Managing Director, SAM

Starwood Hotels & Resorts Worldwide, Inc. is one of the leading hotel and leisure companies in the world, with approximately 850 properties in more than 95 countries and 145,000 employees at its owned and managed properties. Starwood? Hotels is a fully integrated owner, operator and franchisor of hotels and resorts with the following internationally renowned brands: St. Regis?, The Luxury Collection?, Sheraton?, Westin?, Four Points? by Sheraton, W?, Le M?ridien? and the recently announced aloftSM. Starwood Hotels also owns Starwood Vacation Ownership, Inc., one of the premier developers and operators of high quality vacation interval ownership resorts. To apply for this position within the organization please visit our website at www.starwood.jobs and refer to job # 60009515.



The Managing Director, SAM will lead the efforts of a global team to provide world class account management, business development and consultative selling skills to large and most complex global accounts so that group, transient and leisure business services exceed customer expectations and long-lasting, profitable and rewarding business partnerships are developed and enhanced.

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Key Responsibilities:

?Initiate, develop and drive strategic relationships to retain and grow the revenue stream of large and most complex accounts while ensuring customer satisfaction; revise initiatives to respond to expected and unexpected changes in marketplace, customer needs, division strategies and competitive pressures. Oversee RFP process for group, transient and leisure negotiations, making sure regional and local support is assigned to drive offered business opportunity. Relentlessly seek out and win new opportunities to expand profitable business within accounts, helping to shape future business toward Starwood's strengths. Thoroughly understand accounts with consideration for cultural differences; account objectives, group, transient and leisure business practices, key influencer of priorities, decision making process and attitudes toward Starwood and competitor offerings. Create and articulate Starwood's value proposition into the global account strategy, sales process execution and technological solutions. Educate customers on importance and relevance of sales and account metrics and incorporate into selling strategies. Ensure seamless one-stop shopping to the account regardless of any property, geographic or functional requirements or specifications. Effectively navigate the political and hierarchical structure within the account and within Starwood, becoming a trusted advisor to multiple stakeholders. Select, develop, coach and manage a geographically dispersed team to support all aspects of group and transient business booked through Starwood. Identify key trends and customer needs and leverage industry knowledge to sell across the customer base and vertical market.



Education:??? BA or BS degree strongly preferred, MBA desired.

Experience: 10+ years relevant experience preferred; hotel sales and/or GSO experience (group, transient and leisure markets) for a global company desired;? experience with account planning development is key.

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Special Skills, Knowledge and Abilities:

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

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???????? Excellent verbal and written communication skills.?

???????? Strong consultative selling, presentation and negotiation skills; ability to execute strategic sales processes.

???????? Demonstrated financial acumen (including profitability, hospitality P&L and functional success metrics) and leadership ability.

???????? Innovative thinker with understanding on how to execute bookings and an RFP using knowledge of overall market metrics.

???????? Ability to lead and motivate others and excel in a highly matrixed environment across divisions and regions.

???????? Analytical skills are critical with technological insight and ability to grasp new programs.

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