Director Distribution - APEC

JOB SUMMARY

The global distribution landscape in the lodging industry continues to expand and become more complex, and Marriott International recognizes the development and execution of an enhanced future intermediary partner relationship strategy as a key strategic focus. The Distribution team led by the Vice President Channel Distribution oversees Marriott’s approach to channel strategy partnership, account management and commercial relationships as it relates to Online Travel Agents (OTA), Wholesalers, Global Distribution Systems (GDS), Travel Management Companies (TMC), Small and Medium Businesses (SMB), Restaurants and Bars (R&B) Intermediaries, and other emerging distribution channels. As part of Marriott’s Distribution team, the Director Distribution APEC reports to the Senior Director Distribution APEC and Vice President Food and Beverage APEC.  

The Director Distribution APEC is accountable for assigned initiatives to support Marriott’s Global Distribution Strategy in APEC with focus on a) managing the day-to-day relationship with assigned OTA, Wholesale and R&B  account portfolio by building/maintaining strong trusted relationships with account partners and internal Marriott partners that are accountable for delivering against mutually defined account goals and KPIs, b) transforming and modernizing traditional and offline B2B Wholesale and R&B relationships to create efficiencies and improve content controls by taking advantage of new tools and technology, c) supporting business development for new Channel Partners, d) supporting Marriott’s global channel distribution strategy and developing region specific recommendations, and e) providing distribution strategy guidance and education to continent stakeholders.

This position will be located at the Marriott Corporate Office in Singapore.

CANDIDATE PROFILE 

Education and Experience 

• 8+ years’ experience in the hospitality industry, demonstrating progressive career growth and proven exceptional performance AND
• 8+ years’ experience in similar positions with focus on strategic account management, business development, sales & marketing and/or revenue management.
• 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major 
• Experience in managing and defining transformational strategies for business units.
• Demonstrated ability to deliver results under difficult conditions, particularly when faced with complexity and ambiguity.
• Passion for sales excellence and business development
• Strong account management, negotiating and influencing skills. 
• Ability to manage complex account relationships, develop/execute focused account plans, and manage large scale account implementation projects in cooperation with subject matter experts in HQ and Continents. 
• Ability to work well within all levels of the organization, especially internal and external senior management.

CORE WORK ACTIVITIES 

• Builds and maintains strong trusted relationship with assigned account portfolio.  
• Develops detailed account plans, establishes KPIs and measures success against those KPIs.  
• Develops and executes a centralized commercial and contracts strategy with defined accounts, including prioritizing accounts to be technology enabled, and establish bi-lateral technology investment and commitments.  
• Works closely with continent leadership teams to drive compliance of channel distribution contracts and distribution control.  
• Supports Senior Director Distribution APEC and VP Food and Beverage APEC in identifying and establishing new innovative commercial relationships with channel distribution partners to further Marriott’s competitive position in APEC.
• Functions as a strategic senior technical expert within the department. 
• Demonstrates advanced knowledge of job-relevant issues, products, systems, and processes. 
• Analyzes information and evaluates results to choose the best solution and solve problems. 
• Thinks creatively and practically to develop, execute, and implement new project plans. 
• Generates and provides accurate and timely results in the form of reports, presentations, etc. 
• Keeps up-to-date technically and applies new knowledge to job. 
• Performs other reasonable duties as required for this position.