Regional Director, Sales + Distribution, Premium + Select - Uki + Western Europe & Mahgreb

JOB SUMMARY

The Regional Director, Sales & Distribution, Premium + Select will oversee a subset of Premium and Select hotels within UKI + Western Europe and is accountable for driving commercial performance of all segments and channels across the region by aligning market execution according to the regional and continent commercial strategy and in close coordination with the continent Consumer Operations and Sales & Distribution.

The Regional Director, Sales & Distribution, Premium + Select provides Sales & Distribution leadership, direction and management to the on-property and the multi-property sales teams (if applicable) to build long-term, value-based customer relationships. The incumbent is also responsible for executing Marriott’s global distribution strategy and aligning to a) grow profitable revenue through Direct Channels and b) improve profitability of intermediated channels.

This position will evaluate the participation in, and the maximization of, all hotels’ benefits from all sales and distribution channels in alignment with the enterprise-wide strategy and local business imperatives. This position will proactively assist in positioning the market and the individual properties and ensure proper analysis, strategy, and execution is being applied. The Regional Director, Sales & Distribution, Premium + Select will work with resources across the Consumer Operations functions as appropriate to develop specific B2B campaigns, B2B promotions, and Sales Strategies to drive profitable revenue across all approved channels. The position drives customer satisfaction and service focusing on sales operational execution, creative B2B customer solutions and loyalty programming to create discernable competitive advantages. The Regional Director, Sales & Distribution, Premium + Select supports Area Commercial Directors in Owner and Asset Manager engagement where needed and acting as the voice of Sales and Distribution within their region.

The Regional Director, Sales & Distribution, Premium + Select works in close partnership with the relevant Area Commercial Directors to support underperforming Hotels and works in close partnership with the Continent Distribution Team and the Global Sales Organization to support driving topline revenue as needed.

The Regional Director, Sales & Distribution, Premium + Select is accountable for talent acquisition, onboarding and retention across the region, including the creation of a robust talent sales leadership pipeline for all markets.

The position reports to the VP, Sales + Distribution, EMEA.

SCOPE

The Regional Director, Sales & Distribution, Premium + Select supports all managed hotels across all brands and hotel types in the UKI + Western Europe area(s).

• Location requirements: Location to be tied to an EMEA office entity.
• Language Requirements: High proficiency (speaking, reading and writing) in English is required.
• Travel Requirements: Business travel is estimated at 30%

KEY STAKEHOLDERS

• Area Vice President / Market Vice President
• VP Sales & Distribution EMEA
• VP Sales Operations
• Area Commercial Director
• Senior Director of Sales Systems and Programs
• Regional Director Marketing Digital and Loyalty
• Regional Director Global Sales EMEA
• Owners and Asset Managers
• VP Global Sales
• Senior Director of Distribution EMEA

KEY RESPONSIBILITIES

This role is accountable for:

• All managed hotels top line revenue performance
• B2B business development strategy across all segments and channels
• Property sales leaders’ talent acquisition and talent development where relevant
• 3rd party channel performance (OTAs and Connected Accounts)
• New property pre-opening sales & distribution planning and execution
• Execution of Market level sales & distribution services for all hotels (subject to hotel brand classification and level of service)
• Function of business development to diversify our source markets, support the localization strategy, and diversification of 3rd party channels.

• B2B Business Development
  • Research and identify new business opportunities.
  • Accountable for identifying and engaging with key Intermediaries in support of the groups and event segment.
  • Represent Marriott International at key travel trade shows and industry forums.
  • Support the continent Local Special Corporate commercial strategy inclusive of supporting the growth and performance of MBBR SME Program
  • Source Market Activation
  • B2B Promotion Activation
  • B2B Customer Engagement in partnership with the GSO
  • New 3rd party channels to support channel diversification and grow channel profitability. h
  • Management of Tourism Boards in the region.
• Priority Hotels Sales Services
  • Annual in person Sales Audit (priority hotels)
  • Group Pace / Crossover / Conversion
  • Special Corporate Performance
  • Annual RFP Process
  • Sales Goal approval
  • Wholesale Dynamic Target
  • Sales Systems and Programs adaption and performance
  • Annual Business Planning / Budget Support
• Market Level Sales Support
  • Evaluate Cluster Sales Deployment and Performance
  • Evaluate Reservation Sales Deployment and Performance
  • GSO Escalation ley point of contact.
  • Support with Owners / Asset Management engagement where needed.
  • Legal / Compliance key point of contact
  • Sales Training
  • Sales Recognition
  • Channel Optimisation and Compliance
  • Discipline Communication
  • Support Loyalty Enrolments
• Pre-Opening Property Support
  • Accountable for supporting new property positioning
  • Accountable for identifying property sales leadership talent
  • Responsible for sales brand immersion and training
  • Support with the development of new hotel B2B content and presentations
• Talent Development and acquisition
  • Accountable for identifying potential talent for property sales leadership positions
  • Accountable for creating an external talent pool
  • Accountable for identifying training requirements
  • Collaborate with L&D to create customized training content
  • Support the roll out of continent and consumer operations property manning blueprint and guide
• Groups & Events
  • Collaborate with the GSO MILUX team and other sales organizations to drive group and conference revenue
  • Develop and execute social events segment strategy in collaboration with marketing with a specific focus on exclusive weddings
  • Support hotels in achieving annual crossover the goal
• Owner & Asset Manager
  • Supports Area Team and Owner Franchise Services when required to attend owner meetings

