Michael Nesbit Email & Phone Number

Responsible for providing account management and transactional excellence to the domestic airline companies that fall within the Global Sales Organization portfolio of accounts in an effort to increase Marriott’s preference, loyalty and profitable share.Through total account management and team-based selling, I provide overall leadership and direction in the development of business-to-business strategies that build long-term, value-based relationships between Marriott International and the portfolio of airline segment accounts.Specific areas of responsibility include establishing, managing and communicating overall account strategies in alignment with overall segmentpriorities, mapping buyers to accounts, transacting both group and crew business; defending and growing market share and revenue targets forassigned accounts, owning the return on invested capital (ROIC) for their accounts and liaising with relevant cross-discipline resources (corporate,regional, market, property) to ensure effective pull-through of account strategies.Additional responsibilities to include: (1) management of the overall crew and group lead process(2) implementation of crew and group initiatives,(3) crew and group intermediary management as appropriate(4) on-going account service in the crew and group segment, and (5) management of field account team on activities relating to the crew and group segment.Total Annual Revenue for portfolio of accounts is $550 million.

-Provide account management to eight (8) major airlines accounts & support (4) Global Account Executives. -Maintain relationships with each accounts’ key crew & group buyers (large and small), intermediaries as appropriate, and other buyers globally who impact the accounts buying process.-Assist Global Account Executives and Global Account Directors with the development and implementation of sales strategies in the crew & group segment through analysis of account information for solicitation; mapping of account to deploy global account team against buyers and the creation and execution of customized solutions to create a competitive advantage.-Handle all aspects of the crew & group opportunity management process which include the quality control process prior to customer presentation; ensuring correspondence from field representatives and proactively closing on business opportunities.

-Provide account management to 20 of Marriott’s top 150 corporate accounts which includes three (3) major airlines accounts & support (6) Global Account Executives. -Maintain relationships with each accounts’ key group buyers (large and small), intermediaries as appropriate, and other buyers globally who impact the accounts group buying process.-Assist Global Account Executives and Global Account Directors with the development and implementation of sales strategies in the group segment through analysis of account information for solicitation; mapping of account to deploy global account team against buyers and the creation and execution of customized solutions to create a competitive advantage.-Handle all aspects of the group opportunity management process which include the quality control process prior to customer presentation; ensuring correspondence from field representatives and proactively closing on business opportunities.

-Handle all large corporate and association group business based in thirteen southern states and all professional sports teams for a 622 room and 35,000 square foot downtown hotel.-Solicit, negotiate and manage all business transient accounts, four of which each produce 1,200+ room nights annually.-Develop action plans to solicit, entertain and network with current and prospective clients. Continually build awareness and target companies that would benefit from utilizing our facility.-Assist Director of Sales with developing plans and actions to achieve yearly average rate & revenue goals.-Work with Event Management to maintain the highest level of service throughout entire sales process.-Maintain memberships and attend meetings of professional associations and visitors bureau.-Stay advised of current trends through reading industry specific trade publications and business journals.

-Handled the corporate market segment and 5 major accounts for a 135 suite and 13,000 square foot Marriott Hotel & Conference Center.-Solicited, negotiated and maintained all special corporate rate accounts. -Entertained current and prospective clients to solicit business relationships.-Liaison between hotel and Baltimore Event Booking Center which booked groups with 50 or fewer rooms.-Oversaw the Leasing Department, which manages 55 residences for Towson University students.

-Responsible for the daily operation of The Regatta Bar & Grille, a 150 seat American-style bistro serving breakfast, lunch and dinner and The Regatta Atrium, a 40 seat lounge serving lunch, dinner and cocktails.-Trained existing supervisors and associates on all Marriott policies and procedures.-Assisted Director of Food & Beverage with creating LSOP manual for all Food and Beverage outlets.-Assisted Executive and Sous Chefs in creating menus that would increase guest satisfaction and profit.

-Responsible for the daily front office operations of a 772 room full service convention hotel.-Operations included Front Desk, Bell Stand, Concierge Services, Guest Response and the Gift Shop.-Assisted Front Office Manager on staffing, scheduling and performance reviews for 70 associates.-Actively participated in the training, development, mentoring and constructive coaching of associates.-Implemented policies for tracking attendance, tardiness and pre-shift meetings to improve communication.-Frequently Manager-On-Duty.-Worked closely with other department heads and managers to maintain the highest level of guest service.

Bachelors, Hotel/Restaurant Management

Education record