Job Number 24005126

　　Job Category Sales & Marketing

　　Location Dubai Area Office, Central Park Towers Level 12, Dubai, United Arab Emirates, United Arab Emirates

　　Schedule Full-Time

　　Located Remotely? N

　　Relocation? N

　　Position Type Management

　　JOB SUMMARY

　　The Regional Director, Sales & Distribution, Luxury will oversee a subset of Luxury hotels across Middle East (currently defined as The Ritz-Carlton, The Ritz-Carlton Reserve, St Regis, EDITION, Bulgari, Luxury Collection and W) and is accountable for driving commercial performance across all segments for the Luxury properties by aligning market execution according to the regional and continent commercial strategy and in close coordination with the continent Consumer Operations and Sales & Distribution.

　　The Regional Director, Sales & Distribution, Luxury provides Sales & Distribution leadership, direction and management to the on-property and the multi-property sales teams (if applicable) to build long-term, value-based customer relationships. The incumbent is also responsible for executing Marriott’s global distribution strategy and aligning to a) grow profitable revenue through Direct Channels and b) improve profitability of intermediated channels.

　　This position will evaluate the participation in, and the maximization of, all luxury hotels’ benefits from all sales and distribution channels in alignment with the enterprise-wide strategy and local business imperatives. This position will proactively assist in positioning the market and the individual properties and ensure proper analysis, strategy, and execution is being applied. The Senior Director of Luxury Sales & Distribution will work with resources across the Consumer Operations functions as appropriate to develop specific B2B campaigns, B2B promotions, and Sales Strategies to drive profitable revenue across all approved channels. The position drives customer satisfaction and service focusing on sales operational execution, creative B2B customer solutions and loyalty programming to create discernable competitive advantages. The Regional Director of Luxury Sales & Distribution Europe or Middle East support Area Commercial Directors in Owner and Asset Manager engagement where needed, acting as the voice of Sales and Distribution within their region.

　　The Regional Director, Sales & Distribution, Luxury works in close partnership with the relevant Area Commercial Directors to support underperforming Luxury Hotels and works in close partnership with the Continent Distribution Team and the Global Sales MILUX organization to support driving topline revenue for the luxury hotels.

　　The Regional Director, Sales & Distribution, Luxury is accountable for talent acquisition, onboarding and retention across their luxury hotel portfolio, including the creation of a robust talent pipeline for all hotels.

　　The position reports to the VP, Sales + Distribution, EMEA.

　　SCOPE

　　The Regional Director, Sales & Distribution, Luxury supports all managed hotels across all brands and hotel types in the Middle East area(s).

　　Location requirements: Location to be tied to an EMEA office entity.

　　Language Requirements: High proficiency (speaking, reading and writing) in English is required.

　　Travel Requirements: Business travel is estimated at 30%.

　　KEY STAKEHOLDERS

　　Area Managing Director Luxury

　　VP Sales & Distribution EMEA

　　VP Sales Operations

　　Area Commercial Leader

　　VP Global Sales

　　Regional Director Luxury Marketing Digital and Loyalty

　　Regional Director Global Luxury Sales EMEA

　　Owners and Asset Managers

　　Senior Director of Sales Systems and Programs

　　Senior Director of Distribution EMEA

　　KEY RESPONSIBILITIES

　　This role is accountable for:

　　All managed luxury hotels top line revenue performance in the following luxury brands: The Ritz Carlton, The Ritz Carlton Reserve, St. Regis, EDITION, Bulgari, Luxury Collection and W. (Managed & Franchise)

　　Luxury B2B business development strategy across all segments

　　Property sales leaders’ talent acquisition and talent development where relevant

　　The Luxury Hotels Program revenue performance and growth.

　　New property pre-opening sales & distribution planning and execution

　　End-to-end Sales & Distribution management of specific luxury hotels as directed by the relevant Area Commercial directors.

