Job Number 24030059

Job Category Sales & Marketing

Location Tokyo Area Office & CEC, Tokyu Land Corporation Ebisu Bldg 2F, Tokyo, Tokyo, Japan

Schedule Full-Time

Located Remotely? N

Relocation? N

Position Type Management

JOB SUMMARY

The Senior Director, Global Sales – Japan and Korea is a key member of the Sales & Marketing leadership team responsible for providing strategic sales leadership. Sales office locations currently include Tokyo, Osaka, and Seoul.

This individual is responsible for developing strategic sales strategies (direct sales, B2B marketing, and partnerships) that optimize profitable market share across all revenue streams (business and leisure transient, group, extended stay) from targeted high-value accounts within key business-to-business segments. This position reports directly to the Vice President of Global Sales, APEC

Specific areas of responsibility include: 1) attracting, recruiting, retaining, developing, and leading a world-class sales force, 2) establishing, managing, and communicating overall segment strategies in alignment with overall Sales, Marketing, and distribution strategic priorities, 3) identifying the appropriate mix of business for Marriott brands and hotels, 4) developing the segment sales and value propositions including segment offerings, 5) owning the return on invested capital (ROIC) for these business segments, 6) liaising with relevant cross-discipline resources, specifically market and property-based sales, to ensure pull-through of segment strategies for new and existing accounts. 6. Support company strategy priorities and new lines of business.

THE POSITION

Responsibilities of the Senior Director, Global Sales – Japan and Korea include:

Strategic Leadership

• Provide exceptional leadership to drive superior results from applicable business segments.

• Define the overall strategy for the assigned region in alignment with overall Sales and Marketing strategic goals and initiatives. In collaboration with Sales and Marketing Planning and Support, Revenue management, Distribution and Marketing, lead efforts to implement segment strategies and promote accountability to achieve desired business results.

• Provide subject matter expertise on each segment – understand short term and long-term needs, discern competitive trends that impact customer behavior.

• Manage the global ROIC for the portfolio of accounts within the segments.

• Proactively lead the sales efforts within the segments, both for new and existing accounts.

• Leverage S&M Planning and Support to track segment growth and profitability – lead strategy development and execution to grow market share.

• Partner with S&M Planning and Support on the periodic evaluation and assignment of accounts to segments. Sub-segment accounts to guide decisions on segment coverage, investment and deployment (e.g., leveraging voice and/or e-solutions versus direct selling resources).

• Lead the detailed design and implementation in areas that include account mapping, associate deployment, low cost high value sales solutions, and compensation and incentive plans that incent desired behavior to achieve goals, etc.

• Assist in developing optimal Total Account Management teams that are focused on delivering customer value and growing market share. Develop and enhance the concepts of strategic account management and team-based sales.

• Develop concentrated expertise in customer needs, buying behaviors and opportunities. Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development. Clearly understand the competitive landscape and set strategy to capitalize on strengths and counter competitive threats.

• Harness and coordinate cross-discipline resources (market, corporate) to ensure pull-through and sustainment of segment strategies and selling solutions. Develop a close working relationship with operations and Market resources to establish integrated sales strategies that maximize customer relationships within the region and ensure pull-through of strategies at the hotel level.

• Lead efforts to educate and communicate a consistent view on segment customers inside and outside of Global Sales.

• Develop innovative cross functional solutions to win in the segments (e.g. ecommerce, marketing, and revenue management solutions).

• Provide strategic input and guidance to managing intermediary relationships that impact individual segments.

• Champion business transformation and change efforts in support of Sales and Marketing strategies.

• Provide functional and business expertise and strategic perspective to develop and implement strategic initiatives and respond to key business challenges.

• Plan & build a flexible and scalable organization aimed at providing “best in class” customer-centric segment offerings.

• Serve as a proactive leader on the Sales and Marketing team by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.

Talent Management

• Enable the Global Sales Japan and Korea offices to maintain high performance levels by developing clear accountabilities, motivating associates, hiring the best candidates, providing development opportunities, addressing performance issues and aligning performance and rewards to total account performance and hotel accountability.

