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Job Number 26039184

Job Category Sales & Marketing

Location Shanghai Operations, 9/F Tower B One ITC, Shanghai, Shanghai, China, 200030 VIEW ON MAP (https://www.google.com/maps?q=Shanghai%20Operations%2C%209/F%20Tower%20B%20One%20ITC%2C%20Shanghai%2C%20Shanghai%2C%20China%2C%20200030)

Schedule Full Time

Located Remotely? N

Position Type Management

JOB SUMMARY

The Account Director, GSO Shanghai manages and provides dedicated support to a targeted portfolio of complex Global Sales Organization (GSO) accounts. This role builds and strengthens strategic business relationships with key decision‑makers and influencers to achieve market share and revenue goals across all Marriott lodging brands. The primary focus is to drive increased preference and loyalty for Marriott, while enhancing the overall buying experience by emphasizing an “ease of doing business with Marriott.”

As the Account Director, the position holds direct accountabilities for all transactional sales activities within assigned accounts, ensuring effective engagement, proactive opportunity management, and consistent delivery of value to both the client and Marriott.

BUSINESS CONTEXT

The Account Director, GSO Shanghai plays a critical role in supporting the GSO vision and mission by strategically leveraging Marriott’s products and services as both a team leader and a collaborative team member across their assigned account portfolio. By applying the principles of strategic account management and team-based sales, this position is responsible for driving increased preference, loyalty, and profitable share for Marriott within their designated accounts. Through focused Revenue Generation and Value Creation, the Account Director contributes directly to the overall success of the Global Sales Organization and strengthens Marriott’s competitive position in the marketplace.

This position will be located in Shanghai, China.

CANDIDATE PROFILE

· Strong preference for candidate with international chain hotel experience

· 10+ years sales and marketing experience required.

· Total Account Management experience preferred.

· Hospitality sales experience preferred.

· Strong preference for candidate who speaks English and Mandarin

CORE WORK ACTIVITIES

Account Management

· Accurate qualification of potential accounts; re-qualification of existing accounts.

· Establishes and maintains complete and up-to-date information on each account. This includes a thorough understanding of the account’s needs, history, plans, issues, organizational structure, strategies, existing business alliances and key competitors.

· Interprets financial statements, e.g., P&L statements, annual reports, as appropriate, to assist in the formulation of an “account” proposal.

· Maintains account information in SFA, EMPOWER/Sales to ensure accurate and up-to-date account reporting.

· Manages all resources within budgeted guidelines.

· Proactively develop goals and objectives to support the strategic account plan.

· Represents all brands of Marriott Lodging.

· Responsible for proactive account or segment sales.

· Supports data gathering, reporting & tracking functions.

Revenue Generation

· Identifies, develops, initiates and manages opportunities based on their fit with broader strategic account initiatives.

· Identifies key purchase points and decision-makers that influence the “buy” decision.

· Networks account teams to maximize coverage of key contacts and revenue streams.

· Partners with HQ support for annual pricing process, requests for pricing (RFPs) and related maintenance activity.

· Relates customer needs to product capabilities.

· Routinely quantifies the business impact to both the customer and Marriott.

· Works with Revenue Management to support account strategy in-market.

Value Creation

· Anticipates and quickly seizes opportunities that are not obvious to others to build customer satisfaction.

· Brings cross-functional and cross-business knowledge to bear in developing business solutions.

· Delivers value-added products and services to create long-term customer loyalty.

· Establishes and maintains relationships with key buying influences by developing and delivering ‘ease of doing business’ solutions that create and provide unique value and positioning.

· Positions self as “Subject Matter Expert” in terms of customer or account activity, business segment activity or market/region activity.

· Pursuing initiatives to capitalize on strengths and market opportunities, and to counter competitive threats

Customer Preference & Loyalty

· Conducts information-oriented sessions at each level of influence within the account or customer base to foster and maintain commitment to Marriott as a strategic supplier/partner.

· Counsel internal stakeholders on optimal negotiating stance.

· Delivers value-added products and services to create long-term customer preference and loyalty.

· Delivers on commitments to customers.

· Focuses on two-way communication to ensure win-win relationships are maintained.

· Proactively seeks feedback from customers using resources and tools of GSO.

· Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Leadership

· Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the account team.

· Demonstrates benefits of total account management and team-based sales.

· Ensure that account sales strategies are communicated, implemented and updated as market conditions fluctuate.

· Facilitates educational opportunities that enhance credibility and integration between GSO and internal stakeholders.

· Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization.

· Participate in professional and industry organizations (e.g., GBTA, ACTE, PCMA, MPI, etc.).

· Participates with account team in market pull-through activity.

· Provides opportunities for communicating account needs throughout organization.

· Supports ‘in-market’ needs of properties in each regional area.

· Utilizes account team for Best Practice sharing and problem solving.

Other

· Perform other duties as assigned to meet business needs.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.