Job Description

The Senior Account Manager, ASO [Location] manages a portfolio of assigned ASO accounts and is responsible for executing transactional sales and account activities to achieve defined revenue and performance goals. The position builds and maintains customer relationships to support account retention, growth, and customer satisfaction. The primary focus is on opportunities to increase penetration, preference and loyalty, and improve the overall buying process by emphasizing an ‘ease of doing business with Marriott’. In the role of Senior Account Manager, ASO, this position is accountable for the execution of transactional sales activities within assigned accounts. Ensures accurate development, management, and execution of pricing, contractual correspondence, and opportunity administration required to support transactional sales activities.

BUSINESS CONTEXT

The role of the Senior Account Manager, ASO supports ASO objectives by executing assigned account responsibilities in coordination with internal stakeholders. By utilizing established account management processes and team‑based sales, this position executes defined sales plans and supports revenue generation and customer satisfaction initiatives within assigned accounts.

This position will be located in Mexico City.

CANDIDATE PROFILE

Education and Experience Preferred5

• 3+ years sales and marketing experience required.

• Total Account Management experience preferred.

• Hospitality sales experience preferred.

• Strong preference for candidate who speaks English.

CORE WORK ACTIVITIES

Sales Management

• Identifies and aggressively solicits new accounts in coordination with relevant Sales and Marketing.
• Penetrates assigned accounts for group and transient, while proactively developing extended stay and catering sales opportunities.
• Retains, expands, and grows revenue of assigned accounts through total account penetration, margin management, and execution of sales and marketing initiatives.
• Creates opportunities on a booking fee and transaction fee basis, where applicable, and manages related administrative processes in coordination with Finance partners to ensure accurate charging and adherence to applicable commission and fee policies.
• Executes defined sales plans and supports revenue generation and customer satisfaction initiatives within assigned accounts.
• Qualifies potential accounts and re-qualifies existing accounts with accuracy.
• Maintains and expands existing business within assigned accounts.
• Identifies key purchase points and decision-makers influencing buying decisions.
• Develops actionable opportunity sales plans to achieve revenue goals.
• Customizes solutions and proposals to address customer needs.
• Collects and analyzes customer business/operations information; articulates financial benefits of proposals aligned with customer objectives.
• Leverages sales and property leadership to maximize account value and implement selling solutions at property level.
• Develops contracts and related correspondence and ensures alignment with applicable legal, pricing, and commercial requirements.
• Coordinates with account teams and property stakeholders to support execution of account plans.
• Acts as customer advocate, understanding requirements and removing barriers to solutions.
• Works independently or in coordination with centralized teams to establish appropriate business transient pricing for assigned accounts and may be required to participate in pricing coordination processes.
• Represents all Marriott Lodging brands and supports in-market property needs.
• Understands industry processes (pricing, RFPs, proposals) and legal considerations.
• Executes Marriott’s Customer Service Standards and Brand Standards.

Revenue Generation

• Builds and strengthens accounts with existing and new customers, industry organizations, and brand networks to enable future bookings (sales calls, entertainment, fam trips, trade shows, etc.).
• Relates customer needs to product capabilities and routinely quantifies business impact for both customer and Marriott.
• Works with Revenue Management to support pricing decisions and execute approved account tactics.
• Identifies incremental revenue opportunities and escalates competitive risks as appropriate.
• Provides exemplary service to ensure customer satisfaction and loyalty before, during, and after events/programs.
• Utilizes standard sales and account management systems (e.g., SFA and other approved sales tools) to manage opportunities, maintain accurate account data, and support timely reporting in accordance with company standards.

Value Creation

• Delivers value-added solutions and services to enhance long-term customer loyalty and satisfaction.
• Proactively identifies and follows up on sales opportunities within assigned accounts.
• Maintains strong working knowledge of assigned accounts, applicable programs, and customer needs.
• Maintains two-way communication to ensure win–win relationships and delivers on commitments.
• Understands market dynamics (competitor strengths/weaknesses, demand/supply, economic trends), and applies market and competitive knowledge to support effective customer discussions
• Uses understanding of Marriott operations and offerings to support sales execution.

Market Integration & Leadership

• Participates in sales calls with sales team members to acquire or close new business.
• Serves as the primary sales contact for GMs, property leadership, and sales teams, ensuring accurate representation of property needs.
• Accountable for individual sales performance and booking objectives.
• Establishes and maintains strong relationships with internal colleagues, stakeholders, customers and relevant partners.
• Ensures continuous communication to support communication on account objectives, expectations, and performance recognition.
• Supports company culture based on associate and customer satisfaction values.
• Supports vendor and partner relationships to expand Marriott brand exposure.

Analyzing & Reporting

• Analyzes market information using sales systems and applies findings to achieve assigned account and individual performance goals.
• Tracks opportunity performance and supports required reporting.
• Tracks account growth and profitability to influence customer purchasing behavior.
• Maintains accurate account information in software applications and hotel systems including CITY, SFA and Empower Sales.
• Supports assigned account sales targets and reporting requirements.
• Ensures data integrity and consistent use of required sales systems to support account management, reporting, and compliance requirements.

Other

• Performs other duties as assigned to meet business needs.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability – Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication – Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
• Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

Managing Execution

• Building and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
• Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensures work is completed.

Building Relationships

• Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards.
• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

• Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

Technical Acumen

• Maintains advanced technical knowledge and skills and models their use for others.

• Models promote the appropriate use of facilities, equipment, and materials to perform the job.

• Demonstrates and shares expertise in policies, procedures, and legal requirements.

• Manages and completes complex technical assignments and coaches others on solving advanced technical issues.

• Demonstrates and reinforces technical standards and processes to support work requirements.

• Identifies innovative technical approaches and communicates how they can improve processes or business functioning.

• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

• Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.

• Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.

• Reading Comprehension – Understands written sentences and paragraphs in work related documents.

• Writing - Communicates effectively in writing as appropriate for the needs of the audience.

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.