Account Director, National Sales, Mumbai

📌 Core Information


🔹 Job Title: Account Director, National Sales, Mumbai
🔹 Company: Marriott International
🔹 Location: Mumbai, Maharashtra, India
🔹 Job Type: Full time
🔹 Category: Hospitality
🔹 Date Posted: April 15, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site


🚀 Job Overview


Key aspects of this role include:


- Managing a complex portfolio of national accounts, building and maintaining business relationships with key buyers.
- Executing strategic account management to achieve market share goals across all Marriott lodging brands in the market.
- Leveraging Marriott’s products and services to drive national account sales and maximize business opportunities.
- Collaborating with internal stakeholders to ensure account saturation and pull-through of account strategies at the local property level.


ASSUMPTION: This role requires a high level of sales and account management experience, as well as strong communication and negotiation skills. A deep understanding of the hospitality industry and its competitive landscape is also crucial for success in this position.


📋 Key Responsibilities


- Develop and implement overall account strategy for assigned accounts, executing sales strategies to achieve account goals.
- Retain, expand, and grow account revenue through total account penetration, margin management, and implementation of sales and marketing initiatives.
- Penetrate assigned accounts for group and transient business, as well as explore opportunities for extended stay and catering sales business.
- Maintain current business accounts and identify and aggressively solicit new accounts in coordination with relevant Sales and Marketing.
- Qualify potential accounts and re-qualify existing accounts with accuracy, and articulate financial benefits of a proposal as it pertains to the customer’s business objectives.
- Collect and analyze key information about the customer’s business and/or operation, and counsel internal stakeholders on optimal negotiating stance.
- Demonstrate benefits of total account management and team-based sales, and work with Revenue Management to support account strategy in-market.
- Build and strengthen accounts with existing and new customers, industry organizations, and brand network to enable future bookings, including sales calls, entertainment, familiarization trips, trade shows, etc.
- Pursue initiatives to capitalize on strengths and market opportunities, and counter competitive threats.


ASSUMPTION: Success in this role requires strong sales and account management skills, as well as the ability to build and maintain effective relationships with key buyers. A proactive approach to identifying and pursuing new business opportunities is also crucial.


🎯 Required Qualifications


Education & Experience:


- Minimum of 8 years of relevant sales and marketing experience.
- Relevant university or college qualification or degree (preferred).


Required Skills:


- Total Account Management experience.
- Hospitality sales experience.
- English language, written and spoken.
- Local language, written and spoken.


Preferred Skills:


- Relevant university or college qualification or degree.
- Total Account Management experience.
- Hospitality sales experience.


💰 Compensation & Benefits


Salary Range: INR 25,00,000 - 35,00,000 per annum (industry standard based on role, experience level, and location)


Benefits:


- Comprehensive health insurance and wellness programs.
- Retirement savings plans and pension benefits.
- Generous vacation and time-off policies.
- Employee discounts on Marriott hotel stays and other perks.
- Professional development opportunities and career growth paths.


Working Hours: Full-time, 40 hours per week (flexible work arrangements may be available)


📊 Applicant Insights


🔍 Company Context


- Industry: Hospitality
- Company Size: 10,001+ employees
- Founded: 1927 (as a root beer stand in Washington, D.C.)
- Headquarters: Bethesda, Maryland, USA
- Description: Marriott International, Inc. is based in Bethesda, Maryland, USA, and encompasses a portfolio of approximately 9,000 properties across more than 30 leading brands in 141 countries and territories. Its heritage can be traced to a root beer stand opened in Washington, D.C., in 1927 by J. Willard and Alice S. Marriott.
- Specialties: Hospitality, Lodging, Business Travel, Travel, Hotels, CSR, Sustainability, and DEI.


📊 Role Analysis


- Career Level: Senior-level role with significant responsibility and autonomy.
- Reporting Structure: Reports directly to the Vice President of National Sales or a similar role.
- Work Arrangement: On-site, full-time position with potential for flexible work arrangements.
- Growth Opportunities: Potential for career advancement within the National Sales team or other departments within Marriott International.