GENERAL JOB RESPONSIBILITIES

• Assist in the development of property annual Budget and Business Plan inclusive of specific and measurable plan by segment.
• Analyzes hotel market share and month end reports and make recommendations to maximize topline revenue performance and results.
• Develops sales goals and strategies that align with the brand’s business strategy in collaboration with the Regional Director Marketing
• Works with Area Commercial Director to assist in the development and execution of hotels sales & distribution strategy and ensure such strategies are communicated, implemented, and continuously updated based on business outlook.
• Responsible for talent acquisition and retention as well as talent development opportunities.
• Has oversight of all sales administrative functions to include goal setting, bonus program administration, etc.
• Maintains accurate and updated knowledge of competitive strategies, pricing, strengths, and weaknesses in all market segments
• Serves as authority on sales processes (Sales Transformation, PDPs, PSRs, 360s, and Market Sales Assessments) and contracts.
• As appropriate represents properties at industry tradeshows, Travel associations, and community organizations to help build and maintain relationships with key strategic partners.
• Actively participates in sales calls with customers within their designated Region/Customer base.
• Is engaged with development, pro-forma assessment, new project development and owner relations
• Leads sales deployment strategies to optimize sales effectiveness and productivity.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy
• Maintains regular contact with the Global Sales Organization (GSO)
• Analyze monthly the sales performance data and ensure recognition for achievers and action plans in place to address shortfalls for field sales associate where applicable.
• Analyze cost of sales results and market conditions and proactively suggest changes to sales deployment and market segment focus.
• Conduct reviews with need hotels to develop and monitor action plans to address shortfalls

Supports Pull-Through of Marriott’s Global Distribution Strategy in the Local Markets

• Creates hotel level incentives and goals to drive Direct Channel room nights and improves the usage of Direct Channels acquisition activities
• Measures the profitability of intermediated channels by net revenue and cost of sales using available reporting and analysis
• Works closely with the Senior Director of Distribution in pulling through related projects/initiatives

Providing Technical Support and Consultation

• Provides technical expertise and technical leadership within own and other teams.
• Provides recommendations to improve the effectiveness of processes and programs.
• Demonstrates advanced knowledge of job-relevant issues, products, systems, and processes.
• Applies knowledge/judgment to achieve business goals.
• Foresees, identifies and resolves problems.
• Performs other reasonable duties as required for this position.

MANAGEMENT COMPETENCIES

• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action.
• Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.
• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
• Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

Managing Execution

• Building a Successful Team -Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.
• Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Building Relationships

• Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
• Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

Generating Talent and Organizational Capability

• Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Supplies guidance and feedback to help individuals develop and strengthen skills and abilities needed to carry out work goals.

Learning and Applying Professional Expertise

• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
  • Sales Application Development-Translating business context and requirements knowledge into sales application design specifications that help the business achieve sales goals; managing the implementation and maintenance of sales applications.
  • Sales Implementations-Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
  • Devising Sales Strategies and Solutions-Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences
  • Marketing-The ability to generate the strategy used in sales techniques, communications, and business development to positively impact customer relationships and business profitability.
  • Sales Opportunity Analysis-Understanding and using economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.

CANDIDATE PROFILE

Education and Experience

• High school diploma or equivalent.
• University degree preferred.
• Multiple property sales leadership experience
• 8-10 years progressive work experience in the hotel industry is preferred with at least 4 years dedicated experience in Sales, Marketing, Distribution or related professional area.

Skills and Competencies

• Excellent sales, digital and distribution skills, processes, and strategies.
• Demonstrated ability to develop and implement successful sales, digital and distribution strategies.
• Possesses an understanding of brand strategies and cultures.
• Demonstrated leadership ability.
• Proven experience in understanding contracts.
• Excellent verbal, writing, listening, and presentation skills
• Ability to engage with Owners and Asset Managers, acting as the discipline expert
• Demonstrated customer development and relationship management skills.
• Experience with International SOPs.
• Able to influence results in a matrix environment.
• Knowledge and management of operations budgets and capital budgets.
• Possesses an understanding of revenue management functions and account profitability.
• Understands Revenue Management strategic initiatives to maximize revenue.
• Demonstrated strong sales ability encompassing strategic pricing, yield and account management skills.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.