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Marriot International

MARRIOTT INTERNATIONAL, INC. (NYSE:MAR) is a leading lodging company with more than 3,400 lodging properties in 68 countries and territories. Marriott International operates and franchises hotels under the Marriott, JW Marriott, The Ritz-Carlton, Renaissance, Residence Inn, Courtyard, TownePlace Suites, Fairfield Inn, SpringHill Suites and Bulgari brand names; develops and operates vacation ownership resorts under the Marriott Vacation Club, The Ritz-Carlton Destination Club, and Grand Reside... Read More

Address	Marriott International, Inc. 10400 Fernwood Road Bethesda, MD 20817 301/380-3000
Website	www.marriott.com/
Holding	No Holding Details

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Manager

This Position is responsible for supporting and developing direction for Marriott International’s regional efforts with third party B2C online intermediaries - specifically Expedia Inc. - referred to as eChannels. This position is responsible for developing and executing strategy to deliver specific account sales goals, providing direct account management for assigned accounts, ensuring operational implementation where necessary and managing business development for assigned eChannels located within the United States, Canada, and Latin America. Additionally, this position will provide support for the global eChannels team efforts and corresponding revenue goal of approx. $1.6B from these channels, with primary focus on optimizing sales contributed from this region/territory. The incumbent will ensure planning integration and strategic alignment with key stakeholder groups across the company as well as provide field education to ensure appropriate levels of hotel engagement. This individual will also play a role in leading negotiations, business development, and execution.

The online third-party global distribution space is highly complex, evolving, and growing. Specifically, the new Marriott Distribution Agreement with Expedia Inc. has critical strategic implications for MI, including overall contribution to revenue and overall levels of intermediation. This position is integral in supporting all operational implementation and management aspects of this new Agreement.

Expedia Inc - Strategic Account Management and Operational Support (70%)

1)       Operations Management - oversee/manage all operational implementation and management aspects of the “Expedia Collect” and “Hotel Collect” programs

2)       Systems/Process/Controls/Reporting and Measurement

a)       Develop systems and controls including measurement reports, auditing process, etc. to ensure accuracy around Expedia operations

b)       Track and monitor financial returns based on expectations on a hotel and aggregate basis. Proactively trouble-shoot issues.

c)        Track and monitor key operational success criteria, proactively trouble-shoot issues

d)       Track and monitor MI and eChannel marketing spend

e)       Monitor key terms of Distribution Agreement on an ongoing basis

f)         Field operational support on all matters associated with the above

Business Development Support (10%)

1)       Analyzing and responding to new online entrants

2)       Managing the trademark violation process

3)       Managing communication and responses to new entrants

Account Management Support (10%) - Provide overall account management support as needed as we engage negotiation process of OTAs

Training & Education (10%)

1)       Develop overall strategy and lead content development for all eDistribution workshops, materials and online resources

2)       Ensure corporate and field stakeholders have necessary levels of training and resources to fully leverage electronic channels for distribution and marketing purposes

3)       Act as internal eChannel consultant. Promote knowledge and act as a resource on related eCommerce trends and opportunities for owners, hotels, regions, and in industry forums

EXPECTED CONTRIBUTIONS

·         Responsible for optimization of revenue within designated territory including development and execution of overall assigned account strategies and priorities

o        Develop operating plans and workable business processes for account portfolio in alignment with function strategy

o        Lay relationship groundwork on all levels of existing and new accounts

o        Work proactively across MI businesses and with assigned working groups to ensure success relative to electronic sales goals

o        Direct development of supporting analysis to evaluate results and business cases that support key recommendations

o        Trouble-shoot and develop solutions on key strategic account issues, engaging Sr. Leadership when/where appropriate

·         Support development of overall strategy for new entrant business development including working with a cross-functional team to establish business terms and model concepts

o        Find and/or evaluate new opportunity areas to drive incremental sales for Marriott Lodging

o        Identify and qualify key technology and inventory access/direct providers that facilitate strategic revenue goals

·         Develop overall strategy and lead content development for all eDistribution workshops, materials and online resources to ensure corporate and field stakeholders have necessary levels of training and resources to fully leverage electronic channels for distribution and marketing purposes

·         Act as internal eChannel consultant. Promote knowledge and act as a resource on related eCommerce trends and opportunities for owners, hotels, regions, and in industry forums

·         Collaborate with other departments to ensure executional effectiveness and to identify areas of opportunity to improve processes and performance

CANDIDATE PROFILE - KEY TALENTS AND EXPERIENCE DESIRED

REQUIRED:

·         Ability to think strategically and drive a program from inception to success through effective analysis, planning and implementation

·         Ability to understand the bigger picture/strategic business objectives and develop the strategies and opportunities to support them

·         Solid project management, organizational and process skills; ability to manage multiple complex projects without losing focus on priorities

·         Strong interpersonal, written and communication skills; effective presentation skills

·         High degree of initiative, personal responsibility and ownership

·         Strong negotiation, influencing, and analytical skills

·         Minimum of five (5) years of relevant work experience in the hotel and/or travel industry, preferably online travel

·         Experience managing large national or international accounts

·         Must have a global perspective and be willing to travel (25%)
Technical Skills

·         High level of understanding of online and/or third party operations and reservations systems

·         High comfort levels with PC applications such as Microsoft Office – Powerpoint, Word, Excel, Access, Outlook

PREFERRED:

·         Familiar with third party B2C online intermediaries - specifically Expedia - and their business models

·         Continuing, successful track record of being a trainer and/or educator

Education:

·         Bachelor’s degree required. Graduate degree, e.g. MBA or related degree a plus