seeks feedback from customers using resources and tools of GSO.
- Executes a consistent level of high-quality service to customers.
- Establishes and maintains relationships with multiple contacts in assigned accounts.

Other
- Performs other duties as assigned to meet business needs.

**MANAGEMENT COMPETENCIES**

**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 Org