Senior Vice President, Global Sales

JOB SUMMARY

The Senior Vice President Global Sales is a pivotal figure within the Revenue & Technology executive team tasked with steering the Global Sales Organization on a worldwide scale. As the head of sales across Marriotts diverse brand portfolio the Senior Vice President Global Sales is responsible for crafting and implementing strategic sales and marketing initiatives across all segments and revenue streams. This includes driving market share growth and achieving superior business outcomes globally by engaging with current and potential accounts. Key responsibilities involve providing exceptional leadership to account segments in line with Sales & Marketing strategic priorities ensuring a strong return on invested capital (ROIC) for these segments and collaborating across the global organization to execute segment strategies for both new and existing accounts and brands. This role encompasses leadership over Business Travel Groups & Meetings Luxury and Leisure revenue streams. This role has oversight of B2B accounts across various segments including Corporate (Airline Entertainment Government and Sports) Association Group Intermediary Travel Management Companies (TMC)/Consortia Retail Travel Agencies and Tour Operators (Wholesale). Additionally the SVP oversees Account Sales Organizations in regions such as Europe Middle East & Africa and China. This position not only leads the sales efforts across various markets but also ensures alignment with the companys overall Sales & Marketing priorities. This position represents Marriott International and the lodging industry on key industry and association boards and committees.

CANDIDATE PROFILE

Education and Experience

Required

• 4-year bachelors degree in business administration marketing hotel and restaurant management or related major plus 4 years experience in the sales and marketing or related professional area.

• Recent experience and expertise in leading large global account teams in the corporate segment

• 15 total years of relevant hotel industry work experience demonstrating progressive career growth and a pattern of exceptional performance.

Preferred

• 10 years total years of strategic group segment leadership experience with proven results

• Graduate degree e.g. MBA or related degree

• Strong business and financial acumen; using forecasts to manage performance; evaluating business trends identifying and using key financial indicators to measure business performance understanding ROI of the account etc.).

• Previous experience as an executive (VP level and above) in MI Sales & Marketing

• Experience leading and managing large scale transformation initiatives and managing associated change.

• Experience in total account management specifically large complex portfolios with multiple revenue streams.

• Prior experience in managing and defining strategy for multiple business units.

• Experience evaluating business trends and developing and successfully implementing new business programs or strategies that enhance business performance.

CORE WORK ACTIVITIES

• Develop and implement Marriott Internationals global sales strategy.

• Demonstrate leadership for Marriott International as the customer-facing organization across all segments.

• Determine strategies to retain expand and grow profitable revenue across accounts.

• Lead a team remotely based in various geographical regions that focus on improving market share leveraging efficiencies generating profitable revenue and reducing overhead.

• Supports goal setting processes accountable for the validity of incentives deployment and management of allocated marketing funds in collaboration with Finance and Consumer Operation leaders within defined segment.

• Provides guidance and coaching to team to support continued leadership development; provide appropriate counsel for addressing difficult customer brand business and/or employee situations.

• Builds and maintains relationships with Chief Sales & Marketing Officers Area Vice Presidents General Managers and other internal stakeholders to ensure their needs are understood and appropriate sales strategies are in place.

• Builds effective relationships with all internal and external stakeholders. Provides decision-making approach that balances the needs of the various stakeholder groups and promotes the long-term viability of Marriotts portfolio of luxury brands and all other brands for the leisure segment.

• Leverages a governance framework and analytic/reporting mechanisms available to effectively manage and track business performance.

• Champions excellence in business ethics and integrity social responsibility cross-cultural effectiveness and employee engagement.

• Serves as a chief B2B customer advocate. Coordinates customer event strategy globally for all segments in all revenue streams (leisure business travel meetings and events etc.).

• Represents Marriott at customer events trade shows customer advisory boards and forums and industry promotions to continue building strong executive- level relationships.

• Strong executive presence able to sell ideas and influence persuasively settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.

• Strong organizational navigation acumen ability to identify and mobilize organizational resources to achieve superior business results.

• Brings a global perspective to ideas and solutions. Has cross-discipline and cross-regional understanding and is knowledgeable about MI brands sales and marketing strategies and service offerings.

• Exhibits strong leadership and knowledge and leverages this strength to manage programs effectively and assure execution of strategy and decisions.

• Results oriented; delivers results under difficult conditions and demonstrates balanced judgment under pressure.

• Strategic thinker; processes information through a strategic lens and applies tenants of systems thinking to issues / assignments.