Director, Commercial, Greater China

This is a bench position designed to provide mobilized support to above-property regional commercial functions, adapting to changing business needs and priorities. The ideal candidate will demonstrate a strong ability to work in dynamic environments, manage multiple priorities, and travel extensively.

Thisrole supports Senior Director of Commercial to function as the strategic business leader for multiple areas during transition phase, driving top line commercial and RevPAR Index performance covering Distribution, Marketing, Digital, and Loyalty, with a special focus on Sales, Revenue Strategy or Marketing. This role oversees the execution of strategic commercial direction and monitoring performance of the areas.

The role is responsible for ensuring hotels to execute the defined commercial strategy covering all segments and channels to maximize total revenue and profit performance as well as RevPAR Index penetration. This role will drive the planning and execution of the commercial strategy and activity through the support of the property and Revenue Strategy & Analysis, Sales, Marketing, Digital, Loyalty and other above-property disciplines through working effectively with their Area Team colleagues.

CANDIDATE PROFILE

Education and Experience

Required

• High school diploma or equivalent
• 8+ years’ progressive work experience in the hotel industry with focus on Sales, Revenue or Marketing
• Fluent in oral and written communication in Chinese (Mandarin)
• Willingness to travel extensively

Preferred

• Experiences in develop and implement successful Sales, digital and distribution strategies. Mastery of both the technical and strategic functions of Revenue Management (Inventory Management, Revenue Analysis, Business Evaluation and Market Strategy).
• Strong associate customer and owner relations skills, fosters trust and builds influence through strong relationships.
• Strong leadership, analytical, organization, decision-making, problem-solving, consensus building, conflict management, change management, and priority management. High level of integrity and professionalism.

CORE WORK ACTIVITIES

Overall

• Provides expertise and support to above-property regional commercial functions and hotel leaders in the development and execution of the hotel’s commercial plan. Supports property teams in revenue management, sales, marketing, reservation, digital and loyalty.
• Provides input and guidance in the setting of commercial targets, RevPAR and total sales budgets, and other Key Performance Indicators.
• Assist in the development of key company-wide initiatives by providing timely and detailed feedback, as well as commitment and support.
• Ensures effective manning is in place across Revenue, Marketing and Digital disciplines.
• Endorses and ensures all Marriott compliance policies are adhered to.

Sales & Distribution (Focused):

• Provides sales directions for all levels of hotel, group, and catering sales staff and operations departments as necessary. Supports the development of every property annual sales plan to drive revenue through all sales channels.
• Is responsible for annual pricing process (RFP and RFI) and group contracts for all hotels in responsible areas
• Serves as SME on sales processes (Sales Transformation, PDPs, PSRs, 360s, and Market Sales Assessments) and contracts. Provides final approval on business evaluation recommendations.
• Analyzes hotel market share reports and month end reports to make recommendations to maximize results in order to position and market each individual property.
• Is accountable for ensuring adherence to Marriott’s Global Distribution Policy & identifying and growing profitable channels, including channel business development.
• Provides input and feedback on the property proactive and reactive & Reservation Sales goal setting process and performance.
• Drives property Sales Systems and Programs adaptation and performance
• Engage with Owner and Asset Management on topics related to sales and distribution.
• Leverage Commercial Tools & Services, Sales & Distribution discipline expertise and support, as required.
• Leverage Commercial Tools & Services, leverage Revenue Strategy & Analytics discipline expertise and support, as required.
• Supports the development of Marketing & Digital strategy & plan to drive all marketing & digital channels in line with commercial strategy within their Area.
• Ensures appropriate marketing budgets are developed and allocated to drive required business segments and key programs such as PLUS.
• Oversees the property-based Marketing team to deliver on the key marketing and brand initiatives and commercial activities that support driving top-line revenue, digital share, segmental revenue, and loyalty.
• Works with Revenue team to develop a demand generation plan that leveraging continent led offers supported with robust marketing & digital activities to drive targeted awareness to capture demand within their Area.
• Supports the development of segmental marketing plan that supports R&B, Spa, and other ancillary revenue opportunities within their Area.
• Ensures active participation and support of the Field Marketing program and the necessary digital activities and tactics aligned to driving digital direct, segmental marketing and the attainment of overall digital performance.
• In partnership with Brand specialists, oversee the implementation of brand activation and programming plan to ensure brand experience is consistently brought to life and pulled through across all hotel sales, marketing, and on-property touch points.
• Leverage Commercial Tools & Services, leverage Marketing & Digital discipline expertise and support, as required.
• Market Sales, Property and Event Booking Center: - evaluates participation; Market Sales account deployment, monitors performance and leakage, roles and responsibilities at all levels to exceed budgeted targets.

Revenue Strategy (Focused):

• Leads the review process to help property teams identify trends and opportunities to maximize revenue for transient, group, and catering segments.
• Works closely with revenue teams to ensure proper strategies are in place to optimize total hotel revenue, including pricing strategy, mix management, inventory management strategies and business evaluation approaches that drive profitable revenue and RevPAR index and address General Manager, Area Leadership, or owner questions or concerns.
• Manages significant marketing budgets, transient and group room budgets, catering budgets, and administrative budgets. Assists in the development of the hotels’ yearly business planning including goal setting, business transient pricing, business plan development, and budgeting.
• Provides guidance to the development of the hotel’s pricing strategy to ensure the hotel is properly positioned in the market relative to brand, quality of product, and location. Ensures an appropriate positioned retail rate strategy which drives the pricing across all other segments and optimizes revenue and profit.
• Ensures non-retail segments are appropriately priced and positioned within the competitive set to optimize RevPAR and RevPAR index performance.
• Provides guidance to the hotel strategy team on tactics to adjust segment strategies to address underperforming or declining performance.
• Addresses hotel team with changes in forecasts to identify opportunities to address rate or volume strategies.
• Advocates system adoption and maximizes use of Marriott’s tools and resources.

Marketing & Digital:

• Leverages on market and economic trends to develop marketing strategies and tactics for the source market.
• Co-leads Digital Partners Marketing strategy especially Marriott & Alibaba Joint-venture to drive Regional performance and member acquisition

万豪国际给予所有应聘者公平机会。我们始终坚持打造多元化的员工团队，秉承包容、以人为本的文化。我们绝不歧视任何受保护人群，例如残疾和退伍军人，或适用法律规定的任何其他群体。

万豪国际集团是全球大型酒店企业，旗下拥有众多品牌和酒店，为员工提供丰富纷呈的发展和成功机会。从这里扬帆起航，发挥个人价值，追求人生目标，融入卓越国际团队，展现真我风采。