Marriott Careers

Director, Global Sales Luxury Frankfurt

Eschborn-Frankfurt, Germany
Sales and Marketing

Job Description

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Posting Date Jan 31, 2018
Job Number 18000BAY
Job Category Sales and Marketing
Location Frankfurt GSO, Eschborn-Frankfurt, Hessen VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

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The role of the Director, Global Sales 1 Frankfurt is to maintain effective financial performance by ensuring that profitable sales are generated and operational controls are in place within a sales engine of the Global Sales Organization (GSO).

The position provides leadership and management oversight to sales professionals whose activities are specifically focused on area(s) such as a business segment, unique revenue stream, customized client support or specific geographic area.  Considered a specialist in a given functional area, this position provides direction and support to the sales team in the implementation of sales strategies to achieve assigned revenue targets. 

The position also assists GSO Leadership in ensuring sales efforts and resources are aligned with the overall GSO Mission and Vision, and that the department business plan is being executed effectively.


The role of the Director, Global Sales 1 – Frankfurt  is to support the GSO vision and mission by providing business support and operational excellence to a team of GSO Sales Professionals.  In addition, the position directs and leverages Marriott resources to support the achievement of revenue targets and financial performance. This position is also responsible for leading and directing a specific sales team in the processes of strategic account management and team-based sales.

    Advises and sets business development strategy in the Travel Industry Segment for Germany, Austria & Switzerland

    Manages a staff of sales managers and/or sales support staff.


The following are specific responsibilities and contributions critical to the successful performance of the position:

Strategic Account Management


    Act as customer advocate by understanding GSO Luxury customer’s requirements, expectations and needs; removes barriers to business solution development.

    Develops relationships with outside vendors and strategic partners in an effort to expand exposure of Marriott brands to internal and external customers.

    Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats.

    Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.


Business/Financial Management


    Determines ROI on sales opportunities.

    Assists GSO Leadership in developing overall business strategies for the department; reviews and manages controllable expenses as appropriate.

    Demonstrates working knowledge of legal issues within industry.

    Directs regular reporting activities associated with account tracking, spending data, department revenue, profitability analysis, etc.

    Ensures effective measurements of process and outcomes of business and account plans.

    Oversees the use and maintenance of internal systems.

    Positioned as the Subject Matter Expert in matters related to the specific area of expertise.

    Prepares for and facilitates productive meetings.

    Responsible for facilities/office management as needed.

    Supports operating budgets and sales targets to support the GSO business plan.

    Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.


Organizational Excellence


    Acts as project manager for ad hoc or recurring needs of the department, responsible for satisfactory and timely delivery of outcome.

    Demonstrates a solid, working knowledge of the functional area business’, and leveraging this to provide maximum profitability for Marriott.

    Establishes guidelines for, measures, monitors and evaluates Marriott and GSO processes, policies and procedures.

    Orchestrates departmental resources across organizational boundaries to create cross-functional business-to-business relationships.

    Positioned as a knowledge provider in matters of industry and business to their clients and their internal constituents.

    Supports accomplishment of department and its account initiatives through active participation in issue resolution.


Market Integration & Leadership


    Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the GSO and its cross-functional teams.

    Develops strong working relationships to maximize Marriott benefits, advising on issues relative to customer/segment/geographical needs and proactively developing strategies that complement market-based initiatives.

    Establishes and maintains an active role within industry organizations.

    Maintains an influential presence among customers and internal constituents by providing education and training to both audiences across a wide range of relevant industry, business and/or geographical interests.

    Provides effective orientation and training on GSO for new market/field associates. 

    Supports Marriott culture based on shared values of associate and customer satisfaction.


Human Resources


    Celebrates successes and publicly recognizes the contributions of associates.

    Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives, communicate expectations, recognize performance and produce desired business results.

    Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.

    Interviews and hires management, hourly and/or GSA/GSR associates with the appropriate skills to meet the business needs of the GSO.

    Models desired behavior through participation in client-Marriott activity (e.g., sales calls and customer events).

    Sets goals and expectations for direct reports using the appropriate performance process and holds staff accountable for successful performance; coaches by providing specific feedback to improve performance.  Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.

    Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.




    Performs other duties as assigned to meet business needs.


Successful candidates should possess knowledge and experience and demonstrate strong leadership and relationship skills as follows:




    8+ years sales and marketing experience required.

    Team management experience strongly preferred.

    Has validated experience – recognized as an expert in specific business segment(s), functional area(s), and/or geographical area(s).

    Excellent professional relationships with the main influencers within their area of expertise.


Skills and Knowledge


    Interpret financial information, perform profitability analysis, identify trends and amend business plans accordingly. 

    Ability to use standard software applications, such as MSOffice, SFA, Salesforce, etc.

    Acts independently to improve and increase skills and knowledge.

    Deals with conflict situations constructively. Demonstrates adaptability by generating alternative solutions.

    Delivers on commitments to customers, supervisors and peers.

    Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.

    Expresses oneself clearly, concisely and effectively in written and verbal settings.  

    Gains the confidence and trust of others through their own authenticity and ethical standards.

    Generates innovative ideas and solutions. Finds ways to extend and apply innovative ideas to enhance business results.

    Holds self and others responsible for achieving results.

    Identifies and acts on near term sales opportunities and forecasts longer term sales opportunities, in alignment with Marriott’s business needs.

    Identifies and cultivates relationships with key colleagues and constituents in other parts of the organization.

    Is astute in acting on issues that are most important based on appropriate timing, intensity, flexibility and priority for both Marriott and the customer.

    Listens patiently and carefully to input; clarifies others’ point of view; listens well in a group setting.

    Manages all resources within budgeted guidelines.

    Navigates through “political” dynamics with insight, patience and persuasiveness (i.e., builds trust).

    Proven sales ability.

    Possesses thorough understanding of Marriott brands, processes and procedures.


Education or Certification


    College degree and/or related experience generally required.

    English language written and spoken generally required.

Command of language and culture of geographic area of specialization generally required


Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.