JOB SUMMARY

The global distribution landscape in the lodging industry continues to expand and becomes more complex. Marriott International recognizes the need to further the development and execution of an enhanced future channel strategy that is customized for APAC yet consistent with the enterprise-wide umbrella strategy with the overall goal to drive profitable revenue growth and mitigate potential channel risks.

As part of Marriott’s Distribution Strategy team, the Director, Distribution Strategy & Account Management, APAC reports to the Senior Director, Distribution Strategy, EMEA & APAC. The Distribution strategy team led by the VP, Distribution Strategy, Systems, and Intermediary Channels is in charge for evaluating/implementing strategies to help reaching and maintaining an optimal channel mix for the global portfolio of Marriott hotels led by growth through Marriott’s lowest cost direct channels – Marriott.com, voice, mobile – while optimizing the ongoing role of OTAs, Metasearch, wholesalers, TMC, and travel agencies.

EXPECTED CONTRIBUTIONS

The Director, Distribution Strategy & Account Management, APAC has at least two direct reports and is responsible for: 

• Co-creating/leading the execution of the APAC specific distribution strategy in alignment with enterprise-wide umbrella strategy and in close cooperation with Continent CSMO and discipline leaders in Sales, Revenue Management, Loyalty, Marketing and Operations with focus on pulling through (i) assigned global distribution initiatives, and (ii) strategies with unique market-specific digital players characterized by large consumer ecosystems.
• Supporting Marriott’s approach to partnership and negotiations with key OTA/Metasearch players in close cooperation and alignment with the Sr. Director, Distribution Strategy, EMEA & APAC.
• Leading the OTA/Metasearch account management team in APAC with the goal to drive clear accountability for executing defined account plans and achieving set KPIs.

The position demonstrates advanced knowledge of job-relevant topics, systems and processes in order to pull through of Marriott’s Global Distribution Strategy in APAC.

CANDIDATE PROFILE

• Degree holder in Business Administration, Hotel Management or equivalent
• Minimum 8 years’ experience in similar positions with focus on channel strategy, strategic account management, strategic business development, sales, digital performance marketing and/or revenue management
• Passion for sales excellence and business development

• Ability to develop and apply strategic frameworks to help a) guide/develop direction of, and b) establish KPIs to measure efficiency and success of OTA and Metasearch relationships

• Excellent negotiation and influencing skills

• Strong leadership, interpersonal, written and verbal communication skills

• Ability to create a positive team dynamic and manage and motivate a diverse multi-cultural team

• Ability to work well within all levels of the organization, especially internal and external senior management

• Fluency in written and spoken English. Mandarin language capability is highly preferred
• Proficiency in MS Office applications 

Upon application, please indicate notice period as well as current and expected salary. 

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Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Data provided is for recruitment purposes, only short-listed candidates will be contacted.