Director Sales Franchise Support

Mexico City - Mexico

Monthly Salary: Not Disclosed

Posted on: 17 hours ago

Vacancies: 1 Vacancy

Job Summary

Description

JOB SUMMARY

The Director Commercial Franchise Support (CALA) is a key member of the CALA Commercial Franchise Support and CALA Owner & Franchise Services Team. This position is tasked with identifying opportunities to improve commercial performance for all franchise hotels in CALA in any tier or segment and providing support in multiple languages. The Director provides insights to Franchise Management Company Principals & General Managers on leveraging Marriott systems and programs by recommending revenue management strategies sales loyalty and marketing tactics and additional services to drive performance. The Director will support the design and implementation of key initiatives programs and standards as well as influence franchise hotels to adhere to certain services where applicable and assist in shaping new resources processes and solutions across various disciplines and stakeholders within Marriott Global and Continent teams.

CANDIDATE PROFILE

Education and Experience

2-year degree from an accredited university in Business Administration Finance and Accounting Economics Mathematics Statistics Hotel and Restaurant Management or related major; 6 years experience in revenue management sales and marketing or related professional area.

4-year bachelors degree in business administration Finance and Accounting Economics Hotel and Restaurant Management or related major.

4 years experience in revenue management sales and marketing or related professional area.

A minimum of 3 years of leadership experience

Strong relationship management strategic planning communication and analytical skills

Strong knowledge of financial analysis quantitative analysis and statistical tools

Ability to interface with operations research and systems professionals to develop/refine decision support systems

Multi brand lodging/hospitality industry experience is preferred

Excellent demonstrated analytical ability with experience in solving real-life business problems

Good organizational and time management skills and proven ability to handle multiple projects/initiatives

Knowledge of Marriotts systems (e.g. MARSHA MRDW One Yield MarRFP Opera PMS) preferred

Excellent project management skills with ability to independently manage multiple projects

Ability to communicate deadlines and project requirements clearly and concisely

Excellent interpersonal and written and oral communication skills as well as public speaking

Fluency in English & Spanish is required & Portuguese is highly preferred

Ability to work as a team member to achieve results in a teamwork environment

Ability to take large volumes of complex information and present it to Senior Management in a clear concise and complete manner to facilitate executive decision making

CORE WORK ACTIVITIES

Leadership

Is the main point of contact for Above Property Commercial & Principal leaders of Franchise Properties and Franchise Management Companies and Owners for Sales Distribution Marketing and Revenue Management discipline support across multiple segments and geographies and in multiple languages.

In partnership with the Sr Director Commercial Franchise Services (CALA) works with Continental & Headquarters teams to support system implementation and rollout plans that result in adoption of Marriott systems and tools by Franchise hotels.

Partners with the CALA OFS Team Continent and Brand Teams as well as Discipline Leaders and VP of Owner/Franchise Services to optimize Revenue Management Sales Distribution Loyalty and Marketing coverage for the portfolio of hotels across multiple segments and geographies with diverse discipline infrastructures.

Identifies initiatives to maximize franchise commercial performance.

Collaborates with the Senior Director Commercial Franchise Support (CALA) in being the point of contact for partner areas including but not limited to Global Sales Systems Support RM Advisory Services (RMAS) Revenue Management Plus Services Field Marketing and Legal etc.

Has a strong understanding of Marriotts approach to franchise support and is able to effectively minimize risk to the enterprise.

Effectively engages with Sr Leaders and Franchise Principals to gain buy in to support Marriott policies initiatives and recommendations.

Leads ad hoc Account Reviews with selected properties or Franchise Management Companies across multiple segments and geographies and either in Spanish or English to address key performance opportunities and/or as a response to owner Franchise Management Company or property escalations

Designs implements and leads a recurring training program to address key performance opportunities within the CALA franchised portfolio. Partners effectively with Senior Director Commercial Franchise Support to identify key needs and with discipline leaders and support teams to develop content structure learning sessions and identify priority Franchise Management Companies and properties across multiple segments and geographies or Key Performance Indicators of interest for the Marriott Continent Team.

Ensures training initiatives are executed with clarity drive adoption of Marriott systems and standards and may extend offerings to additional properties to strengthen commercial performance across the region.

Drive For Results

Evaluates revenue performance for the franchise portfolio across multiple segments and geographies and recognizes opportunity areas. Identifies underlying causes of performance issues and develops plans to address with the appropriate franchise management company or OFS Account Executive.

Uncovers areas where Marriott tools and resources are not being leveraged by franchise management companies or specific franchise properties across multiple segments and geographies potentially leading to missed revenue opportunity; navigates Marriotts internal organization to pair need with solution.

Influences alignment on revenue maximization strategies; influences decisiveness with Sales Distribution Loyalty Marketing & Revenue Management decision makers within franchise management company in multiple languages.

