Job Number 24049872Job Category Sales & MarketingLocation Marriott International HQ, 7750 Wisconsin Avenue, Bethesda, Maryland, United StatesSchedule Full-TimeLocated Remotely? YRelocation? NPosition Type ManagementJOB SUMMARYThe Senior Director, The Ritz-Carlton Yacht Collection Global Sales is a key member of the Global Sales luxury leadership team and is responsible for providing strategic and operational sales leadership and support for The Ritz-Carlton Yacht Collection, as well as partnering with The Ritz-Carlton Yacht Collection team, The Ritz-Carlton brand team and the regional luxury sales leaders. This position will have a direct reporting relationship to the Vice President, Global Luxury & Leisure Sales and works closely with the Senior Vice President of Global Sales at The Ritz-Carlton Yacht Collection. Specific areas of responsibility include: (1) support and execute the overall yacht sales strategy in collaboration and with the agreement of the sales leadership team of The Ritz-Carlton Yacht Collection, (2) maintain strategic relationships with retail agencies (trade), MICE (group and charter) partners and other B2B sales opportunities and position The Ritz-Carlton Yacht Collection as the preferred luxury cruise partner to defend and grow market share, (3) drive Marriott International awareness and familiarity with the yacht product and experience, (4) responsible for complex account management and agreements to build long-term, value based relationships between Marriott International and our partners, (5) effectively navigate the Marriott International corporate and regional organizations and liaise effectively with The Ritz-Carlton Yacht Collection leadership team to drive results and productivity, (6) provide leadership and support in the development and implementation of The Ritz-Carlton Yacht Collection’s luxury sales strategy globally, taking into account the unique business processes and cultures that exist, (7) evaluate with The Ritz-Carlton Yacht Collection potential new partner opportunities across segments to expand The Ritz-Carlton Yacht Collection’s revenue, (8) align closely with key internal stakeholders including distribution, loyalty, brand, marketing, operations, other headquarter departments, regional teams and property teams, and (9) assist in developing and managing the Marriott International department budget.This position will partner with the Vice President, Global Luxury & Leisure Sales, the Senior Vice President of Global Sales at The Ritz-Carlton Yacht Collection and the regional luxury sales leaders on multiple strategic initiatives to drive performance and efficiencies for The Ritz-Carlton Yacht Collection. The position will partner with the enterprise Global Sales Organization regarding accounts with shared deployment to execute the most efficient strategy and seamless customer experience. The position requires a proven track record of innovative approaches to align with the organization’s future strategic initiatives.CANDIDATE PROFILEEducation and Experience Required
4-year bachelor’s degree in business administration, Marketing, Hotel and Restaurant Management, or related major plus 10 or more years’ experience in the sales and marketing or related professional area.
Education and Experience Preferred
8+ total years of relevant luxury hotel or luxury cruise industry work experience, demonstrating progressive career growth and a pattern of exceptional performance.
Team leadership experience, supervising Managers of Managers and/or Managers of Individual Contributors, preferably managing global and/or remote-based teams.
Experience evaluating business trends and developing and successfully implementing new business programs or strategies that enhance business performance.
Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity.
Experience in total account management, specifically complex accounts.
Solid understanding of channel management.
Prior experience in managing and/or defining third-party partner account strategy.
Understanding of Revenue Management.
International experience/global mindset.
Willingness to travel 25+%
CORE WORK ACTIVITIESManaging Work, Projects, and Business Goals
Partner with Vice President, Global Luxury & Leisure Sales and Senior Vice President of Global Sales of The Ritz-Carlton Yacht Collection to develop and implement the global luxury sales strategy in collaboration with the sales leadership team of The Ritz-Carlton Yacht Collection as it relates to retail agencies (trade), MICE (group and charter) partners and other B2B sales opportunities in alignment with overall strategic goals. Play active leadership contributing role in strategy meetings, training, etc.
Provide input on partner/customer negotiations, including commission and discount negotiations to protect The Ritz-Carlton Yacht Collection’s profitability and preserve pricing, while reducing cost of sales and rate distribution integrity.
