Lead global account management for 50–70 association accounts, develop and execute account strategies, coordinate cross‑functional teams to drive profitable group business, track ROIC and account performance, and represent customer needs across Marriott to grow market share and revenue.
JOB SUMMARY
The Account Director, Association provides total account management for 50–70 of Marriott’s most profitable Association accounts, driving increased preference, loyalty, and profitable share across the portfolio. Acting as the global account lead, this role sets and executes account strategies aligned with segment priorities by applying strategic account management and team‑based selling principles to build long‑term, value‑based partnerships. The Account Director works closely with property‑based, citywide, and multi‑hotel sales leaders to secure the most profitable business, defend and grow market share, and deliver revenue targets. Responsibilities include mapping buyers to accounts, owning return on invested capital (ROIC), and coordinating cross‑disciplinary resources across corporate, regional, market, and property teams to ensure effective strategy pull‑through and sustained results.
CANDIDATE PROFILE
Education and Experience
Required
- 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major.
- 5+ years of relevant professional experience in hotel or travel industry sales.
Preferred
- Experience working with national association customers.
- Account management experience preferred.
CORE WORK ACTIVITIES
Sales Intensity & Total Account Management
- Develop and execute comprehensive account strategies aligned with segment goals and hotel profitability.
- Drive sales intensity with a strong focus on profitable group business.
- Retain, expand, and grow revenue through account growth, margin management, and strategic initiatives.
- Serve as global account leader for assigned portfolio.
- Manage relationships at all levels within assigned accounts.
- Build and sustain consultative, trusted relationships with key buying influencers.
- Act as the customer advocate by translating account needs, opportunities, and trends into actionable strategies.
- Serve as the voice of the customer and Association segment back to Marriott to ensure relevance and customer centricity.
- Coordinate cross‑discipline resources (market, corporate, GSO, hotels, National Group Sales) to drive pull‑through.
- Manage and optimize global return on investment (ROIC) across assigned accounts.
- Track account share, revenue growth, and profitability; develop recovery strategies for underperforming accounts.
- Actively participate in key customer events and industry trade shows.
Organizational Excellence
- Champion sales transformation and change initiatives aligned with Sales and Marketing strategies.
- Ensure best‑in‑class communication and account intelligence sharing across platforms (e.g., Empower, SFA Web, AIFs, CHS, Team Share).
- Execute disciplined, best‑in‑class funnel management practices.
- Maximize use of value‑added products and services to improve productivity and competitive advantage.
Operational Excellence
- Achieve account revenue and sales goals; manage operating budgets and controllable expenses.
- Develop and execute account plans focused on market share growth, efficiency, and revenue optimization.
- Identify and respond proactively to business opportunities and risks with profitable, aligned strategies.
- Increase penetration of high‑potential accounts across all brands to meet property demand.
- Translate account needs into effective products, services, and commercial solutions.
- Serve as the final service guarantee, ensuring consistent delivery, timely issue resolution, and 100% customer satisfaction.
Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.
About Us All positions offer a 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others. Click here to learn more.
Full-time positions also offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave and educational assistance.
Washington Applicants Only: Employees will accrue paid sick leave, 0.077 PTO balance for every hour worked and be eligible to receive a minimum of 9 holidays annually.
Marriott HQ is committed to a hybrid work environment that enables associates to Be connected. Headquarters-based positions are considered hybrid, for candidates within a commuting distance to Bethesda, MD; candidates outside of commuting distance to Bethesda, MD will be considered for Remote positions.
About the TeamMarriott 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.Similar Jobs
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