Facilitates effective performance reviews in multiple languages; shares relevant information to help franchise management companies understand and support key Marriott objectives. Identifies success factors for portfolio of hotels and provides direction for achieving them.

Influences the adoption of franchise on the evolution of strategies and focus areas in group & transient strategy for portfolio including but not limited to concepts like system adoption and pull through of system enhancements & process changes.

Leads the development and implementation of automated reporting solutions that deliver clear datadriven recommendations for franchised properties across multiple segments and geographies. Demonstrates strong analytical acumen to enhance portfolio performance collaborating effectively with global and continent partners to ensure adoption and driving results by expanding the teams ability to provide timely insightsbased support across the CALA franchise portfolio.

Partners with Senior Director Commercial Franchise Support in the planning execution and implementation of Market Workshops to address key opportunities identified in the franchised portfolio. These are to be delivered in multiple languages.

Manage Execution

Partners with the VP Owner/Franchise Services and Senior Director Franchise Commercial Support to resolve any conflicts.

Develops portfolio/management company revenue objectives and action plans which align the highest common revenue opportunities between the franchise management company and Marriott International across multiple segments and geographies. Identifies the highest impact opportunity areas for to pull through.

Contributes insights into the prioritization of systems programs tools and decision-making support resources; balances this perspective with an understanding of system wide priority and opportunity.

Seeks effective ways to support Owner/Franchise Services Team with focus on the highest opportunity revenue across all geographies segments and portfolios and in multiple languages; solicits feedback conducts measurement of progress and adjusts course as necessary to meet this objective.

Shares key insights related to market business environments both internally and externally. Identifies performance gaps of hotels and provide strategic and mitigating advice for solutions.

Provide pre-opening and conversion support by partnering with the Preopening and Transition Teams to ensure effective pricing and revenue strategies are in place prior to hotel opening; then monitors new hotel ramp up and provides framework and support for ramp performance objectives to be met and exceeded.

Prepares and delivers presentations in multiple languages that are tailored to the unique opportunity areas for specific portfolio of hotels highlighting top opportunity areas and driving for agreement on next steps and measurement.

Approaches portfolio/account reviews and interactions with franchise principals and GMs as an opportunity to impart critical thinking acumen; shares best practices for maximizing revenue.

Develops and uses systems to organize account plans strategies pull through performance updates on key metrics.

Monitors and enforces compliance of standards for managing inventory executing pricing and sales strategies.

Supports the implementation and execution of Executive Excellence Programs in multiple languages to contribute to the onboarding of new-to-Marriott owners Franchise Management Companies or stakeholders by elevating their understanding of the company our processes how to better leverage our tools and systems and provide a guided introduction to improve ramp up performance and fee generation for the company.

Other

Performs other duties as assigned by management

Position may require up to 65% Travel

Complies with Marriott CALA Regional Office policies and procedures

MANAGEMENT COMPETENCIES

Leadership

Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities; and communicates both the reasons for change and how it impacts the workplace.

Communication - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner; appropriately interprets verbal and non-verbal behavior; and models active listening to ensure understanding.

Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts identifying and evaluating alternatives and their implications before making decisions and involving and gaining agreement from others when making key decisions.

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.

Managing Execution

Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.

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.

Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements for self and/or others to accomplish goals and ensure work is completed.

Building Relationships

Coworker Relationships - Interacts with others in a way that builds openness trust and confidence in the pursuit of organizational goals and lasting relationships.

Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the companys 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.

Generating Talent and Organizational Capability

Organizational Capability - Evaluates and adapts the structure of team assignments and work processes to best fit the needs and/or support the goals of an organizational unit.

Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach team business and administrative challenges.

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.

Revenue Management - Knowledge of revenue management concepts processes and strategies such as average daily rate revenue per available room sales cycles and trends account management pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports.

Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.

Research - Skill in collecting information from a variety of sources relating to market data historical cycles travel and tourism trends and real estate market dynamics. The ability to know when to seek additional information and where to look to find it.

Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually in order to maximize revenue/profit across all segments.

Computer Skills - The willingness to learn and ability to use computer systems and software packages to input access modify store or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard mouse or trackball.

Economics and Finance - Knowledge of economic principles and practices P&L statements operating budgets forecasting and scheduling and the reporting of financial data.

Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing promoting and selling products or services as well as marketing strategies and tactics.

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

Basic Computer Skills - Uses basic computer hardware and software (e.g. personal computers word processing software Internet browsers etc.).

Mathematical Reasoning - Demonstrates ability to add subtract multiply or divide quickly correctly and in a way that allows one to solve work-related issues.

Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.

Writing - Communicates effectively in writing as appropriate for the needs of the audience.

