Job Description

MARRIOTT INTERNATIONAL

Corporate Senior Leader Job Description

Position Title: Senior Director Sales & Distribution, West India & SAMHI Date Created: September 2026 Functional Job Family: Primary Job Family: 51-Corporate Senior Leader Career Band: MRC - 12 Reports to: VP, Sales & Distribution, South Asia and Market Vice-President, West India Department: Consumer Operations (Sales & Distribution)

JOB SUMMARY

The Senior Director Sales & Distribution leads the sales and distribution agenda for a portfolio of hotels within the designated area. Reporting to the VP, Sales & Distribution, South Asia and the Market Vice-President, West India, the role sets commercial direction, aligns property and multi-property sales teams with Marriott Commercial strategies and enterprise priorities, and strengthens customer and stakeholder relationships to deliver sustainable, profitable growth.

Accountable for revenue growth, market-share performance, business mix, channel profitability, and cost of sales, the Senior Director converts market intelligence into focused hotel-level strategies and execution plans. The role maintains regular communication with Market Vice President, West India and VP, Sales & Distribution, South Asia, ensuring timely visibility of performance, risks, opportunities, and key decisions, and remains closely aligned with both reporting leaders on priorities and execution. Working with Revenue Management, Finance, National Sales, General Managers, and owners, the role optimizes direct and intermediate channels, builds commercial capability, and positions hotels to capture priority demand across market segments.

BUSINESS CONTEXT

• Travel is required approximately 50% of the time.

CANDIDATE PROFILE

Education and Experience

• Graduate qualification required; a university degree is necessary.
• Eight to ten years of progressive hotel-industry experience, with a strong focus on sales, marketing, and distribution.
• Demonstrated experience leading commercial strategy across multiple properties or markets is preferred.

Skills and Competencies Commercial and Distribution Expertise

• Deep knowledge of hotel sales, digital commerce, distribution channels, strategic pricing, yield management, and account profitability.
• Proven ability to develop and implement successful sales and distribution strategies aligned with brand priorities and market conditions.
• Strong understanding of revenue management, sales contracts and commercial planning.

Leadership and Influence

• Demonstrated leadership, coaching, and talent-development capability.
• Ability to influence outcomes and align stakeholders in a matrix organization.
• Strong customer-development and relationship-management skills.

Business and Communication Acumen

• Ability to interpret market, financial, operational, and competitive data and convert insights into action.
• Working knowledge of operating and capital budgets.
• Excellent written, verbal, listening, negotiation, and presentation skills.

CORE WORK ACTIVITIES Area Commercial Leadership

• Partner with the VP, Sales & Distribution, South Asia, the Market Vice-President, West India, and General Managers to set area sales priorities, accelerate revenue growth, and gain market share.
• Keep the Market Vice-President, West India and VP, Sales & Distribution, South Asia informed through regular, fact-based updates on business performance, market dynamics, risks, opportunities, and decisions requiring leadership alignment.
• Translate Marriott Commercial strategies and enterprise and regional priorities into clear area and hotel-level goals, deployment plans, ownership, and measurable outcomes.
• Provide strategic direction to hotel and above-property sales leaders, ensuring consistent focus and execution across the portfolio.
• Communicate initiatives clearly and recalibrate strategy in alignment with both reporting leaders as customer, competitive, and market conditions evolve.

Revenue, Market Share, and Business Planning

• Responsible for total revenue in hotels across rooms, catering and banquets, food and beverage, and other relevant revenue streams.
• Use market share, month-end, cost-of-sales, competitive, and business outlook data to identify growth opportunities and close performance gaps.
• Review and shape annual business plans and translate them into specific, measurable strategies by hotels and segment.
• Lead annual pricing, RFP, and RFI processes, with oversight of group contracts and business-evaluation recommendations.
• Conduct regular property and performance reviews, recognize strong delivery, and establish corrective action plans where results fall short.

Sales Strategy and Deployment

• Develop and execute area sales strategies that optimize hotels business mix and deploy resources against priority segments and accounts.
• Direct sales leaders across corporate, groups, catering, business travel, extended stay, reservations, and destination sales, as applicable.
• Lead field account management to accelerate strategic-account growth, acquisition, retention, and conversion.
• Monitor account deployment, lead flow, conversion, performance, and leakage across the GSO, National Sales Organization, properties, clusters, and EBCs.
• Embed disciplined account planning and pipeline management to expand existing accounts and capture new opportunities.

