Job Summary

The Account Manager, Small Medium Business, APEC/EMEA/CALA, reports to the VP, Sales & Distribution and supports and assists in the management, implementation and customer identification for the Small Medium Business (SMB) Program.  This role is responsible for building and maintaining business relationships with key SMB buyers to maximize market share and supporting Marriott properties with account activation. The Account Manager will facilitate SMB Program implementation services to support the global SMB strategy, including prospecting, onboarding and program support, account penetration and strategic growth initiatives across the continent. The position communicates with business, property and SMB customers as a subject matter expert on the Program for the continent, blending sales execution, account management and marketing alignment to accelerate adoption and revenue. The Account Manager will participate with cross-functional team initiatives with business partners from Data Strategy & Reporting, Sales Analytics, Reporting, iT contractors, data vendors, and Sales Support. Stakeholders of this position include SMB customers, hotels, Continent leaders, and Global Sales Organization Leaders. 

Scope/Business Context 

• Champions the SMB Program across markets, acting as a subject matter expert and internal advocate.
• Identifies, pitches and converts qualified SMBs into active accounts.
• Monitors performance and optimizes account engagement.
• Onboards new accounts to ensure seamless activation
• Develops and delivers compelling presentations and demos to prospective SMBs, tailoring messaging to local market needs.
• Develops and refines sales collateral, talking points and assets aligned with the Program’s evolving strategy.
• Supports and develops targeted campaigns to drive awareness and revenue.
• Partners with continent marketing teams to ensure messaging consistency and leverages promotional opportunities.
• Serves as a liaison between continent stakeholders, property teams and global sales operations.
• Provides customer and market feedback to SMB Program Director to support further Program development and strategic adaptations.
• Responsible for accurate business results in the SMB infrastructure 
• Provides input and ideas to solidify Marriott as the hospitality industry leader in implementing a SMB Sales Strategy and technological innovation 
• Responds to, solves and makes decisions on more complex/non-routine business requests with limited supervision
• Works with data/analytics to uncover new accounts based on SMB profile and further penetrate existing SMB accounts.
• Assists in achieving business results by:
  • Identifying opportunities to enhance the effectiveness of business processes and software applications
  • Achieving results against departmental and personal MBOs
• Demonstrates an awareness of personal strengths and areas for improvement and acts independently to improve and increase skills and knowledge
• Attends relevant tradeshows and webinars to attract qualified SMBs

CANDIDATE PROFILE 

Education and Experience Required 

• 4-year degree from an accredited university and 2+ years of relevant proactive sales experience, demonstrating progressive career growth and a pattern of exceptional performance;
• OR
• 4+ years of relevant proactive sales experience, demonstrating progressive career growth and pattern of exceptional performance
• Excellent PC skills including proficiency using MS Office, PowerPoint, spreadsheets and CRM applications
• Fluent in English written and spoken

Skills and Experience Preferred 

• Proven experience in sales, account management, customer support or business development—preferably in hospitality or travel tech. 
• Strong communication and presentation skills; ability to influence across functions and geographies. 
• Familiarity with SMB dynamics and B2B sales cycles. 
• Experience with Salesforce, Empower Sales, or similar CRM platforms is a plus. 
• Ability to work independently and collaboratively in a fast-paced, matrixed environment. 
• Passion for innovation and customer-centric solutions.
• Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring a sale to closure
• Strong customer development and relationship management skills
• Knowledge of transient business
• Understands the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand etc.) and knows how to sell against them.
• Experience managing complex initiatives and change with little supervision
• Experience evaluating business trends and successfully implementing new business programs and strategies to enhance business performance
• Understands revenue management functions and account profitability
• Strong communication skills (verbal, listening, writing)
• Strong problem-solving skills
• Effective decision-making skills
• Excellent negotiation skills
• Strong Presentation skills (verbal & powerpoint proficient)
• Strong ability to analyze data (proficiency in excel)
• Ability to develop and maintain relationships at all levels
• Ability to influence others within all levels of Sales Organizations
• Ability to work effectively as a member of a team, as well as independently.
• Strong dedication to data integrity and quality of work.
• Attention to detail and strong organizational skills.
• Strong organizational skills to effectively manage tracking and resolution of account and strategy issues
• Strong customer service skills