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Marriott Regional Senior Director, MSB Operations & Owner Services in Des Moines, Iowa

Job Number 23005017

Job Category Rooms & Guest Services Operations

Location Eastern Region Office, 9737 Washingtonian Blvd 5th Floor, Gaithersburg, Maryland, United States

Schedule Full-Time

Located Remotely? Y

Relocation? N

Position Type Management


The Regional Senior Director (RSD) will report to the Area Vice President, MSB, (AVP). The Regional Senior Director will assist the Area Vice President in providing direction and leadership to the Region. The Regional Senior Director will work with Development to increase managed agreements by representing the Marriott Management Company in closing deals.

The Regional Senior Director’s primary focus will be on owner relationships, owner preference, and their managed portfolio results, driving major business initiatives, developing processes and increasing management agreements. In addition to region-wide responsibilities, the Regional Senior Director will provide oversight and direction to drive managed units’ business performance while ensuring compliance with brand standards


Business Context: Expected Contributions – Essential Job Functions

Business/Functional Results

  • Maintain a leadership role in developing and maintaining owner relationships for assigned Portfolio owners

  • Partner with AVP and discipline partners to strategize and lead the focus approach against underperforming hotels

  • The Regional Senior Director will proactively address owner portfolio performance opportunities and be a key stakeholder in the escalation process to address consistently underperforming hotels.

  • The Regional Senior Director will be the in-market business development partner working in partnership with the Area Vice President and development team to grow the managed portfolio

  • Collaborate with COEs and Discipline Leads to drive results and business processes

  • Conduct market reviews for markets that are identified quarterly or bi-annually as high risk, needing additional focus or have a significant impact on regional performance

  • Accountable for the managed units performance in the areas of sales, revenue management, owner relations, operations, brand, financial and human resources.

  • Ensure the delivery of sustainable business results against growth and profitability objectives. Ensure General Managers understand and execute consistent operating standards.

  • Drive top line revenue for managed units to include working with each hotel to establish sales and marketing plans/activities, monitoring financial performance, etc.

  • Lead the planning and execution of operational responsibilities necessary to drive operational excellence (i.e., sales, human resources, quality assurance, owner relations and revenue management.)

  • Conduct property visits and implement pre-opening systems for managed units.

  • Execute operational strategies and monitor property performance against defined expectations.

  • Leverage knowledge and experience in brand operations to identify and implement improvements to business processes.

  • Create clear system of accountability with General Managers to drive balanced scorecard performance results.

  • Promote organizational alignment by ensuring that Marriott Select Brands overall business direction and strategies are understood and consistently executed in Marriott Select Brands units within the Regional Senior Director Operation’s area of responsibility.

  • Ensure the implementation and sustainability of key sales operational programs, procedures and standards to drive the financial performance for units within the Regional Senior Director’s area of responsibility.

  • Demonstrate high level of business acumen with stakeholders


  • Leadership role in developing and maintaining owner relationships for assigned Portfolio owners

  • Contribute to the development and execution of business priorities by providing informed viewpoints

  • Provide strategic business and functional leadership to General Managers to ensure the achievement of business objectives. Develop and manage hotel business plan and priorities with General Managers. Understand the balanced scorecard and develop actionable goals to create accountability for scorecard results.

  • Use standard protocol to conduct regular business reviews and property visits for all managed properties within area of responsibility.

  • Execute consistent business models and processes for properties within area of responsibility; share best practices with broader organization.

  • Hold others accountable for results.

  • Work with Development on hotel development opportunities.

Managing Execution

  • Serve as a support resource to MSB AVP in the execution and deployment of new programs and initiatives within the region

  • Set priorities and drive results through effective people management, i.e., relationships, and processes utilizing reliable tools and leveraging resources to include other parts of the organization.

  • Operate in a business manner that promotes consistency and facilitates innovation. Ensure the development and execution of successful business strategies related to property plans, sales and market reviews, capital planning and budgets.

  • Ensure the integration of sales & marketing, operations and community activities to include participation in discipline and community quarterly and annual meetings (e.g., cluster sales/revenue meetings, market intelligence meetings, BTS pricing, RevPAR growth planning, cluster engineering meetings, business councils, etc.).

  • Lead efforts to ensure effective and consistent Owner communication.

Building Relationships

  • Manage and sustain effective working relationships with regional, and Continent team members. Partner with key stakeholders (e.g. sales and marketing, revenue management, owners, human resources, operations, brand, etc.) to ensure the integration of operation activities.

  • Build relationships across the region and Continent to align own technical areas with broader organizational direction.

  • Sell ideas persuasively and influence without direct authority – including GMs, cluster resources and Marriott Select Brands senior management - on a variety of business issues for which there are competing perspectives.

  • Negotiate skillfully in tough situations, settle differences and win concessions without damaging relationships.

  • Develop effective relationships with owners to build confidence.

Generating Talent & Organizational Capability

  • Hire, retain and continually develop diverse, high-caliber talent that makes a strong positive impact on the organization.

  • Anticipate future talent needs based on business plans.

  • Identify current and future talent requirements

  • Work in partnership with the Area Vice President to identify and plan training and development needs and activities for General Managers.

Learning/Applying Personal Expertise

  • Actively pursue learning and self-development to enhance personal, professional and unit growth i.e., keep abreast of newest trends and innovations in the market & industry. Share learning’s.

  • Understand Marriott Select Brands - role model and cultivate the Marriott culture within managed Marriott Select Brand unit operations in a way that complements the unique brand sub-cultures.

  • Understand all aspects of unit operations, quality assurance processes, brand standards, owner relations, along with applicable regulations, and their potential impact on the business.

Communication and Coordination

  • Provide insight and lead the implementation of region wide initiatives

  • Oversee the execution of transition plans for all acquisitions and divestitures

  • In collaboration with the AVP, identify best practices and process enhancements to drive regional consistency

Communication and Coordination

  • Perform other duties as appropriate

  • Pro-actively convey and articulate credible timely communication to all stakeholders including owners and asset managers.

Candidate Profile


  • 10+ years of experience in hotel industry preferred.

  • Ability to provide “Outside the box” solutions

  • Strong understanding of Marriott Select Brand operating models.

  • Knowledgeable of business dynamics: Sales, profit, operations, quality assurance plans and actions, guest tracking reports and CAPEX planning and reviews.

  • Ability to role model and cultivate the Marriott culture within managed Marriott Select Brands unit operations in a way that complements the unique brand sub-cultures.

  • Knowledgeable of process, techniques and strategies to open new properties. Demonstrated ability to adapt to meet the changing needs of the business and diverse individuals .

  • Proven track record in the development and execution of business plans.

  • Strong process management skills and ability to independently manage multiple projects.

  • Demonstrated ability to achieve results through others or provide coaching and hands-on support; demonstrated ability to create accountability system to drive results.

  • Proficient with P&L statements; ability to develop specific actions to address revenue and profit opportunities.

  • Understand Guest Voice and possess the ability to execute key plans and actions to address issues.

  • Understand the balanced scorecard and develop strategies to improve or maintain performance.

  • Knowledgeable in managing owner relations

  • Sales and or Revenue Management experience

  • Ability to manage a portfolio of hotels and stakeholders

  • Ability to demonstrate proactive communication with stakeholders and articulate a comprehensive message

  • Demonstrated ability to effectively hold others accountable

  • Demonstrated ability to develop high caliber talent

Education or Certification

  • Bachelor’s degree in related area preferred.

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. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?