Senior Director, Global Sales – Japan and Korea

Job description

Job Number 24030059
Job Category Sales & Marketing
Location Tokyo Area Office & CEC, Tokyu Land Corporation Ebisu Bldg 2F, Tokyo, Tokyo, Japan VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management

JOB SUMMARY

The Senior Director, Global Sales – Japan and Korea is a key member of the Sales & Marketing leadership team responsible for providing strategic sales leadership.  Sales office locations currently include Tokyo, Osaka, and Seoul.

This individual is responsible for developing strategic sales strategies (direct sales, B2B marketing, and partnerships) that optimize profitable market share across all revenue streams (business and leisure transient, group, extended stay) from targeted high-value accounts within key business-to-business segments. This position reports directly to the Vice President of Global Sales, APEC

Specific areas of responsibility include: 1) attracting, recruiting, retaining, developing, and leading a world-class sales force, 2) establishing, managing, and communicating overall segment strategies in alignment with overall Sales, Marketing, and distribution strategic priorities, 3) identifying the appropriate mix of business for Marriott brands and hotels, 4) developing the segment sales and value propositions including segment offerings, 5) owning the return on invested capital (ROIC) for these business segments, 6) liaising with relevant cross-discipline resources, specifically market and property-based sales, to ensure pull-through of segment strategies for new and existing accounts. 6. Support company strategy priorities and new lines of business.

THE POSITION

Responsibilities of the Senior Director, Global Sales – Japan and Korea include:

Strategic Leadership

·  Provide exceptional leadership to drive superior results from applicable business segments.  
·  Define the overall strategy for the assigned region in alignment with overall Sales and Marketing strategic goals and initiatives. In collaboration with Sales and Marketing Planning and Support, Revenue management, Distribution and Marketing, lead efforts to implement segment strategies and promote accountability to achieve desired business results. 
·  Provide subject matter expertise on each segment – understand short term and long-term needs, discern competitive trends that impact customer behavior. 
·  Manage the global ROIC for the portfolio of accounts within the segments. 
·  Proactively lead the sales efforts within the segments, both for new and existing accounts.
·  Leverage S&M Planning and Support to track segment growth and profitability – lead strategy development and execution to grow market share. 
·  Partner with S&M Planning and Support on the periodic evaluation and assignment of accounts to segments.  Sub-segment accounts to guide decisions on segment coverage, investment and deployment (e.g., leveraging voice and/or e-solutions versus direct selling resources).
·  Lead the detailed design and implementation in areas that include account mapping, associate deployment, low cost high value sales solutions, and compensation and incentive plans that incent desired behavior to achieve goals, etc. 
·  Assist in developing optimal Total Account Management teams that are focused on delivering customer value and growing market share.  Develop and enhance the concepts of strategic account management and team-based sales. 
·  Develop concentrated expertise in customer needs, buying behaviors and opportunities.  Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development. Clearly understand the competitive landscape and set strategy to capitalize on strengths and counter competitive threats. 
·  Harness and coordinate cross-discipline resources (market, corporate) to ensure pull-through and sustainment of segment strategies and selling solutions.  Develop a close working relationship with operations and Market resources to establish integrated sales strategies that maximize customer relationships within the region and ensure pull-through of strategies at the hotel level. 
·  Lead efforts to educate and communicate a consistent view on segment customers inside and outside of Global Sales. 
·  Develop innovative cross functional solutions to win in the segments (e.g. ecommerce, marketing, and revenue management solutions).
·  Provide strategic input and guidance to managing intermediary relationships that impact individual segments. 
·  Champion business transformation and change efforts in support of Sales and Marketing strategies.   
·  Provide functional and business expertise and strategic perspective to develop and implement strategic initiatives and respond to key business challenges.
·  Plan & build a flexible and scalable organization aimed at providing “best in class” customer-centric segment offerings. 
·  Serve as a proactive leader on the Sales and Marketing team by providing input and execution to corporate initiatives.  Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.

Talent Management

·  Enable the Global Sales Japan and Korea offices to maintain high performance levels by developing clear accountabilities, motivating associates, hiring the best candidates, providing development opportunities, addressing performance issues and aligning performance and rewards to total account performance and hotel accountability.
·  Hire, retain, and continually develop diverse, high caliber talent that makes a strong, positive impact on the organization.  Anticipate future talent based on business needs.  Develop pipeline of talent (internal and external) and career path by pursuing opportunities for cross-segment exposure and broadening.