Revenue Management and Distribution

• Partner with Area Revenue Management to set and continuously refine pricing, channel, segment, and sales strategies in line with demand patterns and business outlook.
• Optimize distribution channels and loyalty programs to balance revenue growth, profitability, customer value, and cost of sales.
• Maintain a current view of competitor pricing, positioning, sales strategies, strengths, and vulnerabilities across priority segments.

Customer and Stakeholder Relationships

• Build trusted, commercially focused relationships with owners, General Managers, hotel leaders, customers, and internal discipline partners.
• Act as the voice of the customer and participate in strategic sales calls, negotiations, site inspections, customer events, and trade shows.
• Mobilize the GSO, NSO, cluster sales teams, EBCs, Revenue Management, and other functions to convert opportunities and deliver integrated customer solutions.
• Strengthening industry, community, and alliance relationships through relevant local, regional, national, and international forums.

Talent and Organizational Capability

• Build a strong sales leadership pipeline through disciplined selection, deployment, development, engagement, succession planning, and career progression.
• Coach and mentor sales leaders and associates to strengthen commercial capability, accountability, and performance.
• Review organization design, staffing levels, KPIs, and goals regularly, realigning resources and priorities where required.

Hotel Openings, Conversions, and Development

• Lead commercial planning and sales execution for hotel openings and conversions, including strategy, pricing, staffing, and pro forma input.
• Support development assessments, new-project planning, cluster design, and owner engagement.

Perform other duties as assigned to meet business needs.

GLOBAL DISTRIBUTION STRATEGY

• Set hotel-level goals and incentives that grow profitable room nights through direct channels and strengthen demand acquisition.
• Assess intermediate channels on net revenue and cost of sales and redirect hotel activity to improve channel profitability.
• Partner with the Director, Distribution Strategy, South Asia to implement priority distribution initiatives across the area.

MANAGEMENT COMPETENCIES Leadership

• Communication: Conveys information and ideas clearly, credibly, and persuasively through a range of methods.
• Leading Through Vision and Values: Keeps Marriott’s vision and values central to decisions and actions.
• Managing Change: Leads change, remove barriers, sustains momentum, and models composure under pressure.
• Problem Solving and Decision Making: Assesses issues and opportunities, compares evidence, evaluates alternatives, and selects an effective course of action.
• Professional Demeanor: Demonstrates confidence, earns respect, and represents the company in line with its values.
• Strategy Development: Identifies high-potential opportunities and develops practical business plans supported by disciplined evaluation.

Managing Execution

• Building a Successful Team: Builds cohesive, engaged teams focused on a shared mission.
• Strategy Execution: Converts business plans into coordinated action that improves customer satisfaction, profitability, and market share.
• Driving for Results: Sets high standards, establishes accountability, monitors progress, and acts proactively to achieve objectives.

Building Relationships

• Customer Relationships: Builds and sustains relationships grounded in customer and stakeholder needs and Marriott service standards.
• Global Mindset: Values diverse perspectives and uses them to strengthen innovation, engagement, and business results.
• Strategic Partnerships: Builds collaborative internal and external partnerships and connects disciplines, markets, and resources to achieve shared objectives.

Talent and Organizational Capability

• Organizational Capability: Adapts structures, assignments, and work processes to support business priorities.
• Talent Management: Provides guidance, coaching, and feedback that build the skills required to deliver objectives.

Professional Expertise

• Technical Acumen: Applies functional expertise to manage operations, solve commercial challenges, and develop innovative solutions.
• Sales Strategy and Implementation: Converts business requirements into practical sales solutions and leads successful implementation.
• Opportunity Analysis: Uses customer, economic, financial, industry, and organizational data to identify opportunities and inform action.
• Core Skills: Demonstrates sound computer literacy, mathematical reasoning, oral and reading comprehension, and written communication.

Business Results

• Sales Management: Builds top-line revenue through coordinated on-property and off-property sales channels.
• Revenue Management: Partners in pricing, segment mix, and strategy adjustments in response to market and economic conditions.
• Guest Satisfaction: Ensures sales processes meet customer needs, resolve issues, build loyalty, and improve market share.
• People Leadership: Develops and retains a capable, diverse workforce in an equitable and engaging environment.
• Financial Management: Supports disciplined budgeting, revenue growth, expense control, and returns for owners and Marriott International.
• Owner Relations: Builds trusted, respectful partnerships by meeting commitments and delivering against expectations.