Director, Global Sales, Mumbai

JOB SUMMARY

The role of the Director, Global Sales, Mumbai is to maintain effective financial performance by ensuring that profitable sales are generated and operational controls are in place within a sales engine of the Global Sales Organization (GSO).

The position provides leadership and management oversight to sales professionals whose activities are specifically focused on area(s) such as a business segment, unique revenue stream, customized client support or specific geographic area. Considered a specialist in each functional area, this position provides direction and support to the sales team in the implementation of sales strategies to achieve assigned revenue targets.

Business Context

The role of the Director, Global Sales, Mumbai is to support the GSO vision and mission by providing business support and operational excellence to a team of GSO Sales Professionals. In addition, the position directs and leverages Marriott resources to support the achievement of revenue targets and financial performance. This position is also responsible for leading and directing a specific sales team in the processes of strategic account management and team-based sales.

Specific areas of responsibility include: 1).Direct accountability for transactional sales activities within their assigned accounts 2) To attract, recruit, retain, develop and lead a world-class sales force, 3) to conduct (ongoing) in-depth market analysis in order to "size" true market potential and the optimal sales deployment plan, 4) to establish, manage and communicate overall segment strategies that are in alignment with Marriott's overall Sales and Marketing strategic priorities, 5) to understand the appropriate/desired mix of business for those Marriott brands and hotels that benefit from India and surrounding key source markets 6) develop and execute segment-specific value propositions, 7) to own the return on invested capital (ROIC) for targeted business segments, and, 8) to liaise with relevant cross-discipline resources, . EST, GSO, Market and Property-based sales, Marketing, Revenue Management, etc., to ensure pull-through of segment strategies for new and existing accounts.

CANDIDATE PROFILE Education and Experience Preferred Bachelor degree and related experience required. Master's in Business Administration in Sales & Marketing preferred but not mandatory English language written and spoken required. Command of language and culture of geographic area of specialization required. Strong preference for candidate who speaks English 10+ years sales and marketing experience required. Team management experience required. Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity. Experience leading and managing large scale transformation initiatives and managing associated change. Prior experience in managing and defining strategy for multiple business units. Has validated experience – recognized as an expert in specific business segment(s), functional area(s), and/or geographical area(s). Excellent professional relationships with the main influencers within their area of expertise. CORE WORK ACTIVITIES

Strategic Account Management

Act as customer advocate by understanding GSO customer's requirements, expectations and needs; removes barriers to business solution development. Develops relationships with outside vendors and strategic partners to expand exposure of Marriott brands to internal and external customers. Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats. Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.

Business/Financial Management

Determines ROI on sales opportunities. Assists GSO Leadership in developing overall business strategies for the department; reviews and manages controllable expenses as appropriate. Demonstrates working knowledge of legal issues within industry. Directs regular reporting activities associated with account tracking, spending data, department revenue, profitability analysis, etc. Ensures effective measurements of process and outcomes of business and account plans. Oversees the use and maintenance of internal systems. Positioned as the Subject Matter Expert in matters related to the specific area of expertise. Prepares for and facilitates productive meetings. Responsible for facilities/office management as needed. Supports operating budgets and sales targets to support the GSO business plan. Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.

Organizational Excellence

Acts as project manager for ad hoc or recurring needs of the department, responsible for satisfactory and timely delivery of outcome. Demonstrates a solid, working knowledge of the functional area business', and leveraging this to provide maximum profitability for Marriott. Establishes guidelines for, measures, monitors and evaluates Marriott and GSO processes, policies and procedures. Orchestrates departmental resources across organizational boundaries to create cross-functional business-to-business relationships. Positioned as a knowledge provider in matters of industry and business to their clients and their internal constituents. Supports accomplishment of department and its account initiatives through active participation in issue resolution.

Market Integration & Leadership

Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the GSO and its cross-functional teams. Develops strong working relationships to maximize Marriott benefits, advising on issues relative to customer/segment/geographical needs and proactively developing strategies that complement market-based initiatives. Establishes and maintains an active role within industry organizations. Maintains an influential presence among customers and internal constituents by providing education and training to both audiences across a wide range of relevant industry, business and/or geographical interests. Provides effective orientation and training on GSO for new market/field associates. Supports Marriott culture based on shared values of associate and customer satisfaction.

Human Resources

Celebrates successes and publicly recognizes the contributions of associates. Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives, communicate expectations, recognize performance and produce desired business results. Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team. Interviews and hires management, hourly and/or GSA/GSR associates with the appropriate skills to meet the business needs of the GSO. Models desired behavior through participation in client-Marriott activity (., sales calls and customer events). Sets goals and expectations for direct reports using the appropriate performance process and holds staff accountable for successful performance; coaches by providing specific feedback to improve performance. Conducts annual performance appraisal with direct reports according to Standard Operating Procedures. Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes MANAGEMENT COMPETENCIES Building Relationships Coworker Relationships Builds credibility with others and encourages strong working relationships. Creates a work environment in which others feel comfortable sharing thoughts and feedback. Shows awareness of how own behavior impacts others and the work environment. Encourages others to work together.

