VP Commercial Performance, Luxury

JOB SUMMARY

The VP Commercial Performance Luxury is responsible for shaping influencing and guiding the enterprise-wide sales revenue and distribution strategy for Marriotts growing luxury portfolio. This position serves as the accountable leader of Headquarters-led efforts to improve the commercial performance of Marriotts Luxury hotel portfolio while ensuring that luxury-specific needs performance priorities and customer expectations are clearly represented differentiated and embedded across all commercial disciplines. This leader works closely with Continent leadership especially the Chief Commercial Officers in each continent to support continent-led efforts to drive commercial and customer performance and own initiatives that require cross-continent solutions.

The leader collaborates deeply with Commercial Services functions Digital Data and Technology Luxury and continent leadership teams to align strategies and translate enterprise goals into luxury-relevant action. This role partners with the VP Luxury Marketing to drive the development of commercial frameworks that elevate luxury brand equity optimize topline performance expand High-Net-Worth/Ultra High-Net-Worth customer engagement and strengthen owner and market confidence in Marriotts luxury leadership.

Success measures include:

• Growth in market share across the luxury portfolio
• Revenue performance vs. budget and competitive set including Net RevPAR to ensure that costs of acquisition and hotel profitability are factored into commercial results.
• Strengthened luxury brand equity and guest perceptions
• Effective representation of luxury needs in enterprise sales and revenue strategies
• Increased High-Net-Worth/Ultra High-Net-Worth customer acquisition and engagement globally

CANDIDATE PROFILE

Education and Experience Required

• 4-year degree from an accredited university in Business Marketing Hospitality or related major; MBA or advanced degree preferred
• 12 years of progressive leadership experience in strategy consulting finance sales marketing or revenue management ideally within luxury hospitality or premium consumer lifestyle sectors.
• Demonstrated track record of developing and executing transformational commercial strategies for global brands with measurable impact on growth competitive positioning and market performance.
• Proven ability to lead influence and collaborate effectively without direct authority in highly matrixed global organizations aligning enterprise continent and discipline teams to drive shared outcomes.

CORE WORK ACTIVITIES

• Define and guide a differentiated global luxury strategy that spans sales revenue management distribution and demand generation/customer acquisition to drive sustainable topline performance.
• Ensuring luxury needs insights and customer expectations are embedded into enterprise-wide strategies even without direct ownership of the corresponding disciplines.
• Partner with CCOs and Continent commercial leaders ensure alignment with prioritized initiatives and support continents accountability for luxury portfolio performance.
• Align with CCOs and Luxury President to prioritize then leverage the EPP process to gain funding and resource commitment for desired projects that will move KPIs.
• Build and maintain strong alignment across enterprise continent regional and discipline teams to ensure cohesive activation of luxury commercial priorities. Serve as the leader primarily accountable for global Luxury commercial performance at Headquarters.
• Translate enterprise commercial frameworks into clear luxury-specific guidance that supports consistent global execution while local tailoring.
• Advocate for revenue strategies including pricing segmentation distribution and premium rooms strategies that reflect the unique dynamics of the luxury segment.
• Partner with Revenue Management on premium rooms strategy forecasting segmentation and tools development.
• Influence development of commercial systems tools and techniques required to support luxury growth.
• Establish and communicate clear performance metrics and dashboards to monitor topline performance across brands markets and the luxury segment.
• Coordinate with Global Sales Organization (GSO) and continent teams to ensure global luxury sales strategies are cohesive consistently executed and reflective of luxury customer expectations.
• Identify unlock and nurture new strategic sales partnerships and high-value distribution channels tailored to luxury guest acquisition.
• Influence and partner with VP Luxury marketing on global marketing investment decisions to enhance luxury brands equity and commercial impact.
• Ensure luxury traveler insights are integrated into sales revenue and distribution evolution efforts.
• Lead the creation testing and roll out of clieteling efforts
• Shape strategies to accelerate acquisition of High-Net-Worth/Ultra High-Net-Worth travelers aligned with the global luxury clienteling agenda.
• Serve as a trusted strategic advisor to luxury brand leaders continent leadership teams and owners on sales priorities new opportunities and business risks.
• Communicate prioritization and progress during standing CCO monthly meeting.
• Promote a culture of experimentation agility and forward-thinking across the ecosystem.

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.