Additional Information

Job Number 25021819

Job Category Sales & Marketing

Location Dubai Area Office, Central Park Towers Level 12, Dubai, United Arab Emirates, United Arab Emirates, 213111VIEW ON MAP (https://www.google.com/maps?q=Dubai%20Area%20Office%2C%20Central%20Park%20Towers%20Level%2012%2C%20Dubai%2C%20United%20Arab%20Emirates%2C%20United%20Arab%20Emirates%2C%20213111)

Schedule Full Time

Located Remotely? N

Position Type Management

About Marriott International

Marriott International is a global leader in the hotel industry, recognized for innovation, diversity, and delivering exceptional guest experiences. Join our team and be part of a company that values your contributions and invests in your career growth.

Position Overview

The Senior Director, Commercial is the strategic business leader responsible for driving top-line commercial performance and RevPAR Index growth across managed and franchise hotels in the Middle East. This includes overseeing Sales, Distribution, Revenue Strategy, Marketing, Digital, and Loyalty functions. The role ensures that each hotel has a well-defined commercial strategy covering all segments and channels to maximize total revenue and profit performance.

The Senior Director, Commercial collaborates closely with property teams, regional colleagues, and Continent office specialists to develop and execute commercial plans. This role is also key in fostering strong relationships with owners and key stakeholders while ensuring compliance with Marriott’s commercial management strategies and policies.

Key Responsibilities

Overall Commercial Leadership:

• Serves as the single point of contact for the Regional Vice President, owners, and asset managers regarding commercial performance.

• Provides guidance to hotel leaders on revenue management, sales, marketing, and reservation sales.

• Utilizes business insights from Continent performance teams to drive changes in commercial strategy and execution.

• Ensures alignment of hotel strategies with brand philosophies and initiatives.

• Supports Continent and company policies, ensuring compliance and execution at the hotel level.

• Guides hotels in setting commercial targets, RevPAR goals, and other key performance indicators (KPIs).

• Supports General Managers in ensuring the right talent is in place across Sales, Revenue, and Marketing disciplines.

Sales & Distribution:

• Advises on impactful property-level sales plans and market share growth strategies.

• Ensures adherence to Marriott’s Global Distribution Policy while optimizing channel profitability.

• Guides pricing strategies for business transient segments and ensures effective sales goal-setting processes.

• Collaborates with Owners and Asset Managers on sales and distribution-related topics.

Marketing & Digital:

• Consults on the development of property-specific marketing and digital strategies aligned with commercial objectives.

• Ensures proper allocation of marketing budgets to key business segments and initiatives.

• Supports hotels in executing digital marketing plans that enhance demand generation and revenue performance.

• Promotes participation in the Digital Field Marketing (DFM) program and ensures digital initiatives drive direct bookings.

• Oversees local segmental marketing plans to optimize ancillary revenue streams such as Food & Beverage and Spa.

Loyalty:

• Supports hotel loyalty strategies and initiatives to drive engagement and membership growth.

• Guides loyalty marketing campaigns and property activations in alignment with global and continent-led programs.

• Ensures properties leverage Marriott Bonvoy enrolment tools and loyalty channels effectively.

• Supports off-folio Earn & Redeem strategies to drive incremental revenue outside of guest stays.

Revenue Strategy:

• Provides guidance on hotel pricing strategies to optimize revenue and RevPAR Index performance.

• Ensures retail and non-retail segments are competitively priced to maximize revenue opportunities.

• Works with Continent Revenue Strategy teams to enhance forecasting, discount strategies, and inventory management.

• Supports annual business planning processes, including goal setting and budget development.

Building Successful Relationships:

• Develops and maintains strong relationships with key internal and external stakeholders, including Owners and Asset Managers.

• Represents commercial performance insights in Owner and Regional Team meetings.

• Effectively communicates commercial results, achievements, and opportunities to relevant stakeholders.

• Champions collaboration between General Managers, Hotel Commercial Performance teams, and regional leadership.

Candidate Profile

Education & Experience:

• High school diploma or equivalent required; university degree preferred.

• Minimum 10 years of progressive experience in the hotel industry, with at least 5 years in Revenue Management, Sales, Marketing, or related fields.

• Strong background in strategic commercial planning, financial forecasting, and budgeting.

• High proficiency in English required; additional languages are an advantage.

Skills & Knowledge:

• Strong commercial acumen and analytical skills.

• Ability to assess business trends and adjust strategies accordingly.

• Effective leadership and influencing skills with a focus on driving results.

• Ability to manage complex stakeholder relationships.

• Strong problem-solving and decision-making abilities.

• Excellent communication and presentation skills.

• Experience in managing culturally diverse teams and fostering inclusion.

• Ability to work independently and prioritize multiple projects.

• Skilled in leveraging technology and innovative solutions to enhance efficiency.

• Demonstrated success in talent development and workforce planning.

Join us and drive commercial excellence across our portfolio of hotels!

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. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.