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Sales Account Manager, The Ritz-Carlton Leadership Center
SUMMARY:
The Ritz-Carlton Leadership Center is a for profit, external facing, corporate advisory and management consulting organization that specializes in innovating the customer experience for clients worldwide through organizational culture transformation, leadership development, and service culture development. The Account Manager is responsible for driving revenue growth by developing deep and lasting relationships with our clients, and proactively developing, shaping, and closing new and repeat business. This position develops demand for our short-term training programs and long-term consulting services and leads the client through the sales cycle from prospect to contract closure. This key member of the team will be focused on proactively generating demand, field/outbound selling, qualifying each opportunity, ensuring alignment between the client and our services offerings, and participating in virtual client meetings to close the opportunity.
The candidate must have a strong track record of performance and experience with territory, industry, and business planning that demonstrates a thoughtful and data driven approach to quota attainment, market trends, and buying behaviors. The Account Manager will have experience in either consulting, services, customer/employee experience program sales, SaaS, or solution/consultative based sales roles to be able to develop account plans, strategy, and pursuit plans that generate wins with the assigned accounts, industries, and geography. Additionally, this role will require strong transactional selling that can support monthly revenue attainment in tandem to developing and winning consulting and advisory work.
** This position is a remote, US-based role and it will require around 25% travel.
Additional responsibilities include:
- Developing and maintaining a robust pipeline through a consultative sales approach to support the revenue goals of the center. Pipeline management will be performed using standard service and consulting pipeline best practices.
- Qualifying and understanding buyer criteria to ensure maximum resource alignment & low risk engagements.
- Creating value propositions & proposals at the board room level, understanding Fortune 500 client buying criteria, and shaping the deal to maximize profit and success criteria.
- Identify, qualify, and lead the sales cycle to close with strong contract, negotiation, and client management skills to ensure opportunities close
- Developing on-going business strategies with appropriate accounts, stakeholder management plans, and skillful opportunity management.
- This role will also be responsible for precision in pipeline management, meticulous account planning, and aggressive field sales. prospecting. The ideal candidate will have experience developing and delivering sales presentations in the C-suite and Boardroom, translating client challenges into solutions that can be addressed with current offerings, and building business cases for project approval.
SPECIFIC RESPONSIBILITIES:
Achieving Sales Metrics, Exceeding Client Expectations, & Operational Excellence
- Proven ability to precisely manage and forecast a complex sales process. Ability to assess organizational, leadership, and training needs and develop solutions/programs to address clients needs while driving revenue.
- Provides proactive demand generation, opportunity development, and closure of services engagements.
- Develops Account Plans, Pursuit Plans, and Stakeholder Management Plans for all accounts based on services industry best practices. maintains a full calendar of client meeting that drive business.
- Demonstrates strong time management, executive presence, and self-starter/entrepreneurial approach.
- Provides precise pipeline management, maintains impeccable account data, and sales reporting using knowledge of services industry best practices.
- Develops value propositions, authors sales presentations, and delivers world-class sales presentations to clients by expertly articulating ROI on a service-based product to demonstrate maximum value to the client.
- Coordinates Delivery Services resources to ensure correct and accurate scoping of business & effective pre-sales utilization.
- Researches and analyzes account information and relevant data to identify new business opportunities in existing accounts, and continually upsells into all accounts.
Maintaining Business Goals
- Achieve and exceed goals including performance goals, revenue goals, and closure rate.
- Develop specific goals and plans to prioritize, organize, and accomplish assigned responsibilities.
- Submit regular business reviews that highlight success, opportunities, and needs of the business.
- Maintains tight control over expenses to minimize expenditures that do not result in closed contracts.
Demonstrating and Applying Business/Discipline Knowledge
- Demonstrate deep knowledge of services industry and client industry-relevant issues, systems, and processes.
- Use standard software applications such as Salesforce.com, Selling Methodologies, and Prospect Selling Approaches.
- Conduct basic financial analysis and exhibit understanding of revenue management.
- Articulate knowledge of Ritz-Carlton Services Offerings and understand how to position and grow account revenue through these offerings.
- Use relevant internal and external data (e.g., account production, competitor information, industry trends) to formulate recommendations and influence business strategies that drive greater market penetration.
Contributing to Teams
- Utilize interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.
- Motivate and provide a work environment where associates are partnering effectively to deliver sales goals and customer commitments.
- Work effectively in a virtual team-based environment.
Additional Responsibilities
- Manage time efficiently and demonstrate effective organizational skills.
- Present ideas, expectations, and information in a concise, well-organized way.
EDUCATION + EXPERIENCE REQUIREMENTS
Required:
- Bachelor’s Degree; 4+ years experience in B2B sales or consulting services sales or training services sales.
- B2B and Fortune 500 sales experience within service-based industries such as Consulting (customer/employee experience), Advisory or Technology, SaaS, or solution/consultative based sales roles.
- Demonstrated experience working in a fast-paced account model selling environment.
- Demonstrated ability to consistently achieve revenue commitments at the monthly and quarterly level with strong business acumen.
Preferred:
- Team-based selling experience.
- Pipeline Management and Account Management experience; Formalized sales training experiences & certifications.
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.
Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
