Market Director, Corporate Sales

JOB SUMMARY

The Market Director, Corporate Sales - Singapore provides strategic account leadership for the market's priority corporate accounts that generate demand across multiple participating Marriott hotels in Singapore. The role is accountable for protecting, growing and penetrating assigned accounts through disciplined account planning, corporate RFP leadership, quarterly business reviews, customer engagement and close day-to-day coordination with participating hotels and the Global Sales Organisation (GSO).

The position serves as the market account leader for designated corporate customers, aligning customer requirements, hotel commercial priorities, pricing strategy and execution across the Singapore market sales structure. The role uses production, market-share and competitive intelligence to identify and convert incremental corporate demand, with a specific annual focus on developing new accounts that currently produce into competitor hotels but have limited or no production into Marriott hotels in Singapore.

KEY INTERNAL RELATIONSHIPS

• Participating hotel Directors of Sales and corporate sales leaders
• Participating hotel Revenue Management leaders
• General Managers and hotel leadership teams
• Singapore Area Sales, Marketing & Distribution leadership
• Global Sales Organisation account leaders and market teams
• Finance, Legal and other support disciplines, as required

CANDIDATE PROFILE Education and Experience

• 4-year bachelor's degree in Business Administration, Hospitality Management, Sales, Marketing or a related discipline; minimum 5 years of proactive corporate sales, key account management or related experience.
• OR
• 2-year degree or recognised diploma in a related discipline; minimum 7 years of relevant sales experience, including responsibility for complex, multi-property or enterprise accounts.
• Demonstrated success leading corporate RFPs, strategic account plans, pricing discussions and senior-level customer reviews.
• Experience working across multiple hotels, brands or business units and influencing stakeholders without direct authority is preferred.
• Knowledge of the Singapore corporate travel market, major demand generators, travel management companies and global account structures is strongly preferred.

KEY RESPONSIBILITIES Strategic Leadership of Market Corporate Accounts

• Own the market strategy and account plan for assigned priority corporate accounts that have production potential across multiple participating Marriott hotels in Singapore.
• Establish clear account objectives, revenue and room-night targets, hotel participation plans, share-growth priorities and measurable actions for each assigned account.
• Lead regular account team meetings with participating hotels and GSO partners to review performance, pipeline, customer priorities, risks and next actions.
• Coordinate daily communication between the customer, participating hotels and GSO to ensure timely responses, consistent positioning and clear ownership of actions.
• Map customer stakeholders, travel programme decision-makers, procurement contacts, travel management partners and local bookers to deepen account penetration and reduce single-contact dependency.
• Ensure each participating hotel understands the account opportunity, customer requirements, negotiated programme conditions and actions needed to win and retain production.
• Identify barriers to conversion or share growth and mobilise the appropriate hotel, revenue, distribution or GSO stakeholders to resolve them.

Corporate RFP Leadership and Commercial Governance

• Lead the end-to-end market coordination of corporate RFP submissions for assigned accounts, including opportunity assessment, hotel participation, rate strategy alignment, content quality, deadlines and final submission readiness.
• Partner with hotel Revenue Management and sales leaders to evaluate production history, market potential, competitor positioning, stay patterns, rate requirements and account profitability before recommending participation and pricing direction.
• Maintain a clear RFP calendar, decision log and status tracker covering invitations, hotel inputs, submissions, negotiations, acceptances, rejections and loading or activation follow-through.
• Ensure accepted rates, inclusions and programme terms are accurately communicated to participating hotels and relevant GSO teams, with exceptions or risks escalated promptly.
• Monitor account performance after programme activation to validate production, identify leakage and trigger corrective action where results are below plan.
• Apply sound commercial judgement to balance customer value, hotel profitability, availability and long-term market share.

Quarterly Business Reviews and Account Performance

• Plan and lead quarterly business reviews for priority accounts, using consolidated Singapore market data to assess production, revenue, average rate, hotel mix, booking behaviour, market share and progress against agreed account objectives.
• Prepare a clear customer and internal narrative that explains performance drivers, opportunity gaps, upcoming demand, hotel developments and recommended actions.
• Agree documented actions, owners and timelines after each review and maintain disciplined follow-through with hotels, customers and GSO partners.
• Provide participating hotels with timely account intelligence, including programme changes, travel policy developments, office growth, project activity, competitor movement and customer feedback.
• Escalate material performance risks and opportunities to Singapore Area Sales, Marketing & Distribution leadership with evidence-based recommendations.

New Account Development

• Build and maintain a data-led target list of corporate accounts producing room nights into competitor hotels in Singapore but generating limited or no production into Marriott hotels.
• Prioritise new accounts annually based on addressable room-night potential, account profitability, location fit, demand pattern, brand and hotel relevance, access to decision-makers and probability of conversion.
• Develop a written acquisition strategy for each target account, including customer hypothesis, competitor footprint, stakeholder map, Marriott value proposition, hotel participation plan, activity milestones and expected production.
• Use available market intelligence, hotel prospecting insight, GSO knowledge, travel management relationships and customer engagement to validate demand and create qualified opportunities.
• Lead coordinated prospecting across participating hotels, preventing duplicated outreach and presenting one clear Marriott market proposition to the customer.
• Convert qualified prospects into measurable production through negotiated programmes, project opportunities, preferred-hotel consideration or other appropriate corporate travel solutions.
• Report monthly on target-account progress, pipeline stage, estimated value, conversion barriers and next actions; replace stalled targets when evidence shows insufficient potential or access.

