Marriott Director, Distribution - CALA in Concord, New Hampshire
Job Number 23038478
Job Category Sales & Marketing
Location Marriott International HQ, 7750 Wisconsin Avenue, Bethesda, Maryland, United States
Located Remotely? Y
Position Type Management
The global distribution landscape in the lodging industry continues to expand and become more complex, and Marriott International recognizes the development and execution of an enhanced future intermediary partner relationship strategy as a key strategic focus. The Distribution team led by the VP, Channel and Continent Distribution oversees Marriott’s approach to channel strategy partnership, account management and commercial relationships as it relates to OTAs, in addition to Wholesale and Tour Operator strategy. As part of Marriott’s Distribution team, the Director Distribution CALA reports to the Sr. Director, Distribution CALA.
The Director, Distribution, CALA is accountable for assigned initiatives to support Marriott’s Global Distribution Strategy in CALA with focus on a) managing the day-to-day relationship with assigned account portfolio by building/maintaining strong trusted relationships with account partners and internal Marriott partners that are accountable for delivering against mutually defined account goals and KPIs, b) transforming and modernizing traditional and offline wholesale and leisure relationships to create efficiencies and improve content controls by taking advantage of new tools and technology, c) supporting B2B distribution strategy and developing Continent specific recommendations, and d) providing distribution strategy guidance and education to Continent stakeholders.
The position demonstrates advanced knowledge of job-relevant topics, systems and processes.
The Director, Distribution CALA is responsible for:
Executing the day-to-day delivery process of all related activities with an assigned OTA account portfolio including building/maintaining strong trusted relationships with clear accountability for executing defined account plans and achieving set KPIs.
Leading Marriott’s global wholesale strategy in CALA with focus on a) transforming and modernizing traditional and offline wholesale and leisure relationships to create efficiencies and improve content controls by taking advantage of new tools and technology
Supporting Marriott’s approach to CALA specific distribution strategy, partnership and negotiations, as required, with key third-party players in CALA in close cooperation and alignment with the Sr Director Distribution, CALA and RVP Sales & Distribution CALA.
Assisting the Sr Director, Distribution CALA with thought leadership for the development and execution of the CALA specific distribution relationships with GDS, Travel Agencies, Wholesalers, and Group Intermediaries.
Communicating approach to distribution strategy in CALA to stakeholders, both internal and external, creating executive-level strategy presentations, frequently in the form of high-quality PowerPoint presentations.
The position demonstrates advanced knowledge of job-relevant topics, systems and processes in order to pull-through assigned tasks.
This position may be remote or based from a Marriott office, depending on candidate’s location. Will work in EST time zone.
<25% US and international travel.
Education and Experience Required
4-year degree from an accredited university in Business Administration, Hospitality Management, or related major and 6+ years of relevant professional experience in a related function, demonstrating progressive career growth and patterns of exceptional performance
Experience managing and defining transformational strategies for business units.
Demonstrated ability to deliver results under difficult conditions, particularly when faced with complexity and ambiguity.
Selected candidate must be fluent in both written and spoken English and Spanish
Strong account management, negotiating and influencing skills
Ability to work well within all levels of the organization, especially internal and external senior management
Education and Experience Preferred
Ability to manage complex account relationships, develop/execute focused account plans, and manage large scale account implementation projects in cooperation with subject matter experts in HQ and Continents
Fluent in written and spoken Portuguese a plus
CORE WORK ACTIVITIES
Leading the day-to-day relationship with assigned account portfolio
Builds/maintains strong trusted relationship with assigned account portfolio
Develops detailed account plans, establishes KPIs and measures success against those KPIs
Cooperates very closely with the global distribution account management team to establish framework for regional execution of defined account strategies
Establishes metrics with each assigned account to actively enhance the visibility of Marriott hotels to drive desired revenue in alignment with the principles of Marriott’s Global Distribution Strategy
Actively seeks and leverages OTA marketing opportunities to increase visibility of Marriott hotels where desirable and in alignment with the principles of Marriott’s Global Distribution Strategy
In partnership with immediate supervisor, develop and execute a centralized commercial and contracts strategy with defined wholesale and leisure accounts, including prioritizing accounts to be technology enabled, and establish bi-lateral technology investment and commitments
Works closely with Continent leadership teams to drive compliance of local wholesale contracts and distribution control
Cooperates with Director Connectivity CALA, Senior Director Channel Operations and Support CALA, and Centralized Travel Agent Commission Processing teams to establish framework for operational excellence, KPIs and scalable approach for account specific operational execution (Direct Connect, content, images, payments, commission payments etc.)
Engage intermediaries to enhance customer acquisition
Cooperates with the loyalty and digital marketing team, increases knowledge about customers booking through intermediaries and executes developed targeting programs.
Cooperates with the broader distribution team to explore and test strategic initiatives that could turn into self-sustainable programs with the goal to acquire new loyalty members through selected intermediary partners
Foster business development
Supports Sr Director, Distribution CALA in identifying and pioneering new innovative commercial relationships and services with distribution partners to further Marriott’s competitive position in CALA, including furthering Marriott’s long-tail distribution in CALA
Assists Sr Director, Distribution CALA in strategy formulation and initiatives to inform CALA’s specific approach to distribution strategy in alignment with enterprise-wide distribution strategy
Creates executive-level strategy presentations, frequently in the form of high-quality PowerPoint presentations
Presents strategies and recommendations to senior-level audiences and stakeholders, both internal and external
Seeks cooperation with the Global Sales Organization, where applicable
Managing Projects and Priorities
Functions as a strategic senior technical expert within the department.
Develops specific goals and plans to prioritize, organize, and accomplish work.
Champions leaders’ vision for product and service delivery.
Makes and executes the necessary decisions to keep moving forward toward achievement of goals.
Provides direction and assistance to other teams regarding projects.
Determines priorities, schedules, plans and necessary resources to promote completion of any projects on schedule.
Analyzes information and evaluates results to choose the best solution and solve problems.
Reviews vendor proposals and selects appropriate vendor for services/technologies/hardware.
Thinks creatively and practically to develop, execute and implement new project plans.
Generates and provides accurate and timely results in the form of reports, presentations, etc.
Plans, develops, implements, and evaluates the quality of operations.
Delivering on the Needs of Key Stakeholders
Understands and meets the needs of key stakeholders.
Communicates concepts in a clear and persuasive manner that is easy to understand.
Demonstrates an understanding of business priorities.
Supports achievement of performance goals, budget goals, team goals, etc.
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.
Demonstrates advanced knowledge of function-specific procedures.
Applies knowledge/judgment to achieve business goals.
Foresees, identifies and resolves problems.
Keeps up-to-date technically and applies new knowledge to job.
Performs other reasonable duties as required for this position.
California Applicants Only: The salary range for this position is $107,850.00 to $239,250.00 annually.
Colorado Applicants Only: The salary range for this position is $107,850.00 to $217,498.00 annually.
New York City & Westchester County, NY Applicants Only: The salary range for this position is $130,500.00 to $239,250.00 annually.
Washington Applicants Only: The salary range for this position is $107,850.00 to $239,250.00 annually. In addition to the annual salary, the position will be eligible to receive an annual bonus and restricted stock units/stock grants. Employees will accrue 0.4616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.
All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.
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. Marriott International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law.
Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?
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