　　Luxury B2B Business Development

　　Research and identify new business opportunities for portfolio of hotels

　　Partner with the GSO MILUX team on driving demand from high value Sports and Entertainment segments

　　Accountable for identifying and engaging with HNWI (High Net Worth Individuals) in the region

　　Engage and become member of industry luxury forums, luxury advisory boards, and other luxury travel societies

　　Accountable for the application process into global hotel luxury programs

　　Accountable for hotels revenue performance in Stars and Luminous programs

　　Develop Quarterly Luxury B2B sound bites on new trends, channels and hotel luxury programs

　　Priority Hotels Sales Services

　　Annual in person Sales Audit (priority hotels)

　　Group Pace / Crossover / Conversion

　　Special Corporate Performance

　　Annual RFP Process

　　Sales Goal approval

　　Wholesale Dynamic Target

　　Sales Systems and Programs adaption and performance

　　Annual Business Planning / Budget Support

　　Pre-Opening Property Support

　　Accountable for supporting new property positioning

　　Accountable for identifying property sales leadership talent

　　Support hotel count down process

　　Responsible for sales luxury brand immersion and training

　　Support with the development of new hotel luxury B2B content and presentations

　　Accountable for applying to and evaluation of luxury hotel programs

　　Retail Suites and Villas

　　Support developing and executing B2B distribution and channel strategy

　　Support content optimization across all approved 3rd party channels and luxury hotel programs

　　Conduct ongoing competitive assessment of key luxury brands and develop specific opportunities to shift share

　　Accountable for reservation sales property deployment

　　Talent Development and acquisition

　　Accountable for identifying potential talent for property sales leadership positions

　　Accountable for creating an external talent pool

　　Accountable for identifying training requirements

　　Collaborate with L&D to create customized training content

　　Support the roll out of continent and consumer operations property manning blueprint and guide

　　Luxury Source Markets

　　Collaborate with other luxury deployed sales resources to identify and develop key source markets strategies

　　Accountable for source markets revenue performance and growth

　　Responsible of representing the region at key luxury trade shows and events such as ILTM as well as responsible for representing the region at luxury hotels programs summits

　　Groups & Events

　　Collaborate with the GSO MILUX team and other sales organizations to drive group and conference revenue

　　Develop and execute social events segment strategy in collaboration with marketing with a specific focus on exclusive weddings

　　Support luxury hotels in achieving annual crossover the goal

　　Owner & Asset Manager

　　Supports Area Team and Owner Franchise Services when required to attend owner meetings

　　GENERAL JOB RESPONSIBITIES

　　Provides sales leadership for total hotel sales

　　Assist in the development of property annual Budget and Business Plan inclusive of specific and measurable plan by segment.

　　Analyzes hotel market share and month end reports and make recommendations to maximize topline revenue performance and results.

　　Develops sales goals and strategies that align with the brand’s business strategy in collaboration with the Senior Director Luxury Marketing

　　Works with Revenue Management to assist in the development and execution of hotels sales & distribution strategy and ensure such strategies are communicated, implemented, and continuously updated based on business outlook.

　　Responsible for talent acquisition and retention as well as talent development opportunities.

　　Has oversight of all sales administrative functions to include goal setting, bonus program administration, etc.

　　Maintains accurate and updated knowledge of competitive strategies, pricing, strengths, and weaknesses in all market segments

　　Serves as authority on sales processes (Sales Transformation, PDPs, PSRs, 360s, and Market Sales Assessments) and contracts.

　　As appropriate represents properties at luxury tradeshows, luxury associations, and community organizations to help build and maintain relationships with key strategic partners

　　Actively participates in sales calls with customers within their designated Region/Customer base.

　　Is engaged with development, pro-forma assessment, new project development and owner relations

　　Leads deployment strategies both on property and above property to optimize sales effectiveness.

　　Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy

　　Maintains regular contact with the Global Sales Organization (GSO) and GSO MILUX teams

　　Analyze monthly the sales performance data and ensure recognition for achievers and action plans in place to address shortfalls for field sales associate where applicable

　　Analyze cost of sales results and market conditions and proactively suggest changes to sales deployment and market segment focus.

