Director of Sales and Marketing ACJV

JOB SUMMARY

The Commercial Director assumes overall commercial leadership with the goal of generating profitable revenue and expanding market share for the entire AC JV portfolio of hotels in Europe. As a Strategic Business Partner of the EMEA Consumer Operations Leadership Team and Continent Senior Leadership Team, the Chief Commercial Officer will identify, develop and implement demand and revenue generation strategies, create competitive disruptive strategies, and leverage diverse digital platforms while protecting and strengthens the competitive advantage of the portfolio.

The commercial director is the strategic sales, marketing and revenue leader for the entire AC JV hotel portfolio, and is primarily responsible for the portfolio’s financial performance. The commercial director is responsible for monitoring the performance of high-impact hotels and key markets, in order to identify revenue opportunities that improve profitability. This leadership role carries overall responsibility for creating, identifying, developing and implementing business strategies across all segments within the relevant markets, including conducting the analysis necessary to develop annual RevPAR targets for the portfolio and market share targets per portfolio. market. In addition, this position requires leadership skills in times of transition due to mergers and acquisitions, including the attraction of specialized talent in these areas.

The role carries direct responsibility for performance management and development of leaders and teams responsible for executing local marketing programs, tailoring loyalty-focused brand marketing campaigns wherever possible. The Commercial Director is responsible for developing and managing relationships with all stakeholders, both internal and external, and ensures that AC JV portfolio strategies are aligned with Marriott’s EMEA and Global strategies. He is also responsible for executing the portfolio’s distribution strategy and third-party channel management within the framework of Marriott’s global distribution strategy and guidelines.

The responsibility in this position covers more than xx hotels, with more than xxx rooms in 3 countries.

CORE WORK ACTIVITIES

• Provides leadership and strategic direction.
• Develops the commercial strategy (sales, marketing and income) for the AC JV portfolio.
• Support VP Sales and Distribution in the development of a general strategic plan for the continent.
• Leads and leads the efforts of AC JV business leaders and teams in accordance with portfolio sales and revenue strategy to ensure each hotel has the necessary oversight and support.
• Represents and advocates for the needs of the AC JV portfolio with the direction of Continent Consumer Operations.
• Ensures that corporate and regional initiatives, new procedures, new tools, and system enhancements are communicated and executed across the portfolio.
• Understands and communicates the value of Marriott International and Marriott Brands to franchise owners and partners.
• Identifies and communicates business trends to the continent and corporate leaders.
• Develops and manages relationships with key stakeholders.
• Coordinates with the leaders of Sales, Marketing, HR. pp. and Digital to ensure a holistic approach to property sales and drive revenue through Marriott’s sales and marketing channels.
• Works with the EMEA Consumer Operations Leadership and Continent team to advise on the development of portfolio sales and marketing strategies.
• Communicates, evaluates, and redirects revenue management strategies to ensure they are current with market fluctuations.
• Coordinates with Sales and Marketing for annual pricing processes, RFPs, and marketing business plan development.
• Use property diagnostic process (PDP) to maximize revenue and profit.
• Monitor business prospects at a local, regional and national level and consult the strategy with Sales and Marketing.
• Coordinates with financial partners during budget times and throughout the year to manage them in accordance with stated financial objectives.

Collaborate with Continent’s Human Resources team to attract, hire and retain sales team talent.