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 greatest strength lies in the rich blend of culture talent and experiences of our are committed to non-discrimination on any protected basis including disability veteran status or other basis protected by applicable law.

Required Experience:

Director

DescriptionJOB SUMMARYThe Director Commercial Franchise Support (CALA) is a key member of the CALA Commercial Franchise Support and CALA Owner & Franchise Services Team. This position is tasked with identifying opportunities to improve commercial performance for all franchise hotels in CALA in any t...

Description

JOB SUMMARY

CANDIDATE PROFILE

Education and Experience

2-year degree from an accredited university in Business Administration Finance and Accounting Economics Mathematics Statistics Hotel and Restaurant Management or related major; 6 years experience in revenue management sales and marketing or related professional area.

4-year bachelors degree in business administration Finance and Accounting Economics Hotel and Restaurant Management or related major.

4 years experience in revenue management sales and marketing or related professional area.

A minimum of 3 years of leadership experience

Strong relationship management strategic planning communication and analytical skills

Strong knowledge of financial analysis quantitative analysis and statistical tools

Ability to interface with operations research and systems professionals to develop/refine decision support systems

Multi brand lodging/hospitality industry experience is preferred

Excellent demonstrated analytical ability with experience in solving real-life business problems

Good organizational and time management skills and proven ability to handle multiple projects/initiatives

Knowledge of Marriotts systems (e.g. MARSHA MRDW One Yield MarRFP Opera PMS) preferred

Excellent project management skills with ability to independently manage multiple projects

Ability to communicate deadlines and project requirements clearly and concisely

Excellent interpersonal and written and oral communication skills as well as public speaking

Fluency in English & Spanish is required & Portuguese is highly preferred

Ability to work as a team member to achieve results in a teamwork environment

Ability to take large volumes of complex information and present it to Senior Management in a clear concise and complete manner to facilitate executive decision making

CORE WORK ACTIVITIES

Leadership

Is the main point of contact for Above Property Commercial & Principal leaders of Franchise Properties and Franchise Management Companies and Owners for Sales Distribution Marketing and Revenue Management discipline support across multiple segments and geographies and in multiple languages.

In partnership with the Sr Director Commercial Franchise Services (CALA) works with Continental & Headquarters teams to support system implementation and rollout plans that result in adoption of Marriott systems and tools by Franchise hotels.

Partners with the CALA OFS Team Continent and Brand Teams as well as Discipline Leaders and VP of Owner/Franchise Services to optimize Revenue Management Sales Distribution Loyalty and Marketing coverage for the portfolio of hotels across multiple segments and geographies with diverse discipline infrastructures.

Identifies initiatives to maximize franchise commercial performance.

Collaborates with the Senior Director Commercial Franchise Support (CALA) in being the point of contact for partner areas including but not limited to Global Sales Systems Support RM Advisory Services (RMAS) Revenue Management Plus Services Field Marketing and Legal etc.

Has a strong understanding of Marriotts approach to franchise support and is able to effectively minimize risk to the enterprise.

Effectively engages with Sr Leaders and Franchise Principals to gain buy in to support Marriott policies initiatives and recommendations.

Leads ad hoc Account Reviews with selected properties or Franchise Management Companies across multiple segments and geographies and either in Spanish or English to address key performance opportunities and/or as a response to owner Franchise Management Company or property escalations

Designs implements and leads a recurring training program to address key performance opportunities within the CALA franchised portfolio. Partners effectively with Senior Director Commercial Franchise Support to identify key needs and with discipline leaders and support teams to develop content structure learning sessions and identify priority Franchise Management Companies and properties across multiple segments and geographies or Key Performance Indicators of interest for the Marriott Continent Team.

Ensures training initiatives are executed with clarity drive adoption of Marriott systems and standards and may extend offerings to additional properties to strengthen commercial performance across the region.

Drive For Results

Evaluates revenue performance for the franchise portfolio across multiple segments and geographies and recognizes opportunity areas. Identifies underlying causes of performance issues and develops plans to address with the appropriate franchise management company or OFS Account Executive.

Uncovers areas where Marriott tools and resources are not being leveraged by franchise management companies or specific franchise properties across multiple segments and geographies potentially leading to missed revenue opportunity; navigates Marriotts internal organization to pair need with solution.

Influences alignment on revenue maximization strategies; influences decisiveness with Sales Distribution Loyalty Marketing & Revenue Management decision makers within franchise management company in multiple languages.

Facilitates effective performance reviews in multiple languages; shares relevant information to help franchise management companies understand and support key Marriott objectives. Identifies success factors for portfolio of hotels and provides direction for achieving them.

Influences the adoption of franchise on the evolution of strategies and focus areas in group & transient strategy for portfolio including but not limited to concepts like system adoption and pull through of system enhancements & process changes.

