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Director, Owner & Partner Relations Southern Europe

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Marriott International

Jan 9

Applications are closed

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Business, Operations & Strategy
  • Barcelona

Requirements

  • Over five years progressive experience in a Finance, Asset Management, Operational or a Commercial discipline is essential.
  • Excellent communication and coordination skills.
  • Experience with; hotel operations, owner relations, sales/marketing/revenue, and a broad knowledge of the company’s organization and resources is preferred.
  • A working understanding of financial and development opportunities is preferred, must be able to evaluate potential new owners.
  • Experience evaluating business trends and developing and successfully implementing new business programs and strategies that enhance multi-unit business performance.
  • Demonstrated success in evaluating risks and developing proactive strategies and plans to mitigate business issues.
  • Strong ability to operate in a matrix environment and can demonstrate exceptional ability to influence key stakeholders.
  • Knowledge of managing owner/franchise relationship issues is preferred.
  • Strong business acumen skills that include sound knowledge of the business economics and the ability to translate that knowledge into systematic and effective account management practices.
  • Strong diplomacy skills to go beyond effective relationship management to also being adept at tactfully representing Marriott’s interests with external partners in difficult situations.
  • Must be able to gain commitment to get buy-in, participation and compliance with existing agreements or new initiatives, even when there is significant cost or effort involved (e.g., capital expenditures for renovations).
  • Serve as a Marriott Culture Champion by acting as a role model and cultivating the Marriott culture within franchise companies that do business with Marriott.
  • Strong project management skills and ability to independently manage multiple projects.
  • Bachelor’s Degree required; advanced degree in Business or equivalent related area preferred.

Responsibilities

  • Effective account management of a portfolio of Owner & Partners focusing on: driving fees, ensuring brand compliance, holding owners and franchisees accountable to renovation cycle commitments, fielding initial contractual re-up conversations, and raising engagement.
  • Support the continent’s growth structure by increasing Marriott’s preference with his/her portfolio of Owners & Partners.
  • Support the continent’s growth by screening new operators and partnering with development for proactive and strategic franchise footprint expansion.
  • Communicate and collaborate with Asset Management to ensure the company’s position is protected and enhanced during relicensing, re-ups, and/or contract changes. Take the lead in some workouts such as contract extensions or renovations.
  • Work closely with the Owner and Partner Commercial Director and Owner and Partner Operations Director in the region to ensure brand compliance and top line maximisation.
  • Coordinate as appropriate with the broader EMEA Owner and Partner Support Organisation, Legal, CLS, and GD to ensure senior leadership is aware of situations when his/her portfolio of franchisees is at risk of breaking contractual obligations relating to design and operational standards.
  • Provide strategic leadership to his/her portfolio of Owner & Partner and their hotels:
  • Collaborates with the wider Owner & Partner Support team to ensure that:
  • Processes and systems are in place to provide effective support of a portfolio of Owner and Partners and their hotels.
  • Support resources are effectively deployed across his/her portfolio of Owner & Partners and their hotels.
  • A la carte add-on services are made available, and marketed to, Owner & Partners.
  • Personal / portfolio goals are met and exceeded.
  • Serve as a single point of contact to answer Owner & Partner questions and/or identify necessary resources to enable franchisees to leverage the Marriott system and achieve optimal results.
  • Work with line manager to design and deliver forums that allow Owners & Partners to engage with the brands, continent leadership, commercial resources, operational resources etc… to further benefit from their franchise arrangements with the company.
  • Ensure that Owner & Partners are successfully account managed to drive owner / franchisee preference:
  • Form deep partnerships and strong relationships with Owners and Partners.
  • Offer regular, two-way interaction points with Partners / owners to provide performance updates.
  • Act as brand / company advocate to Owners & Partners.
  • Ensures that Owners & Partners are successfully account managed to drive unit growth:
  • Work closely with line manger to partner with Development to expand the portfolios of company branded units operated by portfolio of Owners & Partners.
  • Ensures that Owners & Partners are successfully account managed to drive fee growth:
  • Provide guidance to Owners & Partners on getting the most from company systems and infrastructure.
  • Advocate the use of a la carte services to help franchisees generate improved customer loyalty and revenues.
  • Engage with the development team on an ongoing basis to ensure that the Marriott Franchise Value Proposition is well articulated and shared with prospective owners.
  • Participate in development pitches.
  • Support negotiations on franchise agreements as required to ensure clarity around value, cost and benefit of MI partnership.
  • Ensure cross-functional compliance to new franchise screening process.
  • Ensure every new prospective brand franchise partner is assessed for operational competency.
  • Present a summary of each prospective new operator to line manager for approval.
  • Partner with Asset Management to ensure:
  • Contract amendment and relicensing protocols are followed.
  • Provide operational and technical input during renegotiation and relicensing.
  • Track and follow up on ‘Authority To Open’ requirements to ensure compliance.
  • Work with CLS and GD to ensure updates to the standards and renovation cycles are being adhered to.
  • Support efforts to ensure accounts receivables balances are kept to a minimum.
  • Holds himself/herself, and the entire team, accountable to a high level of business ethics.
  • Performs other related tasks as assigned by management.
  • Complies with Marriott International policies and procedures.
  • Ability to travel up to 60% of working time.

FAQs

What is the primary focus of the Director, Owner & Partner Relations position?

The primary focus is to provide strategic account management to a portfolio of owners, franchisees, and franchise hotel owners across Southern Europe, driving fees, ensuring brand compliance, and enhancing owner engagement.

Where is the location of this position?

The position is located at the Spain Area Office in Barcelona, specifically at Carrer de la Marina 19-21, Barcelona, Spain, 08005.

What are the expected contributions for this role?

Expected contributions include providing strategic leadership to owners and partners, successful account management of franchise partners, development support, and coordination with internal stakeholders to ensure contractual obligations are met.

Is this a full-time position?

Yes, this is a full-time management position.

How much travel is required for this role?

The role requires the ability to travel up to 60% of working time.

What educational qualifications are required for this position?

A Bachelor’s Degree is required, while an advanced degree in Business or a related area is preferred.

What prior experience is necessary to qualify for this position?

Over five years of progressive experience in Finance, Asset Management, Operational, or Commercial disciplines is essential, along with experience in hotel operations, owner relations, and sales/marketing/revenue.

What skills are critical for the successful candidate?

Critical skills include excellent communication and coordination, strong project management, the ability to operate in a matrix environment, and strong business acumen.

Are there any specific duties related to account management?

Yes, duties include serving as a single point of contact for owners and partners, fostering strong relationships, providing performance updates, and advocating the use of company systems and services.

Does this role involve collaboration with other departments?

Yes, it involves collaborating with Asset Management, Development, Legal, and other internal teams to ensure that the interests of the company and its partners are aligned.

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Marriott International

Travel & Leisure
Industry
10,001+
Employees
1927
Founded Year

Mission & Purpose

Marriott International, Inc. is based in Bethesda, Maryland, USA, and encompasses a portfolio of nearly 8,300 properties under 30 leading brands spanning 138 countries and territories. Its heritage can be traced to a root beer stand opened in Washington, D.C., in 1927 by J. Willard and Alice S. Marriott. 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. Community Guidelines: We reserve the right to remove without any notice content that we determine in our sole discretion is offensive or illegal, contains personally identifiable information, trademarks or copyrights belonging to a third party, advertises a third party’s products or services, or is otherwise inappropriate. Application Tips: We encourage job seekers to protect themselves from email and recruiting scams. Please note: 1) We do not accept applications via email or fax; 2) We never ask for money as part of the application process; 3) We only contact job applicants from approved email domains.

Benefits

  • Travel Perks & Benefits

    We encourage you to explore the world around you, so we offer generous hotel and food discounts at thousands of our global properties. What a way to travel! We look after our associates, which is why we also have a comprehensive and competitive benefits program.

  • Recognition & Rewards

    Marriott recognizes success and commitment. We honor and encourage leadership and exceptional service. We also give bonuses for successful referrals and we reward long service. We believe hard work should be acknowledged.

  • Growth Opportunities

    Marriott believes in a career that flourishes with you. We also believe that wider experiences often provide a more enriching experience. We offer professional development, mentoring and training to help you get to where you want to go.

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