Senior Director GDS & Travel Agency Channels

Marriott International offers you the opportunity to find the hospitality job and career journey that's right for you. With more than 1100 managed properties and 18 brands you'll find us in your neighborhood and in more than 74 countries across the globe. Find Your World at Marriott.

JOB SUMMARY

The global distribution landscape in the lodging industry continues to expand and become more complex, and Marriott International recognizes the development and execution of an enhanced future intermediary partner relationship strategy as a key strategic focus. As a key member of Marriott International's (MI) Distribution Strategy team, the Sr. Director GDS & Traditional Travel Agency Channels reports to the VP, Global Distribution & Cross-Channel Strategy. The Global Distribution strategy team is charged with identifying, developing, and executing the means to drive customers to Marriott's lowest cost and direct channels (marriott.com, voice, mobile, etc.) while optimizing the relationships with third party channels like OTAs, Metasearch, wholesalers, TMC and travel agencies so that Marriott is well positioned to deliver long-term profitable revenue growth.

This position is responsible for leading Marriott's strategic relationships on all levels of the organization with the electronic/digital channels and technology providers that enable our traditional travel agency partners worldwide (Global Distribution System, Switches, Channel Managers, payment solution providers, etc.), as well as supporting the strategic engagement with the appropriate points of contact within the agencies themselves, by partnering with the Marriott Sales organization. In addition to personally handling key strategic channels, this position will oversee the GDS sales and solutions direct and matrix team to achieve defined objectives and electronic sales goals. In addition, this position is responsible for developing, implementing and measuring global GDS strategies and plans that optimize MI's overall position. The incumbent will ensure Marriott is competitive within GDS and with travel management firms with emphasis on technology and digital enabling and optimizing Marriott's performance and strategic position in the GDS and agency channels that supports and enables over $5 Billion in annual revenues to Marriott hotels. This individual, together with the VP, Distribution & Cross-Channel Strategy will play a major role in crafting and leading GDS and traditional agency negotiations strategy, business development, and execution. The incumbent will develop global account teams where appropriate and ensure integration and alignment of key stakeholder groups including Digital, IT, Operations, Lodging and Intermediary Sales, Owner and Franchisee Services, and other Headquarters staff. The position will, over time, have 3 direct reports and generally works with a significant amount of independence to execute against ongoing business requirements for the Global Distribution department specifically, as well as those of the broader BMSC department.

CANDIDATE PROFILE

Education and Experience:

Bachelor's degree required, Graduate degree strongly preferred, MBA highly desirable 10 years' work experience, with at least five years of relevant work experience Examples of relevant work experience would be in the areas of account/partnership management and development, and/or Internet or Intranet business development, product development, distribution, and sales & marketing Ideal candidate will have experience with product development and/or management, as well as experience managing large national or international accounts Ideal candidates will also demonstrate ability to take complex projects and efforts from conception to successful execution Candidates must have a global perspective and understanding of relevant global business trends International work experience, and multiple language skills a plus 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

Successful candidates should possess knowledge and experience and demonstrate strong leadership and relationship skills:

Ability to manage, develop, and motivate individual associates and effective account management and matrix teams Ability to set and implement complex account strategies Ability to work well within all levels of an organization, especially internal and external senior management relationships. Ability to provide leadership, management, and positive influence across disciplines involving areas of direct responsibility, and areas of indirect responsibility. Ability to understand the bigger picture/strategic business objectives and develop the strategies and opportunities to support them. Able to develop innovative and creative solutions to enhance business relationships, create leverage or solve critical issues Solid project management, organizational and process skills. Ability to manage multiple complex projects without losing focus on priorities. Sound judgment and analytical skills; ability to identify, obtain, and interpret critical information to determine the appropriate course of action.

Job Location

Marriott's Corporate Headquarters in Bethesda, MD

CORE WORK ACTIVITIES:

Leads the development of strategies, operating plans, and multi-year business process improvement initiatives for all GDS, switch, and channel enabler accounts in alignment with Marriott's corporate and distribution strategy, in partnership with IT, and Distribution Operations. Provides leadership to account leaders, as they work with designated strategic business partners and accounts to drive and optimize profitable sales through their GDS and similar technology-enabled B2B channels for Marriott Lodging, in partnership with Global Sales teams. Take point on specific annual negotiations and contract renewals. Develop the frameworks and manage the process for the overall B2B commercial strategy and negotiation efforts globally for GDS, Travel Agency, and Travel Management firms, including the development of cross-functional business terms, and identifying and finding and implementing solutions for any gaps in our capacity to execute agreements. Lead a major change initiative to acquire and leverage the use of data from other parts of the travel industry to support day-to-day and longer-term business decisions in the B2B corporate and transient segments, and propose new metrics, monitoring, and reporting on the effectiveness of the process, progress, and results. Orchestrate the ideation, development, launch, and manage new global cross-brand channel programs to increase affinity with luxury and lifestyle leaning travel agencies and customers, and to increase incremental sales opportunity from these and other accounts. Participates in the assessment of new third party businesses, products, and services that support business and strategic objectives, with a goal of identifying at least three significant opportunities annually. Evaluates and defines key channel and technology investment opportunities. Leads project planning and execution relative to initiatives and technical enhancements that benefit the channels under management to reduce costs, increase sales, and increase business reach. Acts as internal consultant and promotes knowledge and acts as a resource on trends, and opportunities for owners, hotels, regions, and represent Marriott in industry forums.

Managing Projects and Priorities

Develops specific goals and plans to prioritize, organize, and accomplish work for self and direct reports. Provides direction and assistance to other teams regarding projects. Determines priorities, schedules, plans and necessary resources to ensure completion of any projects on schedule. Analyzes information and evaluates results to choose the best solution and solve problems. Thinks creatively and practically to develop, execute and implement new plans or programs. Generates and provides accurate and timely results in the form of reports, presentations, etc. Plans, develops, implements, and evaluates the quality of the teams' operations. Provides recommendations to improve the effectiveness of processes or programs. Understands and meets the needs of key stakeholders. Supports achievement of performance goals, budget goals, team goals, etc.

Managing and Conducting Human Resources Activities

Continuously improves department, program, team, and job structures and ensures clear leadership accountabilities are in place. Interviews and hires employees. Facilitates regular, ongoing communication in department (e.g., staff meetings). Sets goals and expectations for direct reports using the performance review process and holds staff accountable for performance goals. Solicits employee feedback. Utilizes an "open door policy" and reviews employee satisfaction results to identify and address employee problems or concerns. Promotes adherence to policies consistently, follows disciplinary procedures and documents items according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process. Conducts annual performance appraisal with direct reports according to Standard Operating Procedures. Identifies talents of direct reports and their teams, and assists with their growth and development plans. Performs other reasonable duties as required for the position.

MANAGEMENT COMPETENCIES

Leadership

Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods. Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action. Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges. Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action. Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values. Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

Managing Execution

Building a Successful Team - Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization. Strategy Execution -- Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes. Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Building Relationships

Business Partner Relationships - Develops and sustains relationships based on an understanding of business partner/stakeholder needs and actions consistent with the company's service standards. Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential. Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

Generating Talent and Organizational Capability

Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit. Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges as outlined in this job description. Basic Competencies - Fundamental competencies required for accomplishing basic work activities. Basic Computer Skills - Uses advanced computer hardware and software (e.g., personal computers, word, excel, PowerPoint processing software, Internet browsers, etc.). Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, applies advanced mathematical models in a way that allows one to solve work-related issues. Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences. Reading Comprehension - Understands written sentences and paragraphs in work related documents. Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.