Market Senior Account Executive

White Lodging; Indianapolis (IN); On-site; USD 90,000 - 130,000; Full time

Job summary

White Lodging is seeking a Market Senior Account Executive to drive revenue growth across the Indianapolis market by developing strategic client relationships, leading sales cycles, and collaborating with hotel leadership.

You will target corporate, association, group, and local market clients, manage end-to-end deals, and travel to industry events to build opportunities, while maintaining accurate forecasts and pipelines.

Qualifications

• Bachelor's degree in a related field is required.
• 5–10 years of hotel sales experience is expected.
• Experience managing key accounts and generating new business opportunities.
• Proven history of meeting or exceeding sales goals and revenue targets.
• Hospitality, multi-property hotel sales, and large-group business development experience preferred.

Responsibilities

• Develop and maintain relationships with corporate, association, group, and local market clients to generate new and repeat business.
• Identify sales opportunities through proactive prospecting, networking, referrals, and market intelligence.
• Manage the complete sales cycle from lead generation to contract negotiation and account retention.
• Understand market conditions, competitor activity, industry trends, and customer needs to develop sales strategies.
• Collaborate with property sales teams and operations to ensure a seamless client experience and successful execution of business.
• Utilize CRM tools and marketing initiatives to maximize revenue opportunities and maintain accurate forecasts.

Skills

Relationship-building

Communication

Negotiation

Strategic thinking

CRM proficiency

Travel willingness

Education

Bachelor's degree in Business Administration, Marketing, Hospitality Management, Communications, or related field

Tools

CRM systems

Sales reporting tools

Contract management software

Job description

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.

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.