Srdir-Sales Franchise Support Jobs

Position Summary:

Working with Marriott’s Owner and Franchise Services team, understand the franchise pricing implications of any recommendations.

• Understand the guidelines & parameters included in the International Disclosure Document and how to effectively engage regional and discipline stakeholders when necessary, including interpretation, updates to existing references and inclusion of new optional or mandatory services.
• Assist in the screening of potential franchise management companies and provide guidance in the negotiation of franchise agreements.
• Resolve issues through influence, negotiations, analysis, alignment, relationships skills and communication while maintaining brand integrity.

Expected Contributions:

Leadership

• Identifies initiatives to optimize franchise top line performance
• Develops and delivers Top Line Performance Reviews to Senior Executives at Franchise Management Companies focused on leveraging Marriott’s systems, tools & resources to drive improved performance.
• Has a strong understanding of Marriott’s approach to franchise support and is able to effectively minimize risk to the enterprise.
• Effectively engages with Sr Leaders and franchise Principles to gain buy in to support Marriott policies and recommendations
• Partners with Headquarters teams to design system implementation and rollout plans that result in adoption of Marriott systems and tools by Franchise hotels.

Drive For Results

• Evaluates topline performance for hotels for portfolio/management companies and recognizes opportunity areas. Identifies underlying causes of good/substandard performance and develops plans to address with the appropriate management company.
• Facilitates effective performance reviews with FMCs and shares relevant information to help third party management companies and/or Franchise Owner/Operators understand and support key Marriott International objectives: identifies success factors for accounts and provides direction for achieving them. Demonstrates the ability to recognize similar recurring business issues and understands how to leverage solutions that have been used in the past.
• Influences alignment on topline maximization strategies; influences decisiveness with revenue management decision makers in management companies. Makes and implements recommendations for increasing effectiveness and change of strategies.
• Uncovers areas where Marriott tools and resources are not being leveraged by hotels in the franchise management companies ‘portfolio, potentially leading to missed revenue opportunity; navigates Marriott’s internal organization to pair need with solution.
• Influences the adoption of franchisees on the evolution of strategies and focus areas in group & transient strategy for hotels, including, but not limited to system adoption, marketing initiatives and pull through of system enhancements & process changes.

Manage Execution

• Provides feedback to MI on high value focus areas for the franchise community, brings ideas which allow this role to be focused on the most impactful areas to the franchisee revenue management relationship.
• Prepares and delivers presentations that are tailored to the unique opportunity areas for individual franchise management companies, highlighting top opportunity areas and driving for agreement on next steps and measurement.
• Monitors and pushes compliance in standards for managing inventory, executing pricing and sales and marketing strategies
• Takes responsibility for proposing a learning plan that supports emerging business requirements and personal development objectives.
• Contributes insights in the prioritization of systems, programs, tools, and decision-making support resources, balances this perspective with an understanding of system wide priority and opportunity.
• Provides guidance and support to franchise analysts to prioritize support for hotels and accounts based on performance and account relationship factors. Partners with OFS and regional/discipline teams to resolve any conflicts.
• Develops and uses systems to organize account plans, strategies, pull through, performance updates on key metrics
• Shares key insights related to market business environments, both internally and externally. Identify performance gaps of hotels and provide strategic and mitigating advice for solution
• Approaches portfolio/account reviews and interactions with franchise revenue management leaders as an opportunity to impart critical thinking acumen; shares best practices for maximizing revenue.

Strategy & Planning

• Provides timely guidance and assistance in development of International Disclosure Documents, including review of terms and facilitates review by corporate sales and marketing.
• Able to work independently and build the needed infrastructure needed to achieve objectives of role
• Leads resolution challenges on business requests that have broader impact and/or risk. Presents alternative solutions and impact assessment by leveraging the broader organization
• Assist in the development, support, and pull through of enterprise-wide initiatives within the continent to maximize customer/stakeholder satisfaction and profitability
• Uses data to build program strategies and proposes any necessary business case(s) to optimize performance for our franchise community.
• Drives awareness by assessing operational capabilities, identifying gaps, and building recommendations based on findings
• Cultivates strategic direction of franchise program evolutions that delivers value to our Franchise Partners and demonstrates ROI (Return on Investment)

Stakeholder Relations

• Builds strategic partnership/cooperation with Consumer Operations and OFS leadership to facilitate franchise lens development & Execution on initiatives/launches
• Ensures decision-making that balances the needs of the various stakeholder groups and promotes the long-term success of the hotels we support.
• Influences Franchise Management Companies and owners in driving participation in programs and services, improving owner and franchisee satisfaction
• Builds and maintains effective relationships with all internal and external stakeholders (e.g., owners / franchisees, AVP’s, Account Executives, Area Directors, OFS (Owner Franchise Service) leadership, Partner Discipline(s) leadership)
• Establishes and executes an effective communication channel(s), for internal and external stakeholders to provide business updates and initiatives. Represents Commercial Franchise Services and Support during webinars, meetings, and conferences as appropriate.

Leading & Managing Teams

• Continuously improves team and job structures and ensures clear leadership accountabilities are in place.
• Creates a synergistic leadership team and business environment that encourages accountability, lofty standards, and innovation to consistently deliver positive business results.
• Partners with Senior Leaders to identify trends, successes, and areas of need or opportunity. Influences key stakeholders to facilitate alignment and development in communication of broader organizational goals
• As a direct report to the Chief Sales & Marketing Officer, CALA, assists with the strategy for providing Sales, Marketing & RM (Revenue Management) expertise, strategic direction, and insight regarding overall strategy for the CALA

Performs other duties as assigned

Approximately 50% travel

CANDIDATE PROFILE - KEY TALENTS AND EXPERIENCE DESIRED

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

• Global mindset
• Possess excellent owner and management company relationship skills
• Experience with team collaboration and collective decision making to move the business forward; direction and performing responsibilities via influence ability (as opposed to line management authority)
• Negotiate issue resolution
• Strong Project Management skills, able to manage several projects at once
• Lodging/Hospitality industry experience across multiple brands; experience within franchising is a plus
• Ability to communicate deadlines and project requirements clearly and concisely
• Possess strong interpersonal, communication and platform skills
• Demonstration of leadership skills, particularly regarding strategy, planning and execution
• Ability to work independently through problem solving, influencing, and taking initiative

REQUIRED:

• Multi brand lodging/hospitality industry experience
• Strong knowledge of financial analysis, quantitative analysis, and statistical tools
• Excellent project management skills, with ability to independently manage multiple projects
• Excellent interpersonal and written and oral communication skills, as well as public speaking
• Strong relationship management, strategic planning, communication, and analytical skills
• Ability to take large volumes of complex information and present it to Senior Management in a clear, concise, and complete manner which facilitates executive decision making
• Excellent demonstrated analytical ability, with experience in solving “real-life” business problems
• Good organizational and time management skills and proven ability to handle multi-task assignments
• Strong data analysis skills
• Ability to interface with operations research and systems professionals to develop/refine decision support systems
• Ability to work both as a team member and a team leader to achieve results in a teamwork environment
• Ability to communicate deadlines and project requirements clearly and concisely
• Knowledge of Marriott’s systems (e.g., MARSHA (Marriott s Automated Reservation System for Hotel Accommodations), MRDW (Marriott Reservations Data Warehouse), One Yield, MarRFP (Marriott Request for Proposal), CI/TY) preferred
• At least five years of Revenue Management and/or Sales & Marketing work experience demonstrating career growth and a pattern of exceptional performance.
• A minimum of 5 years of leadership experience

Education and Experience:

• 4-year degree from an accredited university in Business Administration, Marketing, or related field preferred. Graduate degree in related field a plus.
• 10 years of relevant hotel professional experience in sales and marketing demonstrating progressive career growth and a pattern of exceptional performance
• Fluency in English & Spanish is required, & Portuguese is highly preferred

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.