　　Conduct reviews with need hotels to develop and monitor action plans to address shortfalls

　　Supports Pull-Through of Marriott’s Global Distribution Strategy in the Local Markets

　　Creates hotel level incentives and goals to drive Direct Channel room nights and improves the usage of Direct Channels acquisition activities

　　Measures the profitability of intermediated channels by net revenue and cost of sales using available reporting and analysis

　　Works closely with the Senior Director of Distribution in pulling through related projects/initiatives

　　Providing Technical Support and Consultation

　　Provides technical expertise and technical leadership within own and other teams.

　　Provides recommendations to improve the effectiveness of processes and programs.

　　Demonstrates advanced knowledge of job-relevant issues, products, systems, and processes.

　　Applies knowledge/judgment to achieve business goals.

　　Foresees, identifies and resolves problems.

　　Performs other reasonable duties as required for this position.

　　MANAGEMENT COMPETENCIES

　　Leadership

　　Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

　　Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action.

　　Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.

　　Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.

　　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.

　　Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

　　Managing Execution

　　Building a Successful Team -Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.

　　Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.

　　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.

　　Building Relationships

　　Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s 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.

　　Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

　　Generating Talent and Organizational Capability

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

　　Talent Management - Supplies guidance and feedback to help individuals develop and strengthen skills and abilities needed to carry out work goals.

　　Learning and Applying Professional Expertise

　　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.

　　Sales Application Development-Translating business context and requirements knowledge into sales application design specifications that help the business achieve sales goals; managing the implementation and maintenance of sales applications.

　　Sales Implementations-Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.

　　Devising Sales Strategies and Solutions-Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences

　　Marketing-The ability to generate the strategy used in sales techniques, communications, and business development to positively impact customer relationships and business profitability.

　　Sales Opportunity Analysis-Understanding and using economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.

　　Business Results

　　Sales and Marketing Management : Focuses on building each unit’s top line revenue by developing a sales strategy that utilizes on-property and off-property sales channels to deliver results. Works with operations department heads to ensure departmental sales and marketing strategies are aligned with each hotel’s overall plan. Proactively positions and markets each property; manages the marketing budgets to enable development of hotel specific campaigns, promotions, collateral, etc. to drive revenue and meet property objectives

　　Revenue Management: Works with Revenue Management to ensure proper pricing, appropriate transient and group mix, and implementation of sales strategy. Addresses market fluctuations and economic conditions by partnering with Revenue Management to change sales strategy as appropriate for each hotel.

　　Guest Satisfaction: Ensures sales process meets or exceeds guest needs. Identifies and addresses guest satisfaction issues to improve results, create customer loyalty and increase market share.

　　Human Resources : Selects, develops, and retains a diverse hourly and management workforce to generate revenue and provide sales expertise to the properties. Creates and sustains a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.

　　Financial Management: Develops and manages each hotel’s sales and marketing annual operating budget to achieve or exceed budgeted revenue expectations. Ensures successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.

　　Owner Relations: Develops a trusting and respectful business partnership with each property’s ownership by meeting or exceeding expectations in sales and marketing.

　　CANDIDATE PROFILE

　　Education and Experience

　　High school diploma or equivalent.

　　University degree preferred.

　　Multiple luxury property sales leadership experience

　　8-10 years progressive work experience in the hotel industry is preferred with at least 4 years dedicated experience in Sales, Marketing, Distribution or related professional area, most preferably luxury.

　　Skills and Competencies

　　Excellent sales, digital and distribution skills, processes, and strategies.

　　Demonstrated ability to develop and implement successful sales, digital and distribution strategies.

　　Possesses an understanding of brand strategies and cultures.

　　Demonstrated leadership ability.

　　Proven experience in understanding contracts.

　　Excellent verbal, writing, listening, and presentation skills

　　Ability to engage with Owners and Asset Managers, acting as the discipline expert

　　Demonstrated customer development and relationship management skills.

　　Experience with International SOPs.

　　Able to influence results in a matrix environment.

　　Knowledge and management of operations budgets and capital budgets.

　　Possesses an understanding of revenue management functions and account profitability.

　　Understands Revenue Management strategic initiatives to maximize revenue.

　　Demonstrated strong sales ability encompassing strategic pricing, yield and account management skills.

　　Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

　　Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.