Leads the development and implementation of automated reporting solutions that deliver clear datadriven recommendations for franchised properties across multiple segments and geographies. Demonstrates strong analytical acumen to enhance portfolio performance collaborating effectively with global and continent partners to ensure adoption and driving results by expanding the teams ability to provide timely insightsbased support across the CALA franchise portfolio.

Partners with Senior Director Commercial Franchise Support in the planning execution and implementation of Market Workshops to address key opportunities identified in the franchised portfolio. These are to be delivered in multiple languages.

Manage Execution

Partners with the VP Owner/Franchise Services and Senior Director Franchise Commercial Support to resolve any conflicts.

Develops portfolio/management company revenue objectives and action plans which align the highest common revenue opportunities between the franchise management company and Marriott International across multiple segments and geographies. Identifies the highest impact opportunity areas for to pull through.

Contributes insights into the prioritization of systems programs tools and decision-making support resources; balances this perspective with an understanding of system wide priority and opportunity.

Seeks effective ways to support Owner/Franchise Services Team with focus on the highest opportunity revenue across all geographies segments and portfolios and in multiple languages; solicits feedback conducts measurement of progress and adjusts course as necessary to meet this objective.

Shares key insights related to market business environments both internally and externally. Identifies performance gaps of hotels and provide strategic and mitigating advice for solutions.

Provide pre-opening and conversion support by partnering with the Preopening and Transition Teams to ensure effective pricing and revenue strategies are in place prior to hotel opening; then monitors new hotel ramp up and provides framework and support for ramp performance objectives to be met and exceeded.

Prepares and delivers presentations in multiple languages that are tailored to the unique opportunity areas for specific portfolio of hotels highlighting top opportunity areas and driving for agreement on next steps and measurement.

Approaches portfolio/account reviews and interactions with franchise principals and GMs as an opportunity to impart critical thinking acumen; shares best practices for maximizing revenue.

Develops and uses systems to organize account plans strategies pull through performance updates on key metrics.

Monitors and enforces compliance of standards for managing inventory executing pricing and sales strategies.

Supports the implementation and execution of Executive Excellence Programs in multiple languages to contribute to the onboarding of new-to-Marriott owners Franchise Management Companies or stakeholders by elevating their understanding of the company our processes how to better leverage our tools and systems and provide a guided introduction to improve ramp up performance and fee generation for the company.

Other

Performs other duties as assigned by management

Position may require up to 65% Travel

Complies with Marriott CALA Regional Office policies and procedures

MANAGEMENT COMPETENCIES

Leadership

Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities; and communicates both the reasons for change and how it impacts the workplace.

Communication - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner; appropriately interprets verbal and non-verbal behavior; and models active listening to ensure understanding.

Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts identifying and evaluating alternatives and their implications before making decisions and involving and gaining agreement from others when making key decisions.

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.

Managing Execution

Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.

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.

Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements for self and/or others to accomplish goals and ensure work is completed.

Building Relationships

Coworker Relationships - Interacts with others in a way that builds openness trust and confidence in the pursuit of organizational goals and lasting relationships.

Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the companys 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.

Generating Talent and Organizational Capability

Organizational Capability - Evaluates and adapts the structure of team assignments and work processes to best fit the needs and/or support the goals of an organizational unit.

Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach team business and administrative challenges.

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.

Revenue Management - Knowledge of revenue management concepts processes and strategies such as average daily rate revenue per available room sales cycles and trends account management pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports.

Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.

Research - Skill in collecting information from a variety of sources relating to market data historical cycles travel and tourism trends and real estate market dynamics. The ability to know when to seek additional information and where to look to find it.

Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually in order to maximize revenue/profit across all segments.

Computer Skills - The willingness to learn and ability to use computer systems and software packages to input access modify store or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard mouse or trackball.

Economics and Finance - Knowledge of economic principles and practices P&L statements operating budgets forecasting and scheduling and the reporting of financial data.

Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing promoting and selling products or services as well as marketing strategies and tactics.

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

Basic Computer Skills - Uses basic computer hardware and software (e.g. personal computers word processing software Internet browsers etc.).

Mathematical Reasoning - Demonstrates ability to add subtract multiply or divide quickly correctly and in a way that allows one to solve work-related issues.

Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.

Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Required Experience:

Director

Key Skills

Business Development
Sales Experience
Direct Sales
Marketing
SAAS
Hotel Experience
Management Experience
Revenue Management
Salesforce
Sales Management
Enterprise Sales
negotiation

Apply Now

About Company

Marriott Hotels Resorts

At Le Méridien, we are inspired by the era of glamorous travel, celebrating each culture through the distinctly European spirit of savouring the good life. Our guests are curious and creative, cosmopolitan culture seekers that appreciate moments of connection and slowing down to savou ... View more

View Profile View Profile

AI AutoApply

Apply to 100+ jobs with one click