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Global Account Exec-Sales - Full-time / Part-time
•30 days ago
| Hours | Full-time, Part-time |
|---|---|
| Location | Bethesda, MD Bethesda, Maryland |
About this job
Marriott International offers you the opportunity to find the hospitality job and career journey that's right for you. With more than 5700 properties and 30 brands you'll find us in your neighborhood and in more than 110 countries across the globe. Find Your World at Marriott.
JOB SUMMARY
The Global Account Executive, Ritz-Carlton Leadership Center is responsible for providing complete account management and proactive field sales responsibility for high value advisory services accounts to increase Ritz-Carlton Leadership Center revenue. By applying the principles of strategic account management and team-based selling, this position creates sales wins for consulting and advisory services that build long-term, value-based relationships with the Ritz-Carlton Leadership Center.
As an exceptional field seller, this individual will develop strategic relationships with the key decision makers in assigned accounts with the purpose of mapping all consulting and advisory revenue streams to grow share and drive superior business results. This sales role will be responsible for demand generation, developing opportunities, creating value, and closing engagements with a primary focus on the C-Suite and boardroom. This role will demonstrate mastery of consultative selling methodologies, account planning, pursuit management, and developing business cases that drive client results. This Account Executive is expected to aggressively prospect within assigned accounts to close strategic, highly profitable business. The Global Accounts Executive will maintain a full calendar on on-site client meetings that align to stakeholder plans and account goals. This seller will also be an expert at crafting detailed, data-driven, customized presentations and proposals that demonstrate thought leadership and innovative solutions that align to the client's business and needs.
Specific areas of responsibility include establishing, managing and communicating overall account strategies in alignment with overall priorities, stakeholder management, value development, defending and growing market share and revenue targets for assigned accounts. This seller will own the long term relationship with the client to maximize advisory revenue. The Global Account Executive is responsible for developing strategic value aligned to customer business priorities and coordinating resources to develop a winning strategy that leverages our portfolio of services. This role will also develop and maintain a precise pipeline management approach, meticulous account data, and detailed sales reporting based on services industry best practices.
SCOPE / BUSINESS CONTEXT
Responsibilities for the Global Account Executive will include the following:
Total Account Management & Field Selling
* Create and drive consulting and advisory demand in our largest named commercial accounts. Own the sales cycle from prospect to close and demonstrate mastery of shaping and closing services business that creates long term, repeat revenue streams within Fortune 500 clients.
* Develop and implement the overall account strategy in alignment with Ritz-Carlton Leadership Center strategic goals with a focus on large, highly profitable consulting business.
* Maintain a comprehensive account plan for each named account that includes strategies to penetrate and develop consulting business within each business unit in a named account. Author and lead all pursuit plans once an opportunity is identified using proven experience in the services industry.
* Retain, expand and grow account revenue through account growth, margin management and implementation of strategic initiatives that align to a deep understand of each named account.
* Maintain a full calendar of client meetings that align to opportunities and business objectives for our clients. Drive onsite meetings proactively with named account list and engage Ritz-Carlton leadership to attend and assist in closing business.
* Manage relationships with the C-Suite in named accounts; drive stakeholder management strategies, and develop winning value propositions for consulting and advisory services that align to named account priorities. Proactively research and anticipate the developments in each named account industry to provide thought leadership and create consulting opportunities.
* Create and develop value propositions, detailed project offering definition, and establish critical relationships necessary to win and close strategic deals that support the Ritz-Carlton Leadership Center portfolio of services. Be able to translate client requirements into project framework and collaborate with Services Delivery.
* Establish and maintain strategic partnering relationships with key executive influencers. Monitor current and future customer requirements, goals and attitudes including competitor activity to guide targeted solution development; remove barriers to business solution development; build a customer-focused team.
* Manage and lead any RFP processes relevant to named accounts and lead negotiations of proposals and contracts with customers.
* Partner with Cultural Transformation Group (CTG) in managing, developing, and closing consulting and advisory opportunities.
* Lead the sales efforts for new and existing revenue streams within accounts.
* Lead efforts to educate and communicate total account management and team-based sales principles to cross-discipline groups.
* Attend and participate in all relevant customer events.
* Serve as a proactive leader on the Sales and Marketing team by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.
Organizational Excellence
* Champion business transformation and change efforts in support of Sales and Marketing strategies.
* Maintain operational excellence by directing productive, streamlined administrative functions.
* Ensure that the latest sales tools, including SFA and other value-added products & services, are being leveraged effectively to maximize productivity and build sustainable competitive advantage.
Operational Excellence
* Achieve account revenue and sales goals as defined by Ritz-Carlton leadership. Develop and achieve operating budgets and manage controllable expenses
* Ensure the development of account plans that focus on winning new accounts, developing named accounts, and winning market share.
