Chief Commercial Officer

This position is the strategic commercial business partner for the US & Canada leadership team with direct accountability for the Consumer Operations functions: Sales, Marketing, Franchise SMR Support, Revenue Management, Public and Crisis Communications- in alignment with strategic and operating plans and priorities. The Chief Commercial Officer – US & Canada is responsible for topline revenue for the division for all brands and plays a key role in ensuring the strategic priorities of the discipline are aligned and designed to yield profitable sales, increased market share, and expanded competitive advantage for MI for managed and franchised hotels. This position will partner closely with HQ Consumer Operations discipline leaders including Digital, Loyalty, Partnerships, Marketing, Revenue Strategy; Sales and Distribution, Planning & Services, and Analytics. In addition, this position will help guide the Global Sales Organization (U.S. and Canada) in order to ensure that segment sales strategies and marketing solutions are developed and executed against high-value National Association Accounts and Multi-National Corporate Accounts.

CANDIDATE PROFILE

Education and Experience

Required

• Lodging industry experience
• 15 years of extensive leadership experience within sales, revenue, marketing, customer environments

Preferred

• Bachelor’s degree preferred; Graduate degree is a plus.
• Exposure to operations with multi-disciplinary accountability for an operating unit

CORE WORK ACTIVITIES

• Provide leadership to the sales and marketing function in the division by setting priorities aligned with the division and discipline goals related to key business priorities for all brands at both managed and franchised hotels. Identify opportunities, anticipate challenges, and create competitive breakthrough strategies. Protect and strengthen Marriott’s competitive advantage by advocating and supporting sound business and sales and marketing decision-making for all business segments. Advise key stakeholders (i.e., Continent and Regional Leadership, GMs, Sales, Revenue, Marketing, Center Leadership team, and MI) on existing and evolving business and operation issues.
• Ensure the successful execution of key sales and marketing strategies. Partner with the Chief Revenue and Technology Officer and Chief Customer Officer to define strategic priorities. Oversee the implementation, execution, and stabilization of these initiatives for US & Canada (e.g., owner & franchisee meetings to address strategic issues & potential modifications; partner with Planning & Services team on implementation priorities).
• Provide strategic leadership for the U.S. and Canada Global Sales Organizations. Oversee the development of segment sales and marketing solutions from high-value corporate and association accounts that align with Marriott’s overall Consumer Operations strategic priorities and reach across all revenue streams, grow profitable market share and generate superior business results.
• Engage Consumer Insights team to incorporate customer research & intelligence in order to make impactful business decisions and drive value for hotels.
• Ensure that corporate Marketing and Digital strategies/road map, practices, and policies are implemented and sustained within the division.
• Participate in developing integrated marketing strategies that ensure the appropriate mix of traditional and digital media, including paid advertising, publicity, social media, promotions, partnerships, CRM, eCommerce activation and field marketing.
• Collaborate with revenue management leadership to enable the development and implementation of profitable revenue strategies that enhances multi-unit business performance, sets policy and ensures alignment on execution of key sales, marketing, and revenue management cross functional initiatives.
• Build and develop a high performing Sales and Marketing team to ensure that MI talent development and pipeline management is world class in the continent. Partner with Human Resources to attract, develop, retain and engage the best people in order to support the strategic priorities of the business.
• Drive the development and execution of demand generation activities that will build the pipeline and ensure the achievement of revenue, profits, and market share targets across distribution channels in support of the Division’s balanced scorecard goals.
• Collaborate with Discipline Leadership and Finance on the prioritization and allocation of Marketing Funds.
• Build effective relationships with all internal and external (e.g., owners / franchisees, General Managers, key customers) stakeholders. Ensure decision-making that balances the needs of the various stakeholder groups and promotes the long-term viability of the business.
• Assist in the evaluation of hotel development efforts including review of project feasibility, pro-forma development and approval, and Sales and Marketing Plan development and execution. Play a lead role in developing the pre-opening strategy for new and converted properties.
• Create a sales deployment approach that ensures collaboration with appropriate channels and ensures alignment with the Global Sales Strategy.
• Champion excellence in business ethics and integrity, social responsibility, cross-cultural effectiveness, and associate engagement.

Travel required.

The salary range for this position is $337,535 to $456,665 annually. Marriott offers a bonus program, comprehensive health care benefits, 401(k) plan with up to 5% company match, employee stock purchase plan at 15% discount, accrued paid time off (including sick leave where applicable), life insurance, group disability insurance, travel discounts, adoption assistance, paid parental leave, health savings account (except for positions based out of or performed in Hawaii), flexible spending accounts, tuition assistance, pre-tax commuter benefits, other life and work wellness benefits, and may include other incentives such as stock awards and deferred compensation plans. Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions.

The compensation and benefits information is provided as of the date of this posting. Marriott reserves the right to modify compensation and benefits at any time, with or without notice, subject to applicable law.

Marriott HQ is committed to a hybrid work environment that enables associates to Be connected. Headquarters-based positions are considered hybrid, for candidates within a commuting distance to Bethesda, MD; candidates outside of commuting distance to Bethesda, MD will be considered for Remote positions.

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.

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