Account Director, Association

JOB SUMMARY 

The Account Director, Association provides total account management for 50–70 of Marriott’s most profitable Association accounts, driving increased preference, loyalty, and profitable share across the portfolio. Acting as the global account lead, this role sets and executes account strategies aligned with segment priorities by applying strategic account management and team‑based selling principles to build long‑term, value‑based partnerships. The Account Director works closely with property‑based, citywide, and multi‑hotel sales leaders to secure the most profitable business, defend and grow market share, and deliver revenue targets. Responsibilities include mapping buyers to accounts, owning return on invested capital (ROIC), and coordinating cross‑disciplinary resources across corporate, regional, market, and property teams to ensure effective strategy pull‑through and sustained results. 

CANDIDATE PROFILE 

Education and Experience  

Required  

• 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major.  

• 5+ years of relevant professional experience in hotel or travel industry sales.  

Preferred  

• Experience working with national association customers. 

• Account management experience preferred.  

CORE WORK ACTIVITIES  

Sales Intensity & Total Account Management 

• Develop and execute comprehensive account strategies aligned with segment goals and hotel profitability. 

• Drive sales intensity with a strong focus on profitable group business. 

• Retain, expand, and grow revenue through account growth, margin management, and strategic initiatives. 

• Serve as global account leader for assigned portfolio. 

• Manage relationships at all levels within assigned accounts. 

• Build and sustain consultative, trusted relationships with key buying influencers. 

• Act as the customer advocate by translating account needs, opportunities, and trends into actionable strategies. 

• Serve as the voice of the customer and Association segment back to Marriott to ensure relevance and customer centricity. 

• Coordinate cross‑discipline resources (market, corporate, GSO, hotels, National Group Sales) to drive pull‑through. 

• Manage and optimize global return on investment (ROIC) across assigned accounts. 

• Track account share, revenue growth, and profitability; develop recovery strategies for underperforming accounts. 

• Actively participate in key customer events and industry trade shows. 

Organizational Excellence 

• Champion sales transformation and change initiatives aligned with Sales and Marketing strategies. 

• Ensure best‑in‑class communication and account intelligence sharing across platforms (e.g., Empower, SFA Web, AIFs, CHS, Team Share). 

• Execute disciplined, best‑in‑class funnel management practices. 

• Maximize use of value‑added products and services to improve productivity and competitive advantage. 

Operational Excellence 

• Achieve account revenue and sales goals; manage operating budgets and controllable expenses. 

• Develop and execute account plans focused on market share growth, efficiency, and revenue optimization. 

• Identify and respond proactively to business opportunities and risks with profitable, aligned strategies. 

• Increase penetration of high‑potential accounts across all brands to meet property demand. 

• Translate account needs into effective products, services, and commercial solutions. 

• Serve as the final service guarantee, ensuring consistent delivery, timely issue resolution, and 100% customer satisfaction.