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Marriott Director TMC & TA Distribution Strategy in Helena, Montana

Job Number 22092641

Job Category Sales & Marketing

Location Marriott International HQ, 7750 Wisconsin Avenue, Bethesda, Maryland, United States

Schedule Full-Time

Located Remotely? Y

Relocation? N

Position Type Management



JOB SUMMARY

The Director Travel Management Company (TMC)/Travel Agency (TA) Distribution Strategy is responsible for:

  • Defining and leading commercial and distribution strategy and policies for transient intermediaries, particularly Travel Management Company and Travel Agency Channel Partners.

  • Driving partner agreement negotiation process. Including term sheet development, negotiation framework, contracting, liaising with relevant stakeholders, and acting as escalation point with the accounts as needed.

  • Leading efforts to develop Direct Channel strategies for the transient segment.

The Director, TMC & TA Distribution Strategy provides technical expertise and support to persons inside and outside of the department. Demonstrates knowledge of job-relevant issues, products, systems, and processes. Keeps up-to-date technically and applies new knowledge to job. Manages and implements work and projects as assigned.

CANDIDATE PROFILE

Education and Experience

  • 4-year degree from an accredited university in Business Administration, Hospitality Management, or related major required.

  • Eight or more years’ experience in the hospitality industry, demonstrating progressive career growth and a pattern of exceptional performance required.

  • Knowledge about TMC/Travel Agencies’ business models and its impact on other channels, segments and the overall distribution landscape of the travel industry required

  • Experience validating total account management experience – recognized as an expert in corporate business transient segment.

  • Experience managing and defining transformational strategies for business units.

  • Demonstrated ability to deliver results under difficult conditions, particularly when faced with complexity and ambiguity

CORE WORK ACTIVITIES

Contribute to distribution strategy to drive revenue and optimize value

  • Work with sales and analytics team to understand the value of the TMC/Travel Agency channel and adjust strategy to increase incrementality, profitability from the segment

  • Execute assigned projects such as:

  • Collaborating with Continent and sales leadership teams to assess TMC/Travel Agency landscape in each Continent

  • Leading work tracks and acting as project manager for developing Direct Channel strategies for the business transient segment

  • Manage execution of transformation projects and manage engagement with project teams in other disciplines

Support Channel Partner agreement negotiation process

  • Create and maintain documents/database of all transient intermediary agreements

  • Support negotiation preparing as assigned

Manage technology vendor relationships for the TMC/Travel Agency Channel

  • Act as primary account manager for corporate business tool providers; Online booking tools, Expense management providers etc.

Account Management

  • Manage qualification of potential TMC accounts as well asre-qualification of existing accounts

  • Establish and maintain complete and up-to-date information on each account. This includes a thorough understanding of the account’s needs, history, plans, issues, organizational structure, strategies, existing business alliances and key competitors.

  • Interpret financial statements, e.g., P&L statements, annual reports, as appropriate

  • Proactively develop goals and objectives to support the strategic account plan

  • Support data gathering, reporting & tracking functions

Managing and Conducting Human Resources Activities

  • Interviews and hires employees.

  • Promotes the fair and equitable treatment of employees.

  • Facilitates regular, ongoing communication in department (e.g., staff meetings).

  • Fosters employee commitment to providing excellent service, participates in daily stand-up meetings and models desired service behaviors in all interactions with customer and employees.

  • Incorporates customer satisfaction as a component of staff/operations meetings with an emphasis on generating innovative ways to continually improve results.

  • Sets goals and expectations for direct reports using the performance review process and holds staff accountable for performance goals.

  • Solicits employee feedback.

  • Utilizes an “open door policy” and reviews employee satisfaction results to identify and address employee problems or concerns.

  • Promotes adherence to policies consistently, follows disciplinary procedures and documents items according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process.

  • Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.

  • Champions change ensures brand and regional business initiatives are implemented and communicates follow-up actions to team as necessary.

  • Identifies talents of direct reports and their teams and assists with their growth and development plans.

MANAGEMENT COMPETENCIES

Leadership

  • Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

  • Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action.

  • Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.

  • Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.

  • 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.

  • Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

Managing Execution

  • Building a Successful Team -Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.

  • Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.

  • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Building Relationships

  • Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder 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.

  • Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

Generating Talent and Organizational Capability

  • Organizational Capability - Evaluates and adapts the structure of assignments 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

  • Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

  • Continuous Learning - Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application.

  • Strategy Knowledge - Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage business operations and generate innovative solutions to approach function-specificstrategic work challenges.

  • 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 - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.

  • Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.

  • Reading Comprehension - Understands written sentences and paragraphs in work related documents.

  • Writing - Communicates effectively in writing as appropriate for the needs of the audience.

This position requires proof of full vaccination against COVID-19 prior to the first date of employment, subject to applicable law. If you are offered employment, this requirement must be met by your date of hire, unless a reasonable accommodation request is received and approved.

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. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

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