Account Manager, The Ritz-Carlton Leadership Center (B2B Sales)
Marriott International, Inc.
Location: Bethesda, Maryland
Internal Number: 22042534-en-us
Posting Date Mar 18, 2022 Job Number 22042534 Job Category Sales & Marketing Location Marriott International HQ, 10400 Fernwood Road, Bethesda, Maryland, United States VIEW ON MAP Brand Corporate Schedule Full-Time Relocation? N Position Type Management Located Remotely? Y
Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?
The Ritz-Carlton Leadership Center is a for profit, external facing, corporate advisory and management consulting organization that specializes in innovating the customer experience for clients worldwide through organizational culture transformation, leadership development, and service culture development. The Account Manager is responsible for driving revenue growth by developing deep and lasting relationships with our clients, and proactively developing, shaping, and closing new and repeat business. This position develops demand for our short-term training programs and long-term consulting services and leads the client through the sales cycle from prospect to contract closure. This key member of the team will be focused on proactively generating demand, field/outbound selling, qualifying each opportunity, ensuring alignment between the client and our services offerings, and participating in virtual client meetings to close the opportunity.
The candidate must have a strong track record of performance and experience with territory, industry, and business planning that demonstrates a thoughtful and data driven approach to quota attainment, market trends, and buying behaviors. The Account Manager will have experience in either consulting, services, customer/employee experience program sales, SaaS or solution/consultative based sales roles to be able to develop account plans, strategy, and pursuit plans that generate wins with the assigned accounts, industries, and geography. Additionally, this role will require strong transactional selling that can support monthly revenue attainment in tandem to developing and winning consulting and advisory work.
** This position is located in Any US-based location/remote.
Additional responsibilities include:
Developing and maintaining a robust pipeline through a consultative sales approach to support the revenue goals of the center. Pipeline management will be performed using standard service and consulting pipeline best practices.
Qualifying and understanding buyer criteria to ensure maximum resource alignment & low risk engagements.
Creating value propositions & proposals at the board room level, understanding Fortune 500 client buying criteria, and shaping the deal to maximize profit and success criteria.
Identify, qualify and lead the sales cycle to close with strong contract, negotiation and client management skills to ensure opportunities close
Developing on-going business strategies with appropriate accounts, stakeholder management plans, and skillful opportunity management.
This role will also be responsible for precision in pipeline management, meticulous account planning, and aggressive field sales. prospecting. The ideal candidate will have experience developing and delivering sales presentations in the C-suite and Boardroom, translating client challenges into solutions that can be addressed with current offerings, and building business cases for project approval.
Proven ability to precisely manage and forecast a complex sales process. Ability to assess organizational, leadership, and training needs and develop solutions/programs to address clients needs while driving revenue.
Provides proactive demand generation, opportunity development, and closure of services engagements.
Develops Account Plans, Pursuit Plans, and Stakeholder Management Plans for all accounts based on services industry best practices. maintains a full calendar of client meeting that drive business.
Demonstrates strong time management, executive presence, and self-starter/entrepreneurial approach.
Provides precise pipeline management, maintains impeccable account data, and sales reporting using knowledge of services industry best practices.
Develops value propositions, authors sales presentations, and delivers world-class sales presentations to clients by expertly articulating ROI on a service-based product to demonstrate maximum value to the client.
Coordinates Delivery Services resources to insure correct and accurate scoping of business & effective pre-sales utilization.
Researches and analyzes account information and relevant data to identify new business opportunities in existing accounts, and continually upsells into all accounts.
Maintaining Business Goals
Achieve and exceed goals including performance goals, revenue goals, and closure rate.
Develop specific goals and plans to prioritize, organize, and accomplish assigned responsibilities.
Submit regular business reviews that highlight success, opportunities, and needs of the business.
Maintains tight control over expenses to minimize expenditures that do not result in closed contracts.
Demonstrating and Applying Business/Discipline Knowledge
Demonstrate deep knowledge of services industry and client industry-relevant issues, systems, and processes.
Use standard software applications such as Salesforce.com, Selling Methodologies, and Prospect Selling Approaches.
Conduct basic financial analysis and exhibit understanding of revenue management.
Articulate knowledge of Ritz-Carlton Services Offerings and understand how to position and grow account revenue through these offerings.
Use relevant internal and external data (e.g. account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration.
Contributing to Teams
Utilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.
Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments.
Work effectively in a virtual team-based environment.
Manage time efficiently and demonstrate effective organizational skills.
Present ideas, expectations and information in a concise, well-organized way.
CANDIDATE PROFILE - EDUCATION & EXPERIENCE
Bachelor's Degree; 3+ years experience in B2B sales or consulting services sales or training services sales.
B2B and Fortune 500 sales experience within service-based industries such as Consulting (customer/employee experience), Advisory or Technology, SaaS, or solution/consultative based sales roles.
Demonstrated experience working in a fast-paced account model selling environment.
Demonstrated ability to consistently achieve revenue commitments at the monthly and quarterly level with strong business acumen.
Team-based selling experience.
Pipeline Management and Account Management experience; Formalized sales training experiences & certifications.
This position requires proof of full vaccination against COVID-19 prior to the first date of employment, subject to applicable law. If you are offered employment, this requirement must be met by your date of hire, unless a reasonable accommodation request is received and approved.
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.
Explore and grow with Marriott
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