Account Manager, ASO Beijing

JOB SUMMARY The Account Manager, ASO Beijing manages and/or provides dedicated support to a targeted portfolio of ASO accounts. This position supports the ASO vision and mission by leveraging Marriott’s products and services as a team member within the assigned account portfolio. The position builds and maintains business relationships with key buying influences to achieve account market share goals across all Marriott Lodging brands. The primary focus is on identifying, developing, and closing revenue-generating opportunities while increasing Marriott’s penetration, preference, loyalty, and profitable share within assigned accounts. By demonstrating transactional sales excellence, this position contributes to overall ASO success through the direct sales efforts of Revenue Generation and Value Creation. This position will be located in Beijing, China. CANDIDATE PROFILE Education and Experience

• Bachelor’s degree or equivalent strongly preferred. • Strong preference for candidates who speak English • 3+ years of sales and marketing experience • Total Account Management experience preferred. • Hospitality sales experience preferred. CORE WORK ACTIVITIES Sales Management • Identifies and develops new account opportunities under the guidance of ASO leadership and in coordination with relevant Sales and Marketing teams. • Penetrates assigned accounts for group and transient, while proactively developing extended stay and catering sales opportunities. • Retains, expands, and grows revenue from assigned accounts through penetration, margin management, and execution of sales/marketing initiatives. • Develops and executes account action plans aligned with approved account strategies to support revenue goals. • Qualifies potential accounts and re-qualifies existing accounts with accuracy. • Maintains and develops business within existing accounts. • Identifies key purchase points and decision-makers that influence buying decisions. • Develops opportunity sales plans with actionable steps to attain goals. • Customizes sales solutions and proposals to specific customer needs in Greater China. • Collects and analyzes key customer business/operations data; articulates financial benefits of proposals linked to objectives. • Engages sales and property leadership as needed to support account opportunities and pull-through of agreed actions. • Implements strategic direction and support revenue and customer satisfaction objectives. • Supports the in-market needs of regional properties and represents all Marriott brands. • Acts as a customer advocate by understanding requirements, expectations, and needs; removes barriers to solutions. • Understands industry processes (pricing, RFPs, proposals) and demonstrates working knowledge of 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, fam trips, trade shows, etc.). • Relates customer needs to product capabilities and quantifies business impact for both customer and Marriott. • Works with Revenue Management to support account strategy in-market. • Pursues initiatives to leverage strengths, capture opportunities, and counter competitive threats. • Provides exemplary service to ensure satisfaction and loyalty before, during, and after programs/events. Value Creation • Delivers value-added solutions to drive long-term customer loyalty and satisfaction. • Identifies and follows up on business opportunities to support customer and account growth. • Builds knowledge of customer, segment, and market activity to support informed customer discussions. • Maintains two-way communication to ensure win–win relationships; delivers on commitments. • Understands market dynamics (competitors, trends, supply/demand), identifies risks and opportunities, and provides feedback to stakeholders. • Leverages knowledge of Marriott operations, markets, and competitors to enrich customer dialogue. Market Integration & Team Participation • Ensures account strategies are communicated, implemented, and updated as markets change. • Supports external vendor and partner relationships to expand Marriott brand exposure. • Maintains appropriate involvement in relevant industry organizations to support market knowledge and customer engagement. • Supports company culture based on associate and customer satisfaction. • Serves as the sales contact for GMs, property leaders, and sales teams, accurately representing property needs. • Contributes to maximizing revenue potential by setting a strong example in personal sales activities and booking goals. • Builds strong relationships with colleagues and stakeholders across the organization. Analyzing & Reporting • Owns routine account data gathering, tracking, and reporting to support portfolio execution and business follow-up. • Analyzes market information using sales systems to support strategy and team goals. • Assists the ASO leader with reporting activities (account tracking, spending data, revenue, profitability analysis). • Implements standard reporting for sales activity and hotel revenue results. • Maintains accurate and up-to-date account information in SFA. • Tracks account growth and profitability to support account planning and customer purchasing decisions. Other Performs other duties as assigned to meet business needs.