Customer Relationships

Models and empowers others to anticipate and respond to customer/stakeholder preferences and feedback. Clearly explains policies in ways that create strong customer/stakeholder relationships. Monitors customer/stakeholder satisfaction and takes appropriate action. Resolves customer/stakeholder issues and concerns raised by others. Global Mindset Creates an environment where everyone is valued and included. Models and coaches others on representing the Company culture of service, opportunity, respect, and fair treatment. Acts when others are treated unfairly or are not valued and respected for their unique skills. Looks for and uses ideas and opinions from diverse sources. Attracts, develops, and retains a multicultural and multigenerational workforce. Gives all associates the opportunity to achieve their full potential. Organizes activities that promote inclusion. Maintains an awareness of changing customer/stakeholder and associate characteristics. Generating Talent and Organizational Capability Organizational Capability Ensures the right jobs are in place to do the work. Looks for ways to better organize work and assign tasks. Continuously improves work processes. Brings together the appropriate mix of associate knowledge and skills to do the job. Models and coaches team on scope of decision‐making authority. Uses meetings and other forums to regularly communicate with team. Talent Management Reinforces an environment that supports feedback and ongoing development. Models expectations for desired/required acceptable behavior, knowledge, and skill levels. Develops direct reports by identifying needs and partnering on developmental plans. Supports recruitment efforts and builds relationships to attract top talent. Models and coaches others on making effective hiring decisions using available tools and processes. Ensures successful on‐boarding of new talent. Leadership Adaptability Models and coaches others on staying calm and focused during stressful situations. Communicates to others why change is happening and how it impacts their work. Models flexibility when managing multiple demands and changing priorities. Provides resources that help others deal with change and challenges. Adjusts team and own priorities when experiencing change or challenges. Determines how change impacts stakeholders and communicates concerns to leadership. Communication and Professional Demeanor Clearly presents complex information using different methods. Adapts communication style based on the audience & Demonstrates active listening to ensure understanding. Models and coaches others on appropriately interpreting verbal and non‐verbal behavior. Models and coaches others on displaying professionalism and gaining respect from others. Problem Solving and Decision Making Identifies issues and makes suggestions to solve complex problems affecting daily work. Models and coaches others on breaking complex issues into manageable parts. Looks for and shares information with others before making a decision. Models and coaches others on identifying and evaluating alternatives and their implications before making decisions. Involves and gains agreement from others when making key decisions. Makes complex decisions and works with others to implement solutions in reasonable amount of time.

Strategic Leadership

Provide exceptional leadership to drive superior results from applicable business segments. Define the overall strategy for assigned account and region managed in alignment with Marriott's overall Sales and Marketing strategic goals and initiatives. In collaboration with Sales and Marketing Planning and Support, eCommerce 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. 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 (., 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. Learning and Applying Professional Expertise Applied Learning Sets own career goals and identifies developmental areas for self and others. Uses resources and challenging assignments to improve performance of self and others. Gathers, shares, and uses information about industry and discipline trends and best practices. Budgets for training to support associate development, as applicable. Coaches and holds others accountable for professional growth. Business Acumen Ensures others understand how their work impacts property and team performance. Coaches others on the drivers of performance and their impact on key business and property metrics. Shows an understanding of how different customer/stakeholder groups have different revenue potential. Identifies innovative ways to improve, productivity, customer/stakeholder satisfaction, and profitability. Technical Acumen Maintains advanced technical knowledge and skills and models their use for others. Models and promotes the appropriate use of facilities, equipment, and materials to perform the job. Demonstrates and shares expertise in policies, procedures, and legal requirements. Manages and completes complex technical assignments and coaches others on solving advanced technical issues. Demonstrates and reinforces technical standards and processes to support work requirements. Managing Execution Building and Contributing to Teams Promotes teamwork by explaining how each associate supports shared goals. Builds commitment to team goals by explaining how they support department and property success. Works with team members to solve issues and make decisions that impact them. Manages disagreements among team members. Recognizes department, team, and individual achievements. Driving for Results Creates a team environment that encourages accountability, high standards, and innovation. Makes sure others understand performance expectations. Sets and tracks goal progress for self and others. Monitors the work of others to ensure it is completed on time and meets expectations. Breaks down barriers so team members can accomplish their work. Planning and Organizing Prioritizes group activities based on importance, urgency, and impact to goals. Manages team workload and delegates assignments appropriately. Ensures team members have the equipment, materials, and other resources needed to accomplish their work. Avoids conflicts when setting project timelines and communicates key milestones and deadlines to others.

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.

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