* Leverage methodologies, technical and business knowledge that elevates the business acumen of the team, and wins customer trust
* Translate customer and account needs into a range of support products and services that maximize returns.
* Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
* Increase penetration of high potential accounts to optimize share and drive consumption of key service offerings
* Conduct competitive assessments and demonstrate deep and broad knowledge of competitors that supports win strategies and offerings refinement.
CANDIDATE PROFILE
Experience
* 5 years of consulting and services industry work experience, demonstrating progressive career growth and a pattern of exceptional revenue performance
* Previous consulting, advisory, services, or support services industry experience required.
* Named account field selling experience, specifically complex accounts/ Fortune 500.
* Experience evaluating business trends and developing and successfully implementing new business programs or strategies that enhance business performance and drive revenue
* Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity.
PERSONAL COMPETENCIES (Knowledge, Skills, Abilities and Other Attributes)
* Ability to act as a strategic business advisor -- strong business diagnosing and consultative skills; strategic thinker; processes information through a strategic lens and applies tenants of systems thinking to issues / assignments
* Exceptional networking and prospecting skills.
* Previous sales experience in technology, software, or technology consulting services
* Strong negotiating skills.
* Ability to balance creative solution-development with pragmatic business considerations.
* Must have good business acumen skills (e.g., keeping current on industry practices and developments; ability to evaluate business trends and develop successful solutions that meet customer needs and bring incremental business).
* Must have strong financial acumen (e.g., using budgets and forecasts to manage financial performance; identifying and using key financial indicators to measure business performance, understanding ROI of the account etc.).
* Demonstrated competency for planning, delegating, implementing, managing and improving processes that bring initiatives to a successful conclusion.
* Gather and analyze information from a variety of sources; probe for underlying causes; consider alternative solutions before making decisions; advance problems toward resolution when encountering ambiguity or uncertainty; make sound decisions in a timely manner
* Approach problems with open-mindedness, generate innovative ideas and solutions, stimulate creativity and innovation in others.
* Develop and maintain effective relationships with both internal and external stakeholders. Actively engage the right stakeholders from other HQ disciplines and the market to refine account offerings.
* Ability to sell ideas and influence persuasively, settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.
* Strong organizational navigation acumen -- cross-discipline understanding and ability to mobilize organizational resources to achieve superior business results.
* Bring a global perspective to ideas and solutions. Has a cross-discipline and cross-regional understanding and is knowledgeable about MI brands, sales and marketing strategies and service offerings.
* Ability to balance strategic thinking into idea execution.
* Active learner -- able to enhance personal, professional and business growth through new knowledge and experiences; pushes the organization to learn from other industries' standards and practices.
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.
JOB SUMMARY
The Global Account Executive, Ritz-Carlton Leadership Center is responsible for providing complete account management and proactive field sales responsibility for high value advisory services accounts to increase Ritz-Carlton Leadership Center revenue. By applying the principles of strategic account management and team-based selling, this position creates sales wins for consulting and advisory services that build long-term, value-based relationships with the Ritz-Carlton Leadership Center.
As an exceptional field seller, this individual will develop strategic relationships with the key decision makers in assigned accounts with the purpose of mapping all consulting and advisory revenue streams to grow share and drive superior business results. This sales role will be responsible for demand generation, developing opportunities, creating value, and closing engagements with a primary focus on the C-Suite and boardroom. This role will demonstrate mastery of consultative selling methodologies, account planning, pursuit management, and developing business cases that drive client results. This Account Executive is expected to aggressively prospect within assigned accounts to close strategic, highly profitable business. The Global Accounts Executive will maintain a full calendar on on-site client meetings that align to stakeholder plans and account goals. This seller will also be an expert at crafting detailed, data-driven, customized presentations and proposals that demonstrate thought leadership and innovative solutions that align to the client's business and needs.
Specific areas of responsibility include establishing, managing and communicating overall account strategies in alignment with overall priorities, stakeholder management, value development, defending and growing market share and revenue targets for assigned accounts. This seller will own the long term relationship with the client to maximize advisory revenue. The Global Account Executive is responsible for developing strategic value aligned to customer business priorities and coordinating resources to develop a winning strategy that leverages our portfolio of services. This role will also develop and maintain a precise pipeline management approach, meticulous account data, and detailed sales reporting based on services industry best practices.
SCOPE / BUSINESS CONTEXT
Responsibilities for the Global Account Executive will include the following:
Total Account Management & Field Selling
* Create and drive consulting and advisory demand in our largest named commercial accounts. Own the sales cycle from prospect to close and demonstrate mastery of shaping and closing services business that creates long term, repeat revenue streams within Fortune 500 clients.
* Develop and implement the overall account strategy in alignment with Ritz-Carlton Leadership Center strategic goals with a focus on large, highly profitable consulting business.
