JOB SUMMARY
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 Distribution oversees Marriott’s approach to channel strategy, partnerships, account management, and commercial relationships as it relates to OTAs, Digital platforms, Wholesale, and other B2C and B2B segment strategies. As part of Marriott’s Distribution team, the Director, Distribution Greater China reports directly to the Sr. Director, Distribution – Greater China, and will also collaborate closely with and received guidance from the Sr. Director, Strategic and Emerging Channels – Greater China.
The Director, Distribution Greater China is responsible for:
- Executing the day-to-day delivery process of all related activities with an assigned channel account portfolio including building/maintaining strong trusted relationships with clear accountability for executing defined account plans and achieving set KPIs.
- Supporting Marriott’s approach to Greater China specific distribution strategy, partnership and negotiations, as required, with key third-party players in close cooperation and alignment with Distribution leadership in Greater China.
- Communicating distribution strategy approach to stakeholders, both internal and external, creating executive-level strategy content, frequently in the form of high-quality PowerPoint presentations.
- Assisting with thought leadership for the development and execution of the Greater China specific distribution relationships with Commerce/Social platforms, OTAs, and other segments and programs, as required.
CANDIDATE PROFILE
Education and Experience
- 8+ years’ experience in the hospitality industry, demonstrating progressive career growth and a pattern of exceptional performance AND
- 8+ years’ experience in similar positions with focus on strategic account management, business development, sales & marketing and/or revenue management.
- 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major OR
- 10+ years of relevant professional experience in a related function, demonstrating progressive career growth and patterns of exceptional performance
- Candidate must be fluent (written and verbal) in English and Mandarin
- Experience managing and defining transformational strategies for business units.
- Demonstrated ability to deliver results under difficult conditions, particularly when faced with complexity and ambiguity.
- Passion for sales excellence and business development
- Strong account management, negotiating and influencing skills
- 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
- Ability to work well within all levels of the organization, especially internal and external senior management
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
- Works closely with Continent leadership teams to achieve commercial performance goals and drive compliance of distribution strategies
- Cooperates very closely with the global distribution account management team to establish framework for regional execution of defined account strategies (Examples: Ctrip, Meituan, and other B2C and B2B channels)
- 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
- Cooperates with other Disciplines, such as Connectivity and Channel Operations & Support teams, to establish framework for operational excellence, KPIs and scalable approach for operational execution (Rate parity, Direct Connect, content, payments, etc.)
- Strategically leverages OTA marketing opportunities to increase visibility of Marriott hotels where desirable and in alignment with the principles of Marriott’s Global Distribution Strategy
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 Greater China in identifying and pioneering new innovative commercial relationships and services with distribution partners to further Marriott’s competitive position in Greater China, including furthering Marriott’s long-tail distribution in Greater China
- Assists Sr Director, Distribution Greater China in strategy formulation and initiatives to inform Greater China’s specific approach to distribution strategy in alignment with enterprise-wide distribution strategy across all segments
- 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
- Sees cooperation with the Global Sales Organization, Revenue Management, Loyalty, Operations, and other disciplines, 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.
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.