Customer and Stakeholder Relationships

• Build trusted relationships with senior customer stakeholders, travel programme managers, procurement teams, travel management companies and local bookers.
• Act as the primary market contact for assigned accounts while maintaining clear coordination with the designated GSO account leader and participating hotels.
• Conduct strategic sales calls, customer presentations, hotel visits, site inspections and account reviews that advance defined account objectives.
• Represent the Singapore Marriott hotel portfolio with a consistent, customer-led value proposition tailored to the account's travel programme and traveller needs.
• Manage customer issues arising from the sales or programme process, ensuring accurate handover, timely resolution and appropriate escalation to hotel leadership.
• Maintain credibility through responsive communication, accurate information, disciplined follow-up and transparent management of expectations.

Market Coordination, Reporting and Sales Discipline

• Maintain accurate and current account records, contacts, activities, opportunities, RFP status, account plans and production reporting in required sales systems.
• Create a regular market corporate account dashboard covering production, revenue, average rate, share indicators, RFP outcomes, pipeline, account actions and new-account development.
• Use internal production data, customer information and competitor intelligence to identify trends, prioritise resources and recommend changes to account strategy.
• Coordinate annual and quarterly sales activity plans for assigned accounts, with clear outcomes, resource requirements and stakeholder responsibilities.
• Share relevant market and account intelligence across participating hotels while respecting customer confidentiality, contractual requirements and data-handling standards.
• Support continuous improvement of market account processes, including RFP governance, account team routines, reporting standards, opportunity allocation and stakeholder communication.
• Perform other related duties as assigned to meet business needs.

SUCCESS MEASURES

• Revenue, room-night and market-share growth from assigned priority corporate accounts across participating Singapore hotels.
• Quality, timeliness and commercial effectiveness of corporate RFP submissions and post-acceptance activation.
• Completion and effectiveness of quarterly business reviews, including closure of agreed actions.
• Progressive penetration of assigned accounts across relevant participating hotels and customer stakeholder groups.
• Acquisition and conversion of 6-10 data-qualified new corporate accounts annually, with measurable Marriott production.
• Accuracy of account data, pipeline, reporting and forward-looking account intelligence.
• Hotel, customer and GSO stakeholder confidence in communication, coordination and account leadership.

MANAGEMENT COMPETENCIES Leadership

• Adaptability - Develops strategies and identifies resources to manage change; adjusts priorities while maintaining focus on the customer and commercial outcome.
• Communication - Presents complex account, pricing and performance information clearly; gains alignment and prompts action across customers, hotels and GSO stakeholders.
• Problem Solving and Decision Making - Uses evidence from multiple sources to evaluate alternatives, anticipate impact and make commercially sound decisions.
• Professional Demeanour - Conveys confidence, sound judgement and credibility and represents Marriott International in alignment with its values.

Managing Execution

• Driving for Results - Sets clear outcomes, ownership and timelines; monitors progress and intervenes early when account performance or delivery is off track.
• Planning and Organising - Structures account plans, RFP milestones, reviews and stakeholder activity to meet deadlines and deliver agreed objectives.
• Building and Contributing to Teams - Creates alignment among cross-hotel and GSO account team members and fosters shared accountability for market results.

Building Relationships

• Customer Relationships - Develops long-term relationships based on customer understanding, relevance, responsiveness and consistent delivery.
• Stakeholder Management - Builds engagement across hotels, disciplines and geographies and influences outcomes without relying on direct authority.
• Global Mindset - Works effectively across different cultures, brands, hotel priorities and organisational perspectives.

Learning and Applying Professional Expertise

• Business Acumen - Interprets production, rate, profitability, market and competitor data to identify opportunities and shape account strategy.
• Strategic Account Management - Builds account plans, stakeholder maps, value propositions and penetration strategies for complex multi-hotel customers.
• Corporate RFP Management - Coordinates analysis, participation, pricing alignment, submission quality, negotiation and activation for corporate travel programmes.
• Sales Opportunity Analysis - Diagnoses customer demand, competitor production and conversion potential and translates findings into a qualified pipeline.
• Negotiation and Influence - Achieves balanced outcomes by understanding customer priorities, hotel economics and stakeholder interests.
• Technical Acumen - Uses required sales, account management, reporting and presentation tools to maintain data quality and support decisions.

BASIC COMPETENCIES

• Computer Skills - Uses standard business, presentation, spreadsheet, sales and account-management applications effectively.
• Mathematical Reasoning - Interprets and calculates revenue, room nights, average rate, growth, conversion and share-related measures accurately.
• Oral Comprehension - Listens to and understands information and ideas presented through spoken communication.
• Reading Comprehension - Understands written customer, contractual, programme and business information.
• Writing - Communicates clearly and accurately for customer, hotel and leadership audiences.