Senior Director, Head of Sales, Riott Media, GC

Job Summary

Marriott’s Riott Media is our global, data-driven media network that empowers brands to meaningfully engage travelers across Marriott’s digital and on-property ecosystem. 
The Head of Sales (Senior Director) will lead the establishment and growth of the sales function for the newly launched GC Marriott Media Network. Reporting to the Head of GC Riott Media, this role is pivotal in building a high-performing sales team, developing scalable strategies, and driving revenue to achieve business objectives. The ideal candidate will combine strategic vision with hands-on leadership to establish GC Marriott Media Network as a market leader in travel-related commerce media.

Key Responsibilities
Team Building & Strategy Development
•    Establish and lead a sales team from ground up, including hiring, training, and performance management.
•    Define a scalable sales strategy, including target markets, pricing models, and channel partnerships.
•    Develop a sales toolkit to support team efficiency.

Client Acquisition & Retention
•    Identify and pursue high-potential clients in the Greater China region.
•    Negotiate and close strategic deals, ensuring alignment with client needs and company revenue targets.
•    Foster long-term relationships with key stakeholders, including C-suite executives and procurement teams.

Performance & Growth
•    Set and monitor quarterly/annual sales targets, ensuring team accountability and achievement of KPIs.
•    Collaborate with Marketing and Product teams to refine value propositions and improve client onboarding.
•    Regularly review sales performance data, identify gaps, and implement corrective actions.

Stakeholder Collaboration
•    Partner with HR to design sales compensation structures and career development paths.
•    Represent GC Media Network sales team in external forums, showcasing thought leadership.
•    Provide regular updates to the executive team on sales progress and market trends.

Candidate Profile
Education and Experience 
•    Bachelor's degree in Marketing, Advertising, Business Administration, or related field. MBA or advanced degree highly preferred.
•    Minimum of 15 years in advertising, marketing, or related field, with at least 5 years in a leadership role. Tourist industry related experience is preferred.

Skills and Competencies
•    Industry Expertise: Strong background in media, advertising, digital marketing, tourist or related sectors. Deep understanding of media sales models, client acquisition, and revenue generation.
•    Strategic Mindset: Experience in designing and executing sales strategies aligned with corporate goals. Proven ability to translate vision into actionable plans.
•    Client Management: A track record of managing high-value client relationships, negotiating complex deals, and retaining key accounts.
•    Analytical Skills: Proficiency in data-driven decision-making, with experience in setting KPIs, analyzing performance metrics, and optimizing sales processes.
•    Global Perspective: Familiarity with the Greater China market and cross-cultural communication. Experience in handling cross-border business or dealing with international clients is a plus.
•    Sales Toolkit Development: Hands-on experience in creating sales enablement tools (e.g., pitch decks, training materials, CRM systems).
•    Technology Integration: Knowledge of digital media platforms, analytics tools, and sales technologies.
•    Entrepreneurial Spirit: Experience in launching new ventures or business lines, with a bias for action and innovation.
 

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.