Senior Director, Commercial, North

This rolefunctions as the strategic business leader for the North region of hotels driving top line commercial and RevPAR Index performance covering Sales Distribution Revenue Strategy Marketing Digital and Loyalty. This role is accountable for the strategic commercial direction and performance of theNorth region.

The roleis responsible for ensuring hotelstohave a 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 Loyaltyand other above-propertydisciplines and through working effectively with their regional Team colleagues.

The role is key to seizing new strategic business opportunities through strong customer relations and works as an ambassador for the Company with our Owners and key stakeholders. The role ensures that commercial management strategies are set for all revenue streams and all resources and systems are used to their full potential to optimize the top line performance of the North region. Therole delivers support to property MI channels and distribution compliance.

CANDIDATE PROFILE

Education and Experience

• Degree from an accredited university in Business Administration SalesMarketing Finance Hospitality Management or related major
• 8 10 years progressive work experience in the hotel industry with focus on Revenue Management Sales and Marketing or related professional area.
• Fluent in oral and written communication in Chinese (Mandarin) and English.
• Willingness to travel frequently.

Preferred

• Knowledge and experience in developing strategic plans with experience in collaborating with wider disciplines including financial planning and budgeting is required.
• Demonstrated ability to develop and implement successful sales digital and distribution 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 analytical organization decision-making problem-solving consensus building conflict management change management and coaching skills. High level of integrity and professionalism.

CORE WORK ACTIVITIES

Overall

• Serves as the single point of contact for the Regional Vice President owner and asset manager in all aspects of regional commercial performance.
• Provides expertise and support to hotel leaders in the development and execution of the hotels commercial plan. Serves as the primary discipline leader for 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:

• Provides sales leadership 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.
• Serves as authority 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 Marriotts 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.
• Drive property Sales Systems and Programs adaptation and performance
• Market Sales Property and EBC: - evaluates participation; Market Sales account deployment monitors performance and leakage roles and responsibilities at all levels to exceed budgeted targets.
• Accountable for Owner and Asset Management engagement on topics related to sales and distribution.
• Leverages Commercial Tools & Services Sales & Distribution discipline expertise and support as required.
• 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
• Supports the development of Marketing & Digital strategy & plan to drive all marketing & digital channels in line with commercial strategy within the North region..
• 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 the North region.
• Supports the development of segmental marketing plan that supports R&B Spa and other ancillary revenue opportunities within the North region.
• 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.
• Leverages Commercial Tools & Services Marketing & Digital discipline expertise and support as required.

Marketing & Digital:

Loyalty:

• Supports the development of hotel Loyalty strategy.
• Supports the amplification of loyalty marketing campaigns and develops local activations by working closely with Operations to drive the hotel Loyalty KPIs
• Ensures hotels leverage member marketing channels and enrolment tools as appropriate and across the relevant hotel touchpoints (adopting a total hotel approach).
• Supports the pull-through of Global and Continent related loyalty marketing initiatives to drive program awareness and point activations.
• Leverages Commercial Tools & Services Loyalty discipline expertise and support as required.

Revenue Strategy:

• Lead 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 andaddress 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.
• Guides the development of the hotels 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 ontactics 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 Marriotts tools and resources.
• Leverages Commercial Tools & ServicesRevenueStrategy & Analyticsdiscipline expertise and support as required.

Stakeholder Management

• Develops and manages internal key stakeholder relationships works closely with the Regional Leadership Team and General Manager.
• Serves as the commercial touch point for owners and asset managers to address commercial Owner and Regiona Team Meetings presenting and providing hotel and market insights.
• Provides targeted and timely communication of results achievements and challenges to the stakeholders.
• Utilizes interpersonal and communication skills to lead influence and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity
• Leads mentors and develops a high-performing team fosters a collaborative environment that encourages creativity and innovation.