The Vice President, Sales, Marketing and Revenue, All Inclusive provides overall topline leadership to generate revenue and gain market share for the region’s All Inclusive hotels. As a strategic business partner to the regional topline team and all-inclusive team, the incumbent provides strategic perspective for all-inclusive brands to help make optimal business decisions for the region. The Vice President uses sales, marketing and revenue management skills and diverse sources of information to identify, develop and implement profitable opportunities drive topline, anticipate challenges and create competitive breakthrough strategies, protecting and strengthening Marriott’s competitive advantage.

Expected Contributions

Business/Functional Results

• Lead and facilitate the delivery of sustainable business results against growth and profitability objectives.

• Execute strategies and actions to exceed guest expectations, deliver high quality services resulting in increased market share.

• Focus on building the region’s top line revenues by strategically aligning sales opportunities and best practices among the region. Works with entire regional team to deliver consistent message regarding what defines success and the overall plan to achieve success.

• Deliver against balanced scorecard and discipline initiatives to build segment and brand equity and customer loyalty.

• Lead the execution of sales, distribution, marketing and revenue management responsibilities for the region.

• Integrate managed and franchise hotels into regional communication strategies to drive business into the top business needs for all hotels.

• Play a lead role in managing pre-opening sales, marketing and revenue staffing and logistics, pro-forma, and presentations to prospective developers and owners regarding Sales. Assists in the evaluation and approval of development and conversion opportunities.

• Ensure successful performance by increasing revenues within the region, controlling appropriate expenses, and providing a return on investment.

• Drive brand awareness on market level. Works with appropriate brand teams to drive appropriate business into hotels.

Leadership

• Is strategic business partner to the CSMO, AI Business Leader and regional team. Provides functional and business expertise and strategic perspective to develop and implement sales strategies to meet or exceed the needs and expectation of guest and associates and provide a return on investment to the owners and Marriott.

• Provide leadership within the Regional Revenue, Marketing and Sales Team, in providing input and execution to Corporate initiatives.

• Provide strategic leadership and corporate connection for On-Property, GSO and Market Sales Leaders. Lead quarterly or semi-annual meetings for all of sales leadership to communicate best practices, keep leaders networked, and to continue tactical and leadership training.

• Provide leadership to the sales function in the region by setting priorities aligned with the region and discipline goals related to key business priorities. Identify service improvements, anticipate challenges, and create competitive breakthrough strategies for the region. Protect and strengthen Marriott’s competitive advantage by advocating and supporting sound business and sales decision-making. Advise CSMO, GMs, Area Directors, Sales & Distribution, Regional team, and MI on existing and evolving business and operation issues; help enhance the team’s operational and business skills.

• Serve as market change agent and provide oversight in the implementation of related programs and key initiatives in the market (e.g., sales initiatives focused on increasing and aligning sales associates).

Managing Execution

• Accomplish desired results by setting priorities and managing by exception, effectively managing through people and processes, utilizing reliable tools, and leveraging resources and other parts of the organization.

• Hold high performance expectations, willingly own results, and hold others accountable. Assign clear accountability and provide both the authority and resources to ensure that individuals deliver desired contributions and results. Monitor implementation to assure success and accountability for results.

• Put in place early warning systems and appropriate metrics to identify and manage business and financial risks. Ensure brand standards are adhered to in the region.

• Develop processes to enhance communication and sharing of best practice in the region. Coordinate and direct work groups to address common issues.

• Is responsible for Pre-Opening for all inclusive hotels in the Region and a consultant to pre-opening franchise hotels in leveraging the Marriott resources.

Building Relationships

• Build effective working relationships with internal (regional teams, corporate resources) and external groups (customers, partners).

• Work closely with CSMO, RVP Revenue Management, RVP Sales and Distribution, VP Marketing, ADs to increase revenues and gain market share for the All Inclusive Hotels.

• Work in partnership with the Development and Feasibility team to provide input on hotel projects in the Region, not only locations, but scope and pro-forma.

• Sell ideas persuasively and influence without direct authority. Negotiate skillfully in tough situations, settle differences and win concessions without damaging relationships.

Generating Talent & Organizational Capability

• Hire, retain and continually develop diverse, high-caliber talent that makes a strong positive impact on the organization. Anticipate future talent needs based on business plans. Develop plans to address skill and resource gaps. Active participant in the development of a global pipeline of operations talent.

• Maintain high performance levels in the region by hiring the best, coaching & developing, ensuring everyone understands the expected contributions, addressing performance issues and aligning performance and rewards. Provide feedback and coaching to the sales regional team, hold them accountable for doing the same with their own teams.

• Transfer functional knowledge and develop sales skills of other discipline managers.

Learning/Applying Personal Expertise

• Promote an organizational environment that rapidly assimilates new information to improve business performance through assertive leadership and creates a culture of candor.

• Actively pursue learning and self-development to enhance personal, professional and unit growth.

• Keep abreast of newest trends and innovations in the industry & sales field. Share learnings.

• Seek and welcome feedback. Take action to enhance performance based on experiences & coaching. Admit to and learn from mistakes.

• Understand sales and brand standards, along with applicable regulations and their potential impact on the business.