Sr. Director, Distribution, Greater China

JOB SUMMARY

The global distribution landscape in the lodging industry continues to expand and become more complex, and Marriott International recognizes the importance of the continued development and execution of a comprehensive channel distribution strategy with specific focus on the nuanced business needs of our global hotels portfolio.

The Senior Director, Distribution Greater China (GC) manages a team of direct reports and is responsible for:

Leading the execution of the GC specific cross-channel distribution strategy in alignment with Marriott’s enterprise-wide distribution strategy and in close cooperation with Continent discipline leaders in Revenue Management, Loyalty, Sales, Partnerships, Marketing and Operations with focus on pulling through (i) assigned global distribution initiatives, and (ii) strategies with unique GC distribution players. Leading the GC distribution team with the goal to drive clear accountability for executing defined account plans and achieving set KPIs with assigned account portfolio, such as , , Expedia, Agoda, etc. Supporting Marriott’s approach to partnership and negotiations with key distribution players in close cooperation and alignment with the VP, Global Channel Distribution + GDS Providing strategic direction and thought leadership for the development and execution of the GC specific distribution relationships with GDS, Travel Agencies, Wholesalers, and Group Intermediaries. Communicating approach to distribution strategy in GC to senior-level audiences and stakeholders, both internal and external, creating executive-level strategy presentations, frequently in the form of high-quality PowerPoint presentations.

Functions as the strategic business leader of the area. Continuously improves department, program, team, and job structures and ensures clear leadership accountabilities are in place. Works with direct reports and peers to develop and implement strategies and goals. Makes and executes the necessary decisions to keep team moving forward toward achievement of goals. Provides direction and assistance to other teams regarding projects. Thinks creatively and practically to develop, execute, and implement new plans or programs. Sets goals and expectations for direct reports using the performance review process and holds staff accountable for performance goals.

CANDIDATE PROFILE 

Education and Experience 

10+ years’ experience in the hospitality industry, demonstrating progressive career growth and a pattern of exceptional performance AND 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major OR  12+ years of relevant professional experience in related function, demonstrating progressive career growth and pattern 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. Demonstrated ability of strong negotiation and influencing skills. Demonstrated ability to develop and apply strategic frameworks to help a) guide/develop direction of, and b) establish KPIs to measure efficiency and success of OTA and Wholesale relationships.  Previous experience creating a positive team dynamic and managing and motivating a diverse multi-cultural team. Demonstrated experience working well within all levels of the organization, especially internal and external senior management. Fluent in oral and written communication in English is required. Fluent in oral and written communication in Mandarin is highly preferred but not required.

CORE WORK ACTIVITIES 

Leading the Execution of the GC Specific Distribution strategy in Alignment with Enterprise-wide Umbrella Strategy 

Leads developing and continuously adapting Marriott Distribution strategy: Radically differentiates direct channels, drive direct bookings: Pull-through of established Direct Channel benefits and pioneers development of GC specific Direct Channel benefits and programs where applicable.  Engages intermediaries to enhance customer acquisition: Cooperates with the loyalty and digital marketing team, increases knowledge about customers booking through intermediaries and establish powerful targeting programs. Socializes/leads implementation of enterprise-wide developed strategies/metrics: Champions the implementation of dashboards measuring progress against GC specific Distribution Strategy KPIs such as direct channel goals. Fosters the adoption of direct channel marketing tactics/tools: Works very closely with the Continent digital marketing leader to a) implement direct channel benefits in digital marketing messages/retargeting campaigns, b) reach defined shoppers with targeted offers and c) increase hotels’ engagement/usage of direct channel marketing tools. Addresses opportunity and risks with GC specific digital players: Actively participates in work tracks, project teams and takes the lead where assigned to help to drive strategic decisions and execution plans in alignment across disciplines including Sales, Revenue Management, Loyalty, Partnerships, and Operations. Leads development and delivery of communications to Senior Executives on Global Distribution Strategy and specific tactics/ initiatives.

Co-creating Marriott’s Approach to Partnership and Negotiations with Key OTAs, TMCs, Consortias, and Travel Agencies

Participates in the development of negotiation objectives, strategy, and approach for upcoming negotiations with Continent specific OTA players in close cooperation with VP, Global Channel Distribution + GDS. Collects feedback from the GC leadership team and builds support for negotiation objectives, strategy, and approach with leadership teams as appropriate to gain support and alignment.  Successfully conducts/completes assigned negotiations with regional players within pre-defined overall negotiation objectives. Actively seeks opportunities to strike new distribution deals when strategically relevant and in alignment with enterprise-wide distribution strategy. Manages and coordinates strategic initiatives related to distribution layers in GC.

Leading the Distribution Team in GC 

Leads the GC Distribution account management team with the goal to drive clear accountability for executing defined account plans and achieving set KPIs. Builds/maintains trusted relationships with key distribution partners, including the Sr. Director, Strategic & Emerging Channels GC. Attends business review meetings as appropriate. Delivers account updates to senior management (HQ and Continents) as needed. Leads strategy and execution of strategic meetings between OTA/Metasearch and Marriott senior executives. Holds GC distribution account management team accountable for developing/implementing global account plans in cooperation with North America, CALA, EMEA, and APEC account management teams where applicable. Seeks cooperation with GSO and Continent Area teams where applicable.

Managing Projects and Priorities

Develops specific goals and plans to prioritize, organize, and accomplish work for self and direct reports. Provides direction and assistance to other teams regarding projects. Determines priorities, schedules, plans and necessary resources to ensure completion of any projects on schedule. Analyzes information and evaluates results to choose the best solution and solve problems. Thinks creatively and practically to develop, execute, and implement new plans or programs. Generates and provides accurate and timely results in the form of reports, presentations, etc. Plans, develops, implements, and evaluates the quality of the teams’ operations. Provides recommendations to improve the effectiveness of processes or programs. Understands and meets the needs of key stakeholders. Supports achievement of performance goals, budget goals, team goals, etc.

Leading Discipline Team

Champions leaders’ vision for product and service delivery. Works with direct reports and peers to develop and implement strategies and goals. Communicates a clear and consistent message regarding goals to produce desired results. Makes and executes the necessary decisions to keep team moving forward toward achievement of goals. Provides targeted and timely communication of results, achievements and challenges to direct reports, peers, and leaders.

Managing and Conducting Human Resources Activities

Interviews and hires employees. Promotes the fair and equitable treatment of employees. Facilitates regular, ongoing communication in department (., staff meetings). Fosters employee commitment to providing excellent service, participates in daily stand-up meetings and models desired service behaviors in all interactions with customer and employees. Incorporates customer satisfaction as a component of staff/operations meetings with an emphasis on generating innovative ways to continually improve results. Sets goals and expectations for direct reports using the performance review process and holds staff accountable for performance goals. Solicits employee feedback. Utilizes an “open door policy” and reviews employee satisfaction results to identify and address employee problems or concerns Promotes adherence to policies consistently, follows disciplinary procedures and documents items according to Standard and Local Operating

Procedures (SOPs and LSOPs) and supports the Peer Review Process.

Conducts annual performance appraisal with direct reports according to Standard Operating Procedures. Champions change ensures brand and regional business initiatives are implemented and communicates follow-up actions to team as necessary. Identifies talents of direct reports and their teams and assists with their growth and development plans.

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.

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