• Work with the HR team. H H. at the local and continental level to direct the selection and recruitment of personnel.
• Sets goals and expectations for direct reports through the performance appraisal procedure and holds staff accountable for their performance; trains the team by providing specific feedback to improve performance. Conducts annual performance appraisal with direct reports, in accordance with standard operating procedures.
• Work with the HR team. H H. at the local and continental level to ensure the correct allocation of team bonuses and incentive programs.
• Coordinates departmental participation in community benefit events sponsored by Marriott International to strengthen teamwork and community ties (eg, trash day, nursing home tours, homeless shelters).
• Maintains an orientation program by department so that employees receive the appropriate initial training to carry out their work correctly.
• Use all available tools for training employees on the job itself; implements and manages training initiatives and leads sessions where necessary; Ensures that you attend required essential training classes and that your direct reports also attend.
• Communicates performance expectations in accordance with job descriptions and monitors progress.
• Establishes and maintains open collaborative relationships with employees and ensures that employees do the same within the team.
• Actively solicits employee feedback, practices an open door policy, and evaluates employee satisfaction results to identify and address potential issues or concerns. Ensures that employees receive fair and equal treatment. He constantly strives to improve employee retention. Points out issues relevant to Human Resources when necessary.
• Manages progressive discipline procedures for employees for areas of responsibility. Ensures that hotel policies are administered consistently and fairly. Ensures that disciplinary procedures and documentation are completed in accordance with SOPs and local SOPs and LSOPs, and supports the peer review process.
• Ensures regular communication across all areas of responsibility to raise awareness of business goals and communicate expectations, recognize performance and produce expected business results.
• Celebrates successes and publicly acknowledges the contributions of other team members; ensures that such recognition takes place in all areas of responsibility. Maintains an ongoing employee recognition program.

Guide and carry out loyalty and association initiatives 

• Is an ambassador of Marriott Bonvoy to AC JV, helping to communicate the importance and business impact of the loyalty program to hotel owners and their teams, while working with disciplines in other areas (revenue management, operations, sales, communication) to exceed key performance indicators (KPIs) such as new member enrollment, member engagement, mobile app downloads, implementation of local promotions, and Elite member experience.
• Activates and supports loyalty marketing programs and initiatives, as well as relevant association campaigns on a global and continental level, both in areas and in hotels.
• Communicates closely with the loyalty and partnerships team to ensure a coordinated market approach, and to maximize synergies and drive engagement across the Marriott and Marriott Bonvoy brands. This includes the deployment of member email marketing campaigns and member-only offers aimed at increasing engagement and direct bookings.
• Focuses on increasing the participation of Marriott Bonvoy members in the local destination by organizing events, Moments and improving the guest experience with Elite members at the property.

Leadership

Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment. 

Communication – Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.

Problem Solving and Decision Making – Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.

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.

Managing Execution

Building and Contributing to Teams – Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.

Driving for Results – Focuses and guides others in accomplishing work objectives.

Planning and Organizing – Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.

Building Relationships

Coworker Relationships – Develops and uses collaborative relationships to facilitate the accomplishment of work goals.

Customer Relationships – Develops and sustains relationships based on an understanding of customer 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.

Generating Talent and Organizational Capability

Organizational Capability – Evaluates and adapts the structure of organizational units, jobs, 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

Applied Learning – Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen – Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

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.

Devising Sales Strategies and Solutions – Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that apprpriately consider available facts, constraints, competitive circumstances, and probable consequences.

Sales Disposition – Energetic, proactive, takes calculated risks, and perseveres to attain goals.

Sales Opportunity Analysis – Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies. 

Revenue Management – Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).

Management of Financial Resources-Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.

Basic Competencies – Fundamental competencies required for accomplishing basic work activities.

Basic Computer Skills – Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

Mathematical Reasoning – Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

Oral Comprehension – Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

Reading Comprehension – Demonstrates understanding of written sentences and paragraphs in work-related documents.

Writing – Communicates effectively in writing as appropriate for the needs of the audience

At AC Hotels, we believe attention to detail is the greatest form of generosity we can offer. Whether it’s the artful pour of a drink or the sleek, edited environment, AC Hotels and our family members believe that if we have time to make it, we have time to make it beautiful. Our guests recognize and appreciate the precise design of AC Hotels and the detail-oriented nature of our family members. If you are looking for true hospitality, AC Hotels offers the perfect environment. Family members express a global mindset and passion for detail. They present a natural curiosity to learn and try new things. Whether staying current with trends in art, technology, or design, family members are eager to share with guests and others. 

Family members look to delight others and always ask themselves how they can improve the service experience. If this sounds like you, we invite you to explore career opportunities with AC Hotels. In joining AC Hotels, you join a portfolio of brands with Marriott International. 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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