In partnership with the SVP of Global Sales, The Ritz-Carlton Yacht Collection, demonstrate segment leadership for Marriott International as the customer-facing leader for The Ritz-Carlton Yacht Collection.
Retain, expand, and grow account value by growing preference, better leverage of non-direct selling resources and margin management.
Manage senior level relationships of assigned portfolio of accounts to optimize account penetration and share.
Implement deployment strategies that maximize the utilization of available Marriott International sales resources. Work closely with partners to adopt technology standards that provide operational excellence and make it easier to do business with Marriott.
In support of and in alignment with The Ritz-Carlton Yacht Collection, harness and coordinate cross-discipline resources (market, corporate) to ensure pull-through and sustainment of account strategies and selling solutions. Develop a close working relationship with operations and market resources to establish integrated sales strategies and ensure pull-through of strategies at the market and hotel level.
Represent The Ritz-Carlton Yacht Collection at customer events, trade shows and industry promotions to continue building strong relationships with retail agencies (trade), MICE (group and charter) partners and for other B2B sales opportunities that bring business to The Ritz-Carlton Yacht Collection in collaboration and with the agreement of the sales leadership team of The Ritz-Carlton Yacht Collection.
Achieve and exceed goals including performance goals, budget goals, team goals, etc.
Demonstrating and Applying Discipline/Functional Knowledge
Demonstrate knowledge of job-relevant issues, products, systems, and processes.
Lead efforts to educate and communicate total account management and sales principles to cross-discipline groups including Distribution, Loyalty, Revenue Management, Market, Region, Property and Owner/Franchise partners.
Leverage methodologies, technical and business knowledge across Global Sales.
Leading/Managing Teams
Provide peer leadership guidance to other Global Luxury Account Executives to drive knowledge and awareness of The Ritz-Carlton Yacht Collection.
Provide leadership and promote accountability within Marriott International to drive superior business results to achieve and/or exceed established goals. Set high performance expectations and hold others accountable through development of balanced scorecards and consistent processes. Define appropriate metrics to identify and measure sales and marketing business results.
Support the development of account plans that focus on improving market share, leveraging efficiencies, generating profitable revenue, and reducing overhead.
Utilize interpersonal and communication skills to lead, influence, and encourage others within a culturally diverse environment; advocate sound financial/business decision-making; demonstrate honesty/integrity; lead by example.
Motivate and provide a work environment where associates are productive.
Develop business goals and create appropriate development plans. Coach and develop associates based on their individual strengths, development needs, career aspirations, and abilities.
Within Marriott International, actively solicit associate feedback, utilize an open-door policy, and review associate satisfaction results to identify and address associate problems or concerns. Ensure associates are treated fairly and equitably. Constantly strive to improve associate retention. Bring issues to the attention of Human Resources and department leader as necessary.
Collaborate with other continent GSO leaders for effective and efficient business processes and best practice sharing.
Additional Responsibilities
Serve as a proactive leader by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate and the sales leadership team of The Ritz-Carlton Yacht Collection ensuring a productive dialog and exchange of ideas.
Align with relevant cross-discipline groups to resolve partner issues and ensure profitability of the account, while protecting Marriott International’s and The Ritz-Carlton Yacht Collection’s interests.
Align with Intermediary Partner Support to ensure roles, responsibilities, and processes are established to support these segments.
Anticipate and identify business opportunities and challenges and propose profitable strategies that aligns with overall business direction.
California Applicants Only: The salary range for this position is $127,088.00 to $281,923.00 annually.Colorado Applicants Only: The salary range for this position is $127,088.00 to $256,293.00 annually.Hawaii Applicants Only: The salary range for this position is $153,776.00 to $281,923.00 annually.New York Applicants Only: The salary range for this position is $127,088.00 to $281,923.00 annually.Washington Applicants Only: The salary range for this position is $127,088.00 to $281,923.00 annually. In addition to the annual salary, the position will be eligible to receive an annual bonus and restricted stock units/stock grants. Employees will accrue 0.04616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.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.The application deadline for this position is 28 days after the date of this posting, 03/21/2024.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.
