ジョブ
>
Tokyo

    Senior Director, Global Sales – Japan and Korea - Tokyo, 日本 - Corporate

    Corporate
    Corporate Tokyo, 日本

    4日前

    Default job background
    フルタイム
    説明

    JOB SUMMARY

    The Senior Director, Global Sales – Japan and Korea is a key member of the Sales & Marketing leadership team responsible for providing strategic sales leadership. Sales office locations currently include Tokyo, Osaka, and Seoul.

    This individual is responsible for developing strategic sales strategies (direct sales, B2B marketing, and partnerships) that optimize profitable market share across all revenue streams (business and leisure transient, group, extended stay) from targeted high-value accounts within key business-to-business segments. This position reports directly to the Vice President of Global Sales, APEC

    Specific areas of responsibility include: 1) attracting, recruiting, retaining, developing, and leading a world-class sales force, 2) establishing, managing, and communicating overall segment strategies in alignment with overall Sales, Marketing, and distribution strategic priorities, 3) identifying the appropriate mix of business for Marriott brands and hotels, 4) developing the segment sales and value propositions including segment offerings, 5) owning the return on invested capital (ROIC) for these business segments, 6) liaising with relevant cross-discipline resources, specifically market and property-based sales, to ensure pull-through of segment strategies for new and existing accounts. 6. Support company strategy priorities and new lines of business.

    THE POSITION

    Responsibilities of the Senior Director, Global Sales – Japan and Korea include:

    Strategic Leadership

  • Provide exceptional leadership to drive superior results from applicable business segments.
  • Define the overall strategy for the assigned region in alignment with overall Sales and Marketing strategic goals and initiatives. In collaboration with Sales and Marketing Planning and Support, Revenue management, Distribution and Marketing, lead efforts to implement segment strategies and promote accountability to achieve desired business results.
  • Provide subject matter expertise on each segment – understand short term and long-term needs, discern competitive trends that impact customer behavior.
  • Manage the global ROIC for the portfolio of accounts within the segments.
  • Proactively lead the sales efforts within the segments, both for new and existing accounts.
  • Leverage S&M Planning and Support to track segment growth and profitability – lead strategy development and execution to grow market share.
  • Partner with S&M Planning and Support on the periodic evaluation and assignment of accounts to segments. Sub-segment accounts to guide decisions on segment coverage, investment and deployment leveraging voice and/or e-solutions versus direct selling resources).
  • Lead the detailed design and implementation in areas that include account mapping, associate deployment, low cost high value sales solutions, and compensation and incentive plans that incent desired behavior to achieve goals, etc.
  • Assist in developing optimal Total Account Management teams that are focused on delivering customer value and growing market share. Develop and enhance the concepts of strategic account management and team-based sales.
  • Develop concentrated expertise in customer needs, buying behaviors and opportunities. Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development. Clearly understand the competitive landscape and set strategy to capitalize on strengths and counter competitive threats.
  • Harness and coordinate cross-discipline resources (market, corporate) to ensure pull-through and sustainment of segment strategies and selling solutions. Develop a close working relationship with operations and Market resources to establish integrated sales strategies that maximize customer relationships within the region and ensure pull-through of strategies at the hotel level.
  • Lead efforts to educate and communicate a consistent view on segment customers inside and outside of Global Sales.
  • Develop innovative cross functional solutions to win in the segments ecommerce, marketing, and revenue management solutions).
  • Provide strategic input and guidance to managing intermediary relationships that impact individual segments.
  • Champion business transformation and change efforts in support of Sales and Marketing strategies.
  • Provide functional and business expertise and strategic perspective to develop and implement strategic initiatives and respond to key business challenges.
  • Plan & build a flexible and scalable organization aimed at providing "best in class" customer-centric segment offerings.
  • Serve as a proactive leader on the Sales and Marketing team by providing input and execution to corporate initiatives. Establish strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas.

    • Talent Management

  • Enable the Global Sales Japan and Korea offices to maintain high performance levels by developing clear accountabilities, motivating associates, hiring the best candidates, providing development opportunities, addressing performance issues and aligning performance and rewards to total account performance and hotel accountability.
  • Hire, retain, and continually develop diverse, high caliber talent that makes a strong, positive impact on the organization. Anticipate future talent