Senior Manager - Reporting & Analysis

POSITION SUMMARY

The Senior Manager, Topline Performance Analytics serves as the strategic analytics leader for the Sales Cluster Organization, transforming data into actionable business insights that drive topline revenue growth, account productivity, market share gains, and sales effectiveness. This role partners closely with Sales Leadership, Commercial Services, Finance, Revenue Management, Marketing, and Area Commercial Leaders to identify growth opportunities, optimize sales performance, and support commercial decision-making across the portfolio.

The position is responsible for developing performance measurement frameworks, sales production analytics, account profitability insights, pipeline reporting, forecasting models, and strategic recommendations that enable the Sales Cluster Organization to maximize revenue generation and achieve business objectives.

EXPECTED CONTRIBUTIONS                                                                                                                                                 

• Ongoing GSPP (or similar) Analytical support for the Sales Team in CALA

• Act as a liaison between continent and Sales shared services organization ensuring proper execution of current sales iniatives and tracking of performance to demonstrate value of the organization to participant hotels and Owners. 

  Strategic Performance analytics 

•  Lead the development and delivery of sales performance analytics, executive reporting, and business intelligence solutions.
•  Identify revenue growth opportunities, emerging risks, and performance drivers through advanced analytical techniques.
• Translate complex data into actionable recommendations for senior leadership.

• Serve as the primary analytics advisor to Sales Cluster leadership.

  Sales Effectiveness & Account Analytics

• Lead analysis of account production, sales productivity, market penetration, and portfolio performance.
• Develop and monitor KPIs that measure sales effectiveness and commercial success.
• Evaluate account profitability, negotiated rate performance, contract contribution, and customer acquisition trends.
• Provide strategic insights to support account deployment, resource allocation, and sales strategies.
• Anticipate factors which will require shifts in analysis and strategy.
• Integrate GSPP (or similar) with CALA Bonus and Incentive Plans in order to enable ourselves to execute quarterly bonus payments for all positions except of the Sales & Marketing leader positions (Exec. Level) and Clusters

• Collect and Audit Bonus Plan results and determine payout in cooperation with Compensation and Benefits Department. Opera Sales & Catering / SFA

  Forecasting & Business Planning

• Support annual planning, forecasting, budgeting, and long-range planning processes.
• Develop predictive models utilizing booking pace, demand trends, market intelligence, and pipeline data.
• Partner with Finance and Commercial leadership to establish growth targets and monitor achievement.

• Lead sales cluster goal-setting methodologies and performance tracking.

  Executive Reporting & Business Insights

• Deliver recurring executive-level reporting for Sales leadership and Commercial Services executives.
• Create QBRs, performance reviews, scorecards, dashboards, and strategic presentations.
• Develop storytelling frameworks that clearly communicate performance drivers, opportunities, and action plans.

• Ensure a consistent commercial narrative across sales, marketing, revenue management, and finance stakeholders.

  Analytics Innovation & Data Strategy

• Establish processes to enable smooth and reliable analysis on a consistent basis, developing measuring techniques when needed.
• Drive automation, self-service reporting, and continuous improvement initiatives.
• Partner with Data Strategy and Business Intelligence teams to improve data quality, governance, and reporting efficiency.
• Leverage advanced analytics, visualization tools, AI, and automation capabilities to enhance decision support.
• Champion best practices in analytics and performance measurement.
• Keep abreast of industry third party analytical approaches and tools.
• Creation of automated reporting solutions in order to ensure that sales teams are focused on selling (e.g. mid-year and year-end account reviews).

• Monitor above property Opera Sales & Catering and SFA data (data scorecard & scorecard roll-ups to provide Area Directors with the necessary input to follow up with hotels).

  Stakeholder Partnership

• Collaborate with Sales Cluster Leaders, Area VPs, Revenue Management, Marketing, Loyalty, Finance, and Global Commercial teams.
• Influence business decisions through fact-based recommendations and analytical rigor.
• Educate stakeholders on key business drivers and analytical methodologies.
• Act as a trusted advisor to senior commercial leadership

• Lead a workload of multiple projects supporting several teams. 

  Leadership Responsibilities 

• Demonstrate an understanding of funding mechanisms and can manage resources and budgets accordingly.
• Lead and mentor a team of analysts and managers responsible for sales performance reporting and insights.
• Establish priorities, performance standards, and development plans.
• Foster a culture of accountability, innovation, and continuous improvement.
• Promote collaboration across commercial disciplines to support enterprise objectives

CANDIDATE PROFILE - KEY TALENTS AND EXPERIENCE DESIRED 

REQUIRED:

• Eight plus years of work experience.
• Strong hotel/ market experience and/or knowledge with a familiarity of Marriott lodging products/ brands/ hotel operations.
• Strong data analysis skills, including querying and manipulation of large quantities of data using applications such as SAS, Access and Excel (pivot tables, modeling, etc.).
• Strong strategic planning and analytical skills.
• Excellent project management skills, with ability to independently manage multiple projects.
• Ability to communicate data specifications, deadlines and project requirements to suppliers clearly and concisely.
• Team player: builds strong relationships and collaborates with region and corporate stakeholders.
• Ability to interface with operations research and systems professionals in order to develop/refine decision support systems.
• Excellent written and oral communication skills.
• Ability to take large volumes of complex information and present it to Senior Management in a clear, concise and complete manner which facilitates executive decision making.
• Advanced proficiency in Power BI, Tableau, SQL, Excel, and data visualization platforms.
• Experience with forecasting models, performance measurement frameworks, and KPI design.
• Familiarity with Snowflake, AI-enabled analytics, and automation tools preferred

Education:

• Bachelor’s degree, preferably in a quantitative discipline (finance, operations research, economics, mathematics, statistics, etc.).
• MBA or advanced degree in a quantitative discipline preferred.
• Proficient in English (preferred) 

MANAGEMENT COMPETENCIES 

LEADERSHIP:

• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace. 
• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

MANAGING EXECUTION:

• Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively acts and goes beyond what is required. 
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

BUILDING RELATIONSHIPS:

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. 
• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential

Generating talent and organizational capability:

• Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit. 
• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and applying professional expertise:

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information to manage everyday operations.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct
  • Revenue Management - Knowledge of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports.  
  • Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.
  • Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and Latin America market dynamics. The ability to know when to seek addition information and where to look to find it..
  • Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball
  • Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
  • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
  • Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way, that allows one to solve work-related issues.
  • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
  • Writing - Communicates effectively in writing as appropriate for the needs of the audience.

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.