🌍 Location & Work Environment


- Office Type: On-site, corporate office environment.
- Office Location(s): 10400 Fernwood Road, Bethesda, MD 20817, USA (headquarters); Mumbai, Maharashtra, India (regional office).
- Geographic Context: Mumbai, the capital city of the Indian state of Maharashtra, is the seventh-most populous city in the world and serves as the headquarters of the Hindi film and television industry and a major financial hub of India.
- Work Schedule: Standard office hours with potential for flexible scheduling to accommodate business needs.


💼 Interview & Application Insights


- Typical Process: Phone or video screening, followed by multiple on-site or virtual interviews with hiring managers, department heads, and other relevant stakeholders.
- Key Assessment Areas: Sales and negotiation skills, account management experience, cultural fit, and problem-solving abilities.
- Application Tips:
- Tailor your resume and cover letter to highlight relevant experience and skills for this role.
- Prepare for behavioral interview questions that focus on your sales and account management experiences.
- Research Marriott International’s company culture and values to demonstrate your fit within the organization.


🛠️️ Tools & Technologies


- Opera Sales & Catering (proprietary Marriott software for sales and catering management)
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Customer Relationship Management (CRM) software (e.g., Salesforce, HubSpot)
- Sales enablement and automation tools (e.g., SalesLoft, Showpad)
- Presentation and collaboration tools (e.g., Zoom, Google Slides)


👔 Cultural Fit Considerations


- Company Values: Put the safety and well-being of our guests and employees first, act with integrity and respect, embrace change, and strive for excellence.
- Work Style: Collaborative, team-oriented, and results-driven. Strong communication and interpersonal skills are essential for success in this role.
- Self-Assessment Questions:
- How do your personal values align with Marriott International’s company values?
- Can you provide an example of a time when you successfully managed a complex account or portfolio, and how did you approach challenges that arose?
- How do you stay organized and prioritize your work when faced with multiple competing priorities?


⚠️ Potential Challenges


- Managing a large portfolio of national accounts can be challenging, requiring strong organizational skills and the ability to prioritize effectively.
- The role may involve frequent travel, which can be demanding and may impact work-life balance.
- The competitive nature of the hospitality industry may present challenges in maintaining market share and growing revenue.


📈 Similar Roles Comparison


- Account Director vs. National Sales Manager: Both roles focus on driving sales and revenue growth, but the Account Director role typically involves managing a larger portfolio of accounts and may have more strategic responsibilities.
- Industry-specific context: The hospitality industry is highly competitive, with a wide range of local and international players. Understanding the competitive landscape and market trends is crucial for success in this role.


📝 Sample Projects


- Developing and implementing a strategic account plan for a major national account, including market analysis, competitive assessment, and tailored sales and marketing initiatives.
- Coordinating with internal stakeholders to execute a large-scale event or conference for a major national account, ensuring exceptional customer service and satisfaction.
- Leading a team-based sales effort to secure a significant new business opportunity with a major national account, leveraging the strengths of individual team members and fostering a collaborative work environment.


💡 Key Questions to Ask During Interview


- What are the most significant challenges facing the National Sales team currently, and how can this role help address them?
- How does this role fit into the overall organizational structure and long-term goals of the National Sales team and Marriott International?
- What opportunities are there for professional development and career growth within the National Sales team or other departments within Marriott International?
- How does Marriott International support work-life balance for its employees, particularly those in senior-level roles?


📝 Next Steps for Applicants


To apply for this position:


- Submit your application through the [Application URL](https://ejwl.fa.us2.oraclecloud.com/hcmUI/CandidateExperience/en/sites/CX/job/25061761).
- Tailor your resume and cover letter to highlight relevant experience and skills for this role.
- Prepare for behavioral interview questions that focus on your sales and account management experiences.
- Research Marriott International’s company culture and values to demonstrate your fit within the organization.
- Follow up with the hiring manager one week after submitting your application to confirm receipt and inquire about the status of your application.


⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.