JOB SUMMARY

The Global Luxury Account Director is a luxury specialist responsible for providing account management and business development for the Ritz-Carlton Reserve brand’s most profitable luxury travel agencies in the given geographical area, US and Canada. This role will also be responsible for managing all market activations with the intent to increase brand preference, loyalty, and profitable share from these accounts. In this market, this role will also be responsible for generating new and cultivating existing relationships with a given number of pre-assigned, goaled accounts across segments.

The role will employ a proactive sales “hunter” mentality with a focus on uncovering new UHNW leisure and small group business. The Account Director will prioritize driving awareness for the brand and offerings with the UHNW client base and deepening customer relationships and loyalty through new, innovative strategies, as well as proven account management strategies. The Account Director will develop strong relationships with the property and brand teams for maximum effectiveness.

By applying the principles of strategic account management, this position ensures pull-through of overall business strategies to build long-term relationships between and the Reserve brand and the identified partners. The position will focus on new business development of strategic accounts with potential to sell all Ritz-Carlton Reserve properties in the portfolio. Specific areas of responsibility include providing key input on the overall strategy for deployed accounts, implementing strategies to position Ritz-Carlton Reserve as the preferred luxury partner and defend and grow market share in the luxury segment, owning the return on investment (ROI) for their accounts and liaising with Ritz-Carlton Reserve properties and corporate teams around the world to ensure effective pull-through of luxury segment strategies to achieve results. The individual will have a direct reporting relationship to the Director of Global Sales for the Bulgari Hotels and Resorts brand and will work closely with the Luxury Group GSO team members in the continent.

CANDIDATE PROFILE

Education and Experience Required

• 4-year degree from an accredited university in Business Administration, Marketing, or related major and 3+ years of relevant professional experience, demonstrating progressive career growth and a pattern of exceptional performance;

OR

• 5+ years of relevant professional experience in marketing or related function, demonstrating progressive career growth and pattern of exceptional performance.
• Fluent in English language

Education and Experience Preferred

• Previous luxury leisure experience
• 4 or more years’ experience in sales and marketing, account management
• 5 or more years of hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance
• Prior experience in managing entertainment accounts
• Geographically located in Florida/Texas/California

CORE WORK ACTIVITIES

Managing Work, Projects, and Policies

• Supports and understands the organization-wide strategic plan for the luxury segment.
• Establishes a regular communication with the sales managers in charge of this market based on property.
• Interacts and liaises with the Luxury Group GSO team in the region to streamline and capitalize on efforts and activations.
• Establishes individual account work plans in accordance with the fundamentals of strategic account management, to include account mapping, understanding of all revenue streams and a complete customer relationship plan.
• Identifies opportunities, anticipate challenges, and create competitive breakthrough strategies. Protects and strengthens Bulgari’s competitive advantage by advocating and supporting sound business and sales and marketing decision-making.
• Liaises with relevant cross-discipline groups including the Marriott GSO to resolve partner issues and ensure profitability of the account.
• Champions excellence in business ethics, integrity and build an environment with a high level of morale, motivation, and engagement.
• Understands and recognizes the luxury consumer, their demographics, buying habits, and the ability to provide an effective sales approach that remains relevant and nurtures this consumer, but is also nimble and can quickly adapt to change.
• Maintains complete knowledge of Bulgari’s brand portfolio, both domestically and internationally; develop complete and thorough knowledge of basic hotel facilities related to numbers of rooms and function space, specifically all logistics and amenities that may interest assigned accounts.
• Fully adopts Marriott’s sales system, while maintaining all account relationship information, account business trends, pipeline reporting, and account focused tasks and events.

Maintaining Business Goals

• Achieves and exceeds goals including performance goals, revenue/room night goals, team goals, etc.
• Submits required reports/data in a timely manner, ensuring delivery deadlines are met.
• Aims to streamline and strategize efforts and investments towards the objective of capturing business for high ADR units and suites within every hotel.
• Builds a profiling portfolio of direct end customers with high spending potential – both for transient and high touch groups with remarkably high ADR.
• Another key measurement factor will be the identification and development of new impact accounts which have never produced for the brand to grow and develop new business opportunities.

Demonstrating and Applying Business/Discipline Knowledge

• Conducts competitive assessments of luxury segment customers in support of the annual strategic planning process. Provides updates to Marriott’s senior management, as appropriate.
• Demonstrates knowledge of job and luxury industry-relevant issues, products, systems, and processes.
• Monitors current and future trends, needs and attitudes including competitor activity to guide targeted solution development and remove barriers to business solution development.
• Leverages methodologies, technical, and business knowledge across the enterprise, continent, and global sales teams.
• Coordinates potential educational trips with the Director of Global Sales.

Additional Responsibilities

• Informs and/or updates executives, peers, subordinates, and/or customers on relevant information in a timely manner.
• Manages time efficiently and demonstrate effective organizational skills.
• Presents ideas, expectations, and information in a concise, well-organized way.
• Provides sales program/event leadership (i.e., sales missions and roadshows in the region including the practical coordination and realization of these).

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.

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.