Sr. Account Manager ASO, Brazil

POSITION SUMMARY

The Senior Account Manager, ASO manages and/or provides dedicated support for a defined portfolio of complex ASO accounts. The role develops and sustains business relationships with key purchasing decision-makers to achieve account market-share objectives across Marriott lodging brands.

The primary focus of the role is to identify opportunities to increase Marriott penetration, preference, and loyalty while improving the buying process and creating a seamless, efficient experience for customers doing business with Marriott.

The Senior Account Manager, ASO has direct accountability for transactional sales activities within assigned accounts. The role also ensures the accurate development, management, and execution of pricing strategies, contractual documentation, and opportunity administration required to support those commercial activities.

BUSINESS CONTEXT

The Senior Account Manager, ASO supports the ASO vision and mission by leveraging Marriott products and services as either the lead or a contributing member of the team responsible for the assigned account portfolio.

Through strategic account management and collaborative selling processes, the role increases Marriott penetration, preference, loyalty, and profitable share within assigned accounts, contributing to ASO success through focused efforts in:

• Market penetration
• Revenue generation
• Value creation

CANDIDATE PROFILE Preferred Education and Experience

• More than five years of experience in sales and marketing.
• Experience in Total Account Management.
• Experience in hotel sales.
• English proficiency is strongly preferred.

CORE RESPONSIBILITIES Sales Management

• Actively identifies and prospects new accounts in coordination with the appropriate Sales and Marketing teams.
• Expands share within assigned accounts across group and transient business, while developing extended-stay and food-and-beverage event opportunities.
• Retains, expands, and grows revenue from assigned accounts through total account penetration, margin management, and execution of sales and marketing initiatives.
• Generates opportunities subject to booking or transaction fees, where applicable, and manages related processes in coordination with Finance to ensure accurate billing and compliance with current policies.
• Develops and implements the overall account strategy and executes commercial plans to achieve established objectives.
• Qualifies prospective accounts and periodically reassesses existing accounts.
• Maintains and expands existing business within assigned accounts.
• Identifies key purchasing points and decision-makers who influence the commercial process.
• Develops actionable sales plans to achieve revenue targets.
• Tailors solutions and proposals to customer needs.
• Analyzes customer business and operational information and communicates the financial benefits of proposals in relation to customer objectives.
• Mobilizes corporate and property sales leadership to maximize account value.
• Prepares contracts and related documentation, ensuring compliance with legal, commercial, and pricing requirements.
• Collaborates with account team leaders to align strategic direction and ensure revenue growth and customer satisfaction.
• Represents the customer’s interests within the organization.
• Works independently or in coordination with centralized teams to establish corporate rate strategies for assigned accounts.
• Directs sales-team resources toward the most profitable accounts.
• Represents all Marriott lodging brands and supports the commercial needs of properties in the market.
• Understands industry processes, including pricing, RFPs, and commercial proposals.
• Executes Marriott customer service and brand standards.

Revenue Generation

• Builds and strengthens relationships with current and prospective customers, industry organizations, and brand networks to generate future bookings.
• Aligns customer needs with product capabilities and regularly quantifies the business impact for both the customer and Marriott.
• Partners with Revenue Management to support commercial strategy in the market.
• Advances initiatives that leverage strengths, capture opportunities, and mitigate competitive threats.
• Delivers exceptional service to support customer satisfaction and loyalty before, during, and after events and programs.
• Uses standard sales and account-management systems, including SFA and other approved tools, to manage opportunities, maintain accurate data, and produce timely reports.

Value Creation

• Provides value-added solutions and services that strengthen long-term customer loyalty and satisfaction.
• Identifies and captures business opportunities that others may overlook.
• Serves as a subject-matter expert on assigned accounts, customer segments, and market trends.
• Maintains two-way communication that supports mutually beneficial relationships.
• Understands market dynamics, including competition, supply and demand, economic trends, and emerging risks.
• Applies knowledge of Marriott operations, markets, and competition to strengthen commercial dialogue with customers.

Market Integration and Leadership

• Ensures account strategies are communicated, implemented, and updated as market conditions evolve.
• Participates in sales calls and meetings with other team members to secure or close new business.
• Serves as the primary commercial point of contact for General Managers, property leaders, and sales teams.
• Leads by example to maximize revenue potential.
• Develops strong relationships with internal colleagues, stakeholders, and industry organizations.
• Facilitates capability-building opportunities to strengthen integration and credibility among GSO, ASO, and internal partners.
• Maintains ongoing communication to align objectives, expectations, and performance recognition.
• Promotes an organizational culture centered on associate and customer satisfaction.
• Supports relationships with suppliers and strategic partners to expand exposure for Marriott brands.
• Reviews the activities of direct reports on a weekly basis.

Analysis and Reporting

• Analyzes market information through sales systems to achieve team objectives.
• Assesses and reviews business and account plans, including return on investment (ROI) for commercial opportunities.
• Monitors account growth and profitability to influence customer purchasing decisions.
• Maintains accurate account information in hotel applications and systems, including CITY, SFA, and Empower Sales.
• Supports the preparation and control of operating budgets and sales targets for national and regional accounts.
• Ensures data integrity and consistent use of required systems for account management, reporting, and compliance.

Other Responsibilities

• Performs other duties as assigned to meet business needs.

MANAGEMENT COMPETENCIES Leadership

• Adaptability
• Communication
• Problem Solving and Decision-Making
• Professionalism
• Strategy Development

Execution

• Teamwork and Contribution
• Strategy Execution
• Results Orientation
• Planning and Organization

Relationship Development

• Customer Relationship Management
• Coworker Relationships
• Global and Inclusive Mindset

Talent and Organizational Capability Development

• Organizational Capability
• Talent Management

Learning and Application of Professional Expertise

• Continuous Learning
• Business Acumen

Technical Competencies

• Maintains advanced technical knowledge.
• Promotes the appropriate use of facilities, equipment, and resources.
• Demonstrates expertise in policies, procedures, and legal requirements.
• Manages complex technical activities and develops others in advanced problem-solving.
• Reinforces technical standards and processes.

Core Competencies

• Proficiency with basic computer applications.
• Mathematical reasoning.
• Oral comprehension.
• Reading comprehension.
• Effective written communication.

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.