* Maintain a comprehensive account plan for each named account that includes strategies to penetrate and develop consulting business within each business unit in a named account. Author and lead all pursuit plans once an opportunity is identified using proven experience in the services industry.
* Retain, expand and grow account revenue through account growth, margin management and implementation of strategic initiatives that align to a deep understand of each named account.
* Maintain a full calendar of client meetings that align to opportunities and business objectives for our clients. Drive onsite meetings proactively with named account list and engage Ritz-Carlton leadership to attend and assist in closing business.
* Manage relationships with the C-Suite in named accounts; drive stakeholder management strategies, and develop winning value propositions for consulting and advisory services that align to named account priorities. Proactively research and anticipate the developments in each named account industry to provide thought leadership and create consulting opportunities.
* Create and develop value propositions, detailed project offering definition, and establish critical relationships necessary to win and close strategic deals that support the Ritz-Carlton Leadership Center portfolio of services. Be able to translate client requirements into project framework and collaborate with Services Delivery.
* Establish and maintain strategic partnering relationships with key executive influencers. Monitor current and future customer requirements, goals and attitudes including competitor activity to guide targeted solution development; remove barriers to business solution development; build a customer-focused team.
* Manage and lead any RFP processes relevant to named accounts and lead negotiations of proposals and contracts with customers.
* Partner with Cultural Transformation Group (CTG) in managing, developing, and closing consulting and advisory opportunities.
* Lead the sales efforts for new and existing revenue streams within accounts.
* Lead efforts to educate and communicate total account management and team-based sales principles to cross-discipline groups.
* Attend and participate in all relevant customer events.
* Serve as a proactive leader on the Sales and Marketing team by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.
Organizational Excellence
* Champion business transformation and change efforts in support of Sales and Marketing strategies.
* Maintain operational excellence by directing productive, streamlined administrative functions.
* Ensure that the latest sales tools, including SFA and other value-added products & services, are being leveraged effectively to maximize productivity and build sustainable competitive advantage.
Operational Excellence
* Achieve account revenue and sales goals as defined by Ritz-Carlton leadership. Develop and achieve operating budgets and manage controllable expenses
* Ensure the development of account plans that focus on winning new accounts, developing named accounts, and winning market share.
* Leverage methodologies, technical and business knowledge that elevates the business acumen of the team, and wins customer trust
* Translate customer and account needs into a range of support products and services that maximize returns.
* Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
* Increase penetration of high potential accounts to optimize share and drive consumption of key service offerings
* Conduct competitive assessments and demonstrate deep and broad knowledge of competitors that supports win strategies and offerings refinement.
CANDIDATE PROFILE
Experience
* 5 years of consulting and services industry work experience, demonstrating progressive career growth and a pattern of exceptional revenue performance
* Previous consulting, advisory, services, or support services industry experience required.
* Named account field selling experience, specifically complex accounts/ Fortune 500.
* Experience evaluating business trends and developing and successfully implementing new business programs or strategies that enhance business performance and drive revenue
* Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity.
PERSONAL COMPETENCIES (Knowledge, Skills, Abilities and Other Attributes)
* Ability to act as a strategic business advisor -- strong business diagnosing and consultative skills; strategic thinker; processes information through a strategic lens and applies tenants of systems thinking to issues / assignments
* Exceptional networking and prospecting skills.
* Previous sales experience in technology, software, or technology consulting services
* Strong negotiating skills.
* Ability to balance creative solution-development with pragmatic business considerations.
* Must have good business acumen skills (e.g., keeping current on industry practices and developments; ability to evaluate business trends and develop successful solutions that meet customer needs and bring incremental business).
* Must have strong financial acumen (e.g., using budgets and forecasts to manage financial performance; identifying and using key financial indicators to measure business performance, understanding ROI of the account etc.).
* Demonstrated competency for planning, delegating, implementing, managing and improving processes that bring initiatives to a successful conclusion.
* Gather and analyze information from a variety of sources; probe for underlying causes; consider alternative solutions before making decisions; advance problems toward resolution when encountering ambiguity or uncertainty; make sound decisions in a timely manner
* Approach problems with open-mindedness, generate innovative ideas and solutions, stimulate creativity and innovation in others.
* Develop and maintain effective relationships with both internal and external stakeholders. Actively engage the right stakeholders from other HQ disciplines and the market to refine account offerings.
* Ability to sell ideas and influence persuasively, settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.
* Strong organizational navigation acumen -- cross-discipline understanding and ability to mobilize organizational resources to achieve superior business results.
* Bring a global perspective to ideas and solutions. Has a cross-discipline and cross-regional understanding and is knowledgeable about MI brands, sales and marketing strategies and service offerings.
* Ability to balance strategic thinking into idea execution.
* Active learner -- able to enhance personal, professional and business growth through new knowledge and experiences; pushes the organization to learn from other industries' standards and practices.
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.