• Hire, retain, and continually develop diverse, high caliber talent that makes a strong, positive impact on the organization. Anticipate future talent based on business needs. Develop pipeline of talent (internal and external) and career path by pursuing opportunities for cross-segment exposure and broadening.

Owner / Franchise & Business Unit Relations

• Sell ideas persuasively and influence without direct authority. Negotiate skillfully and settle differences without damaging relationships.

• Develop appropriate Franchise, Owner and Business Unit relationships and build support for key initiatives and business cases. Ensure others are viewed as business partners when designing and implementing various initiatives and practices.

Operational Excellence

• Achieve segment revenue, sales and market share goals as defined by S&M leadership.

• Ensure the development of segment plans that focus on improving market share, profitably leveraging efficiencies, generating revenue and reducing overhead.

• Leverage methodologies, technical and business knowledge across the Global Sales Organization.

• Translate customer and account needs into a range of support products and services that maximize returns. Be accountable for liaising with cross-discipline groups to develop segment sales and service propositions and segment offerings that are both off-the-shelf and customized.

• Increase penetration of high potential accounts to optimize profitable revenue across all brands and satisfy important property needs.

• Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.

• Drive the implementation and sustainability of enterprise-wide initiatives.

• Set high performance expectations and hold others accountable through development of balanced scorecards and consistent processes.

• Define appropriate metrics to identify and measure sales and marketing business results.

• Acquire, track continuous customer feedback both qualitative and quantitative and use results in overall segment strategy.

CANDIDATE PROFILE

Experience

• Fifteen or more years of hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance. Experience in leading and directing a large sales force is required. Experience in total account management preferred.

• Recent Market experience, a plus.

• Understanding of various business to business segments preferred.

• Understanding of Revenue Management preferred.

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

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

• Experience in process reengineering preferred.

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

• Experience leading or actively participating in the start-up of a new department is strongly preferred; would like previous experience in supervising others.

• Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity.

• Prior experience in creating/ implementing complex buying solutions that reach a large number of customers in a high value/ low cost manner a plus.

Education or Certification

• Bachelors Degree required

PERSONAL COMPETENCIES

Knowledge, Skills, Abilities and Other Attributes)

• Must have exceptional leadership skills. Includes ability to create a compelling vision, demonstrate flexibility in approach; influence and motivate others (who may, oftentimes, not be direct reports) to achieve desired results.

• Must have strong business and financial acumen skills that include sound knowledge of the business economics. Able to develop business case, understanding return on investment of segment strategies. Ability to understand and positively impact a hotel’s P&L.

• Must be an energized self-starter who can work independently; comfortable challenging organizational norms and accepted thinking to improve effectiveness.

• Think and act as a company-wide leader; promote and build teamwork that links individual departments within sales & marketing and the field.

• Act as a change agent on behalf of the discipline.

• Ability to evaluate business trends and develop successful solutions that enhance business performance.

• Strong relationship management skills – develop and maintain effective relationships with both internal and external stakeholders. Foster trust and a positive climate to build effective teams that are committed to organizational goals and initiatives. Ability to collaborate and work well with other disciplines (e.g, Sales and Marketing Planning and Support, eCommerce, Marketing etc.).

• 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.

• Bring 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.

• Ability to balance creativity with pragmatic business considerations .

• Strategic thinker - processes information through a strategic lens and applies tenants of systems thinking to issues / assignments; ability to balance strategic thinking into idea execution.

• Ability to build, actively develop and effectively manage diverse teams that are committed to organizational goals and initiatives, thereby enhancing organizational effectiveness.

• Active learner – able to enhance personal, professional and business growth through new knowledge and experiences; pushes the organization to learn from other industries’ standards and practices.

• Ability to address difficult issues and lead others toward the defined vision and goals.

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

• Strong communication skills – includes oral (one on one and presentations to large audiences) and written.

• Japanese language skills ( written and oral) is highly preferred

• Understanding of key sales automation software in order to leverage decision support analysis to measure and monitor performance.

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.