Senior Director Commercial Services Premium Select Southern Europe and Northwest Africa

Location: Flexible

Job Summary 

The Senior Director, Commercial Services Premium & Select Southern Europe and Northwest Africa is responsible for the following critical areas: 

• Drive the planning and execution of the commercial strategy and activity through the support of the property and continent office Revenue Strategy, Sales, Marketing, Digital Field Marketing (DFM) and Public Relations specialist teams, and through working effectively with their Regional Team colleagues. 


• Lead the development of new strategic business opportunities through strong customer relations, acting as an ambassador for the company with our owners and key stakeholders. 


• Advance the EMEA approach to fostering a Managed and Franchise mindset. 


• Ensure all COE activities are relevant for our hotels and deliver capabilities that drive efficiency and performance. 


• With leadership, identify and implement clarity of work within the Continent and hotels to simplify processes and ensure speed to market. 


• The conduit between the Regional and Hotel teams and EMEA’s wider Commercial disciplines. 

The position reports to EMEA’s Regional Vice President. 

Scope 

The Senior Director, Commercial Services Premium & Select Southern Europe and Northwest Africa provides commercial direction to the hotels defined within their location and is part of the Regional Team 

• Location: Europe flexible 


• This position will be required to travel frequently. 


• Fluency in English required, Additional language capabilities in French, Spanish and/or Italian is beneficial

Key Responsibilities 

Overall: 

• Serves as the single point of contact for the Regional Vice President or Managing Director, owner, and asset manager in all aspects of commercial performance. 


• Serves as the primary discipline leader for property teams in revenue management, sales, marketing, and reservation sales. 


• Provides expertise and support to hotel leaders in the development and execution of the hotel’s commercial plan. 


• Utilizes business insights from Continent performance support teams, drives changes in strategy and/or tactics with hotel leadership to improve results. 


• Engages Continent Performance Specialist teams to address General Manager, Continent Leadership, or owner questions or concerns. 


• Ensures hotel strategies conform to brand philosophies and initiatives. 


• Supports Continent and Company policies, initiatives, and programs and holds hotel leadership accountable for compliance. 


• Provides input and guidance in the setting of commercial targets, RevPAR and total sales budgets, and other Key Performance Indicators. Works with hotel leadership to address shortfalls to goals and KPIs (Key Performance Indicators). 


• Ensures key stakeholders are kept informed of commercial activities and performance to goals. 


• Provides input into the commercial strategy for priority opening hotels. 


• Endorses and ensures all Marriott compliance policies are adhered to. 


• Ensures effective manning is in place across Sales, Revenue and Marketing disciplines. 

Sales & Distribution: 

• Supports the development of every property’s annual sales plan to drive revenue through all sales channels. 


• Guides the development of the property Sales Intensity plan where needed. 


• Supports and addresses Property Market Share Performance. 


• Accountable for ensuring adherence to Marriott’s Global Distribution Policy & identifying and growing profitable channels, including channel business development. 


• Guides the development of the pricing strategy for the annual business transient pricing process including the global, regional, and local Request for Pricing (RFP) 


• Provides input and feedback on the property proactive and reactive & Reservation Sales goal setting process and performance. 


• Drive property Sales Systems and Programs adaption and performance 


• Accountable for Owner and Asset Management engagement on topics related to sales and distribution. 


• Provides insights and direction to the performance and focus of Sales Cluster Shared Services. 


• Leverages Sales & Distribution discipline expertise and support, as required. 

Marketing & Digital: 

• Supports the development of Marketing & Digital strategy & plan to drive all marketing & digital channels in line with commercial strategy. 


• Ensures appropriate marketing budgets are developed and allocated to drive required business segments and key programs such as PLUS. 


• Oversees the property-based Marketing team to deliver on the key marketing and brand initiatives and commercial activities that support driving top-line revenue, digital share, segmental revenue, and loyalty. 


• Works with Revenue team to develop a demand generation plan that leveraging continent led offers supported with robust marketing & digital activities to drive targeted awareness to capture demand. 


• Supports the development of segmental marketing plan that supports R&B, Spa, and other ancillary revenue opportunities. 


• Ensures active participation and support of the Digital Field Marketing (DFM) program and the necessary digital activities and tactics aligned to driving digital direct, segmental marketing and the attainment of overall digital performance. 


• In partnership with Brand specialists, oversee the implementation of brand activation and programming plan to ensure brand experience is consistently brought to life and pulled through across all hotel sales, marketing, and on-property touch points. 

Loyalty: 

• Supports the development of hotel Loyalty strategy. 


• Supports the amplification loyalty marketing campaigns and develops local activations working closely with Operations to drive the hotel Loyalty KPIs (enrolments, mobile app downloads, member penetration/engagement, Elite Appreciation and point activity). 


• Ensures hotels leverage member marketing channels and enrolment tools as appropriate and across the relevant hotel touchpoints (adopting a total hotel approach). 


• Supports the pull through of Global and Continent related loyalty marketing initiatives to drive program awareness and point activity. 


• Project Silk Hotels: Supports with Food & Beverage / Operations team to align on Marketing initiatives relating to off-folio Earn & Redeem to drive point actives outside of stay, incremental footfall, and revenue for outlets. 


• Leverages Loyalty discipline expertise and support, as required. 

Revenue Strategy: 

• Guides the development of the hotel’s pricing strategy to ensure the hotel is properly positioned in the market relative to brand, quality of product, and location. Ensures an appropriate positioned retail rate strategy which drives the pricing across all other segments and optimizes revenue and profit. 


• Ensures non-retail segments are appropriately priced and positioned within the competitive set to optimize RevPAR and RevPAR index performance. 


• Engages the Discipline Specialist teams to convey opportunities associated with demand, revenue, price positioning, forecasting, discount strategy, inventory management. 


• Provides insights and direction to the revenue shared services leaders regarding areas of focus to improve performance trends. 


• Provides guidance to the hotel strategy team on ways to adjust segment strategies to address underperforming or declining performance. 


• Addresses hotel team with changes in forecasts to identify opportunities to address rate or volume strategies. 


• Advocates system adoption and maximizes use of Marriott’s tools and resources. 


• Supports the annual business processes including goal setting, business transient pricing, business plan development, and budgeting. 


• Leverages Revenue discipline expertise and support, as required. 

Building Successful Relationships 

• Develops and manages internal key stakeholder relationships, working closely with the Regional Leadership Team and General Manager. 


• Serves as the commercial touch point for owners and asset managers to address commercial performance. 


• Supports Owner and Regional Team Meetings, presenting and providing hotel and market insights. 


• Provides targeted and timely communication of results, achievements, and challenges to the stakeholders. 


• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example. 


• Drives team engagement with motivation and recognition. 

Candidate Profile 

Education and Experience 

• At least 10 years progressive work experience in the hotel industry is preferred with at least 5 years dedicated experience in Revenue Management, Sales and Marketing or related professional area. 


• Strong knowledge and experience in developing and deploying strategic Hotel Sales Strategy plans displaying market intelligence, enterprise-wide mindset and ability to lead through significant change. 


• A clear and deep understanding of the industry, and how Marriott operates is required. 


• Strong commercial acumen and analytical skills e.g., ability to analyze business data and make sound recommendations. 


• Ability to evaluate business trends, determine applicability, and modify business strategies accordingly. 


• Possess strong leadership ability; can quickly analyze situations, clearly articulate what needs to be done, and mobilize others in the right direction; able to influence others positively. 


• Ability to manage varying stakeholder preferences, loyalty, and engagement. 


• High school diploma or equivalent, University degree preferred. 


• Language requirements: High proficiency in English is required, additional languages a plus. 

WHY JOIN MARRIOTT INTERNATIONAL?

Marriott International has been recognized as one of Fortune’s 100 Best Companies to Work For™ in 2026 by Great Place to Work®.  This is a reflection of our people-first culture, commitment to wellbeing, and collaborative workplace. This accolade joins a growing list of regional honors, reinforcing our dedication to creating an exceptional environment where associates thrive

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates.  We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law. 

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