Market Senior Account Executive

White Lodging Services, Inc.; Indianapolis (IN); On-site; USD 95,000 - 140,000; Full time

Job summary

White Lodging Services, Inc. seeks a Market Senior Account Executive to drive revenue growth by building strategic client relationships, managing a portfolio of accounts, and leading the full sales cycle across Marriott-branded properties near the convention center.

Collaborate with hotel leadership and sales teams, target 500–1,500-room group blocks, and deliver accurate forecasts while maximizing profitability. Requires 5–10 years in hotel sales and strong negotiation skills.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, Communications, or related field.
• 5–10 years of hotel sales experience.
• Experience managing key accounts and generating new business opportunities.
• Demonstrated history of meeting or exceeding sales goals and revenue targets.
• Experience in hospitality, multi-property hotel sales, and large-group business development.

Responsibilities

• Develop strategic client relationships to drive revenue growth.
• Prospect and generate new business opportunities.
• Manage a portfolio of accounts across the market.
• Lead complete sales cycle from lead generation to contract negotiation.
• Collaborate with property sales teams and operational leaders for a seamless client experience.
• Utilize sales tools, CRM, and marketing initiatives to maximize revenue.
• Create forecasts, pipeline reports, and account plans.
• Negotiate contracts and pricing aligned with company standards.
• Attend events to strengthen brand and generate qualified leads.
• Sell for Marriott-branded properties across the convention center area.
• Develop business within West Coast and Southeast large-group markets (500–1,500 rooms).

Skills

Relationship building

Communication

Presentation

Negotiation

Strategic thinking

Hotel sales

Business development

Account management

Travel readiness

Self-motivated

Education

Bachelor's degree in related field

Tools

CRM systems

Sales reporting tools

Contract management tools

Job description

Description

Market Senior Account Executive

What You'll Do

The Market Senior Account Executive is responsible for driving revenue growth by developing strategic client relationships, generating new business opportunities, and managing a portfolio of accounts across the market. This role serves as a trusted business partner to clients while collaborating with hotel leadership and sales teams to maximize market share and achieve revenue goals.

Key responsibilities include:

• Developing and maintaining strong relationships with corporate, association, group, and local market clients to generate new and repeat business.
• Identifying sales opportunities through proactive prospecting, networking, referrals, and market intelligence.
• Managing the complete sales cycle, from lead generation and proposal development through contract negotiation and account retention.
• Understanding market conditions, competitor activity, industry trends, and customer needs to develop effective sales strategies.
• Collaborating with property sales teams and operational leaders to ensure a seamless client experience and successful execution of business.
• Utilizing company sales tools, CRM platforms, and marketing initiatives to maximize revenue opportunities.
• Creating and maintaining accurate forecasts, pipeline reports, and account plans to support business objectives.
• Negotiating contracts and pricing agreements while ensuring profitability and alignment with company standards.
• Participating in community, industry, and networking events to strengthen brand awareness and generate qualified leads.
• Representing the market through outbound sales travel, client visits, industry trade shows, conventions, and other business development events to build relationships and generate new revenue opportunities.
• Consistently achieving or exceeding established revenue, production, and account growth goals.
• Selling for a complex of five Marriott-branded properties connected to the convention center in an urban market.
• Developing and managing business within the West Coast and Southeast large-group markets, targeting groups requiring 500–1,500 rooms on peak nights.

What You'll Bring

• Strong relationship-building, communication, presentation, and negotiation skills.
• Strategic thinking with the ability to analyze market trends and identify growth opportunities.
• Proven success in hotel sales, business development, account management, and revenue generation.
• Ability to manage multiple priorities while maintaining strong attention to detail and follow-through.
• Experience working with CRM systems, sales reporting tools, and contract management processes.
• Confidence in client-facing interactions, presentations, networking, and industry representation.
• Willingness and ability to travel for client development, sales calls, trade shows, and industry events.
• Self-motivated, results-driven, and highly collaborative.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, Communications, or a related field.
• 5–10 years of hotel sales experience.
• Experience managing key accounts and generating new business opportunities.
• Demonstrated history of meeting or exceeding sales goals and revenue targets.
• Experience in hospitality, multi-property hotel sales, and large-group business development.