Director, Commercial, South and HMT

JOB SUMMARY

This role reports to the regional team and provides strategic, flexible regional commercial leadership and support across South China, Hong Kong, Macau, Taiwan. The role operates across diverse markets and hotel operating models, including managed and franchised properties, and adapts regional priorities to evolving business needs while supporting consistent execution across hotels.

This role supports the Senior Director, Commercial on regional commercial matters and partners with Regional, hotel, and COE stakeholders to advance commercial priorities. This role helps drive topline commercial performance and RevPAR Index growth by guiding hotel execution of defined strategies across Sales, Revenue Strategy, Marketing, Digital, Distribution, and Loyalty. The role is expected to lead through influence, provide functional guidance, and coordinate cross-functional execution in support of regional business outcomes.

Leading the Revenue Cluster leaders across the Region, and under supervision of the Senior Director.

Working closely with COE partners, the role helps ensure hotels understand, adopt, and execute commercial strategies, standards, tools, and programs. Leveraging existing tools and systems as well as AI Marriott enabled functionalities, the role supports planning and execution through effective partnership with property teams, Revenue Strategy & Analysis, Sales, Marketing, Digital, Loyalty, Distribution, Regional Team colleagues, and other above-property disciplines to maximize total revenue, profit performance, and RevPAR Index penetration.

CANDIDATE PROFILE

Education and Experience

Required

Bachelor’s degree or above in Business Administration, Hospitality Management, Marketing, Data Analytics or another relevant discipline.

10+ years’ progressive work experience in the hotel industry with focus on Sales, Revenue or Marketing

Fluent spoken, written and professional working proficiency in both English and Mandarin are required.

Strong understanding of the technical and strategic functions of Revenue Management, including inventory management, revenue analysis, business evaluation, and market strategy.

Ability and willingness to travel is a must, with flexibly and regularly across Chinese Mainland, Hong Kong, Macau and Taiwan, based on business priorities, hotel needs, project implementation requirements and major regional events.

Preferred

Experience developing and implementing successful sales, digital, and distribution strategies.

Strong associate, customer, and owner relations skills, with the ability to foster trust and build influence through strong relationships.

Strong leadership, analytical, organizational, decision-making, problem-solving, consensus-building, conflict management, change management, and priority management skills. Demonstrates a high level of integrity and professionalism.

Strong commercial and financial acumen, with demonstrated ability to interpret portfolio-level performance, market and customer data, use business-intelligence dashboards, and convert insights into strategic priorities and measurable business actions.

Proficiency in spoken Cantonese and written Traditional Chinese is preferred and will be considered an advantage.

CORE WORK ACTIVITIES

Overall

Provides expertise, guidance, and support to above-property regional commercial functions and hotel leaders in the development and execution of hotel commercial plans. Supports property teams across revenue management, sales, marketing, reservations, digital, loyalty, and distribution through partnership and influence.

Provides input and guidance in the setting of commercial targets, RevPAR and total sales budgets, and other Key Performance Indicators.

Assists in the development of key company-wide initiatives by providing timely and detailed feedback, as well as commitment and support.

Partners with Regional, hotel, and COE stakeholders to identify capability needs and support effective deployment of resources across Revenue, Marketing, Digital, Sales, and Distribution disciplines.

Endorses and ensures all Marriott compliance policies are adhered to.

Leads regular portfolio performance reviews covering revenue, market share, sales production, channel performance, digital contribution, marketing effectiveness and delivery of regional commercial initiatives.

Provides targeted commercial consultation to priority, underperforming, newly opened, converting or strategically important hotels and coordinates clear action plans with relevant discipline teams.

Establishes clear governance for regional initiatives, including accountable owners, milestones, success measures, benefit tracking and escalation paths.

Builds collaborative relationships with hotel General Managers, commercial leaders, owners and franchise management companies, adapting support to different levels of hotel capability and operating maturity.

Ensures regional commercial activities comply with company policy, competition law, data privacy and applicable market requirements.

Revenue Strategy:

Leads the review process to help property teams identify trends and opportunities to maximize revenue for transient, group, and catering segments.

Provides portfolio insight, constructive challenge and strategic recommendations, while property-level pricing, inventory controls and rate strategy remain with the accountable hotel and Revenue Management teams.

Works closely with revenue teams to ensure proper strategies are in place to optimize total hotel revenue, including pricing strategy, mix management, inventory management strategies and business evaluation approaches that drive profitable revenue and RevPAR index and address General Manager, Regional Team, or owner questions or concerns.

Manages significant marketing budgets, transient and group room budgets, catering budgets, and administrative budgets. Assists in the development of the hotels’ yearly business planning including goal setting, business transient pricing, business plan development, and budgeting.

Provides guidance to 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.

Provides guidance to the hotel strategy team on tactics 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.

Leverages Commercial Tools & Services and Revenue Strategy & Analytics discipline expertise and support, as required.

Sales & Distribution:

Provides commercial sales guidance to hotel, group, catering sales, and operations teams as necessary. Supports the development of property annual sales plans to drive revenue through all sales channels and ensure alignment with regional and COE commercial direction.

Oversees the annual pricing process, including RFPs, RFIs, and group contracts for hotels within assigned areas.

Serves as SME on sales processes (Sales Transformation, PDPs, PSRs, 360s, and Market Sales Assessments) and contracts. Provides final approval on business evaluation recommendations.

Analyzes hotel market share reports and month end reports to make recommendations to maximize results in order to position and market each individual property.

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

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

Drives adoption and performance of property sales systems and programs.

Market Sales, Property and Event Booking Center: - evaluates participation; Market Sales account deployment, monitors performance and leakage, roles and responsibilities at all levels to exceed budgeted targets.

Engages with owners and asset management representatives on topics related to sales and distribution.

Leverages Commercial Tools & Services and Sales & Distribution discipline expertise and support, as required.

Marketing & Digital:

Leverages market and economic trends to develop marketing strategies and tactics for the source market.

Co-leads digital partner marketing strategy, including the Marriott and Alibaba joint venture, to drive regional performance and member acquisition.

Supports the development of Marketing & Digital strategy and plans to drive all marketing and digital channels in line with regional commercial strategy.

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

Partners with property-based Marketing teams to support delivery of key marketing and brand initiatives and commercial activities that drive top-line revenue, digital share, segmental revenue, and loyalty.

Works with Revenue team to develop a demand generation plan that leverages continent-led offers supported with robust marketing and digital activities to drive targeted awareness and capture demand across the region.

Supports the development of segmental marketing plans that support R&B, Spa, and other ancillary revenue opportunities across the region.

Ensures active participation and support of the Field Marketing 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, oversees the implementation of brand activation and programming plans to ensure the brand experience is consistently brought to life and pulled through across hotel sales, marketing, and on-property touchpoints.

Leverages Commercial Tools & Services and Marketing & Digital discipline expertise and support, as required.