Job Description

POSITION SUMMARY

The Account Director, ASO provides strategic leadership and direct commercial accountability for a portfolio of Marriott’s most significant, complex, and high-revenue ASO accounts. The role develops and sustains senior-level relationships with key decision-makers and buying influencers to increase Marriott’s profitable share across lodging brands, business segments, and markets.

The Account Director leads Total Account Management for assigned accounts, integrating group, transient, extended-stay, meetings and events, and food-and-beverage opportunities into a unified account strategy. The role translates customer priorities into coordinated commercial plans that strengthen Marriott preference, loyalty, revenue contribution, and long-term account value.

The Account Director has primary responsibility for account strategy, revenue growth, executive engagement, commercial activations, pricing alignment, contract governance, opportunity oversight, and cross-functional execution. The role mobilizes GSO, ASO, property, brand, Revenue Management, Marketing, and other internal resources to deliver measurable value for customers and Marriott.

BUSINESS CONTEXT

The Account Director supports the ASO vision and mission by serving as the strategic commercial leader for a portfolio selected on the basis of account importance, revenue potential, complexity, geographic reach, and opportunity for expanded Marriott share.

Through disciplined Total Account Management and collaborative selling, the role advances Marriott performance through focused leadership in:

• Strategic account leadership and executive customer engagement
• Profitable revenue growth and total account penetration
• Customer activations and demand-generation initiatives
• Cross-brand and cross-market opportunity development
• Value creation, loyalty, and long-term partnership development

CANDIDATE PROFILE Preferred Education and Experience

• More than seven years of progressive experience in sales, account management, or marketing, including responsibility for complex or high-value accounts.
• Demonstrated experience leading Total Account Management strategies across multiple business segments, markets, or customer buying channels.
• Strong experience in hotel sales, hospitality, travel, meetings and events, or a related commercial environment.
• Experience developing executive customer relationships and leading cross-functional commercial initiatives.
• Demonstrated ability to manage revenue performance, account profitability, strategic negotiations, and commercial activations.
• English proficiency is required; proficiency in Portuguese and/or Spanish is preferred according to market needs.

CORE RESPONSIBILITIES Strategic Account and Sales Leadership

• Owns and leads the overall strategy for assigned high-value, complex, and strategically important accounts.
• Develops comprehensive account plans that define revenue objectives, share-growth priorities, customer engagement strategies, activation plans, risks, and required resources.
• Leads Total Account Management across group, transient, extended-stay, meetings and events, and food-and-beverage opportunities.
• Identifies and develops new business within existing accounts while selectively pursuing prospective accounts with significant revenue and strategic potential.
• Establishes relationships with senior purchasing decision-makers, executive sponsors, procurement leaders, travel managers, meeting professionals, and other influential stakeholders.
• Maps the customer organization, buying process, decision criteria, and points of influence to improve commercial positioning and opportunity conversion.
• Develops customer-specific value propositions, solutions, and proposals aligned with business priorities and expected financial outcomes.
• Leads complex negotiations and ensures that pricing, commercial terms, contracts, and commitments support customer objectives, Marriott standards, and account profitability.
• Directs internal sales resources toward the highest-value opportunities and coordinates executive involvement when needed to advance the relationship or close business.
• Represents the customer’s strategic interests within Marriott while balancing commercial, operational, legal, brand, and profitability requirements.
• Ensures account strategies are communicated, executed, measured, and updated as customer priorities and market conditions evolve.

Revenue Growth and Commercial Performance

• Carries direct accountability for profitable revenue growth, total account penetration, Marriott preference, and share performance within assigned accounts.
• Establishes revenue goals, opportunity priorities, performance indicators, and action plans for each account and business segment.
• Builds and maintains a qualified pipeline of high-value opportunities across relevant Marriott brands, properties, destinations, and business segments.
• Partners with Revenue Management, property sales leaders, and centralized teams to align pricing, availability, account strategy, and conversion priorities.
• Evaluates account production, opportunity conversion, profitability, booking pace, competitive position, and return on investment to guide commercial decisions.
• Identifies revenue gaps, underpenetrated segments, emerging demand, and cross-market opportunities, and initiates corrective or growth actions.
• Ensures accurate administration of opportunities, booking or transaction fees, contracts, and related financial processes in coordination with Finance and other responsible teams.
• Provides leadership with clear account forecasts, performance insights, business risks, and recommended actions.

Customer Activations and Engagement

• Designs and leads an annual activation and engagement plan for assigned accounts, aligned with account strategy, revenue priorities, and customer interests.
• Develops targeted customer activations such as executive business reviews, destination showcases, hotel presentations, educational sessions, networking events, sales missions, familiarization experiences, and other demand-generation initiatives.
• Defines the commercial objective, target audience, success measures, budget requirements, and follow-up plan for each activation.
• Coordinates with Marketing, brand teams, properties, destination partners, suppliers, and internal stakeholders to deliver relevant and high-quality customer experiences.
• Uses customer insights and business data to personalize activations and connect customer needs with Marriott brands, properties, destinations, and capabilities.
• Ensures that activation-generated leads and opportunities are qualified, assigned, tracked, and advanced through the appropriate sales process.
• Measures activation effectiveness through customer engagement, opportunity creation, conversion, revenue influence, and return on investment.
• Maintains a disciplined post-activation cadence to convert engagement into actionable business opportunities and strengthened customer relationships.

Total Account Management

• Serves as the principal subject-matter expert and commercial owner for assigned accounts across all relevant Marriott business segments.
• Integrates customer strategy, account intelligence, segment opportunities, stakeholder relationships, pricing priorities, and activation plans into one coordinated account approach.
• Leads regular account reviews with internal stakeholders to assess performance, pipeline, customer priorities, competitive threats, and next actions.
• Creates clear accountability across the account team by defining roles, deliverables, timelines, escalation paths, and success measures.
• Connects global, regional, market, property, and brand resources to deliver a consistent customer experience and maximize Marriott’s total value proposition.
• Identifies opportunities for portfolio-wide agreements, cross-brand solutions, multi-market programs, and enterprise-level partnerships.
• Ensures continuity and accuracy of account knowledge, opportunity information, contact strategy, and commercial documentation in approved systems.
• Anticipates changes in the customer’s organization, sourcing model, travel behavior, event strategy, or commercial requirements and adjusts the account plan accordingly.

Market Integration and Leadership

• Serves as the senior commercial point of contact for General Managers, property leaders, sales teams, brand leaders, and other stakeholders supporting assigned accounts.
• Mobilizes cross-functional teams to resolve complex customer needs, remove barriers, and accelerate high-value opportunities.
• Leads strategic sales calls, executive meetings, business reviews, and customer presentations to strengthen relationships and secure business.
• Provides account direction, coaching, and commercial guidance to colleagues contributing to the account plan.
• Builds strong relationships with industry organizations, strategic partners, and relevant customer networks to increase Marriott visibility and access to demand.
• Facilitates capability-building and knowledge-sharing across GSO, ASO, properties, and internal partners.
• Promotes a culture of accountability, collaboration, customer focus, ethical conduct, and disciplined execution.
• May lead, coach, or review the work of assigned team members or direct reports, according to the approved organizational structure.

Analysis, Governance, and Reporting

• Analyzes account, market, customer, and competitor information using approved sales and reporting systems.
• Monitors revenue production, account growth, profitability, pipeline health, share performance, and commercial activity against established objectives.
• Leads the preparation and review of strategic account plans, business cases, activation plans, budgets, and return-on-investment assessments.
• Maintains executive-level reporting that identifies results, opportunities, risks, decisions required, and corrective actions.
• Ensures accurate and timely account, contact, opportunity, activity, contract, and revenue information in CITY, SFA, Empower Sales, and other approved systems.
• Ensures compliance with applicable commercial, legal, pricing, financial, data-integrity, and brand requirements.
• Supports the development and management of operating budgets, sales targets, and activation investments associated with assigned accounts.

Other Responsibilities

• Performs other duties as assigned to meet business needs.

MANAGEMENT COMPETENCIES Leadership

• Adaptability
• Executive Communication and Influence
• Problem Solving and Decision-Making
• Professionalism and Ethics
• Strategic Thinking and Strategy Development
• Change Leadership

Commercial Execution

• Total Account Management
• Revenue and Profitability Orientation
• Strategy Execution
• Negotiation and Contract Management
• Planning and Organization
• Activation and Project Leadership

Relationship Development

• Executive Customer Relationship Management
• Stakeholder Influence and Cross-Functional Collaboration
• Global and Inclusive Mindset
• Industry and Market Networking

Talent and Organizational Capability Development

• Organizational Capability
• Coaching and Knowledge Sharing
• Talent Management, where applicable

Learning and Application of Professional Expertise

• Continuous Learning
• Business and Financial Acumen
• Market and Competitive Insight
• Hospitality and Sales Expertise

Technical Competencies

• Maintains advanced knowledge of sales systems, account-management processes, pricing, RFPs, contracts, and reporting requirements.
• Applies data and commercial analysis to account decisions, activation investments, and revenue priorities.
• Demonstrates expertise in applicable policies, procedures, brand standards, and legal requirements.
• Leads complex commercial activities and supports others in advanced problem-solving.
• Reinforces data integrity, governance, and consistent use of approved tools and processes.

Core Competencies

• Executive presence and effective written and verbal communication.
• Analytical and mathematical reasoning.
• Customer-focused judgment.
• Ability to manage complexity and competing priorities.
• Ability to influence without direct authority.

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates.  We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.