Director, Distribution

JOB SUMMARY

The global distribution landscape in the lodging industry continues to expand and grow more complex. Marriott International recognizes that developing and executing an enhanced strategy for intermediary partner relationships is a key strategic priority. Led by the Vice President, Channel Distribution, the Distribution team oversees Marriott’s approach to channel strategy, partnerships, account management, and commercial relationships across Online Travel Agencies (OTAs), wholesalers, and new and emerging distribution channels. As a member of Marriott’s Distribution team, the Director, Distribution US and Canada will report to the Senior Director, Distribution US/CAN & Global Wholesale.

The Director, Distribution US and Canada will be accountable for assigned initiatives that support Marriott’s Global Distribution Strategy in the US and Canada, with a focus on:

a) Managing day-to-day relationships with assigned OTA, wholesale, and channel accounts by building and maintaining trusted relationships with account partners and internal Marriott stakeholders, while delivering against mutually defined goals and KPIs;

b) Transforming and modernizing traditional and offline B2B wholesale relationships to create efficiencies, improve content controls, and leverage new tools and technology;

c) Supporting business development for new regional channel partners;

d) Supporting Marriott’s global channel distribution strategy and developing region-specific recommendations; and

e) Providing distribution strategy guidance and education to regional stakeholders.

CANDIDATE PROFILE

Education and Experience 

Required

• Four-year degree from an accredited university in Business Administration, Marketing, or a related field, plus 6+ years of relevant professional experience demonstrating progressive career growth and a record of exceptional performance;

OR

• 8+ years of relevant professional experience in marketing or a related function, demonstrating progressive career growth and a record of exceptional performance.

Preferred 

• Experience managing and defining commercial business transformation strategies at the unit, area, and/or regional level.

• 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 and execute focused account plans, and lead large-scale account implementation projects in partnership with subject matter experts across HQ and the continents.

• Ability to work effectively across all levels of the organization, including with internal and external senior management.

CORE WORK ACTIVITIES 

• Builds and maintains strong, trusted relationships with assigned account partners.

• Develops detailed account plans, establishes KPIs, and measures performance against those KPIs.

• Develops and executes a centralized commercial and contract strategy for defined accounts, including prioritizing accounts for technology enablement and establishing bilateral technology investments and commitments.

• Works closely with continent commercial leadership teams and promotes cross-functional collaboration across sales, distribution, marketing, digital, brand, partnerships, finance, and operations to identify and advance new business and growth opportunities while ensuring compliance with channel distribution contracts and distribution controls.

• Supports the Senior Director, Distribution US/CAN & Global Wholesale in identifying and establishing innovative commercial relationships with channel distribution partners to strengthen Marriott’s competitive position in the US and Canada.

• Serves as a strategic 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 delivers accurate, timely results through reports, presentations, and other business communications.

• Keeps up-to-date technically and applies new knowledge to job. 

• Performs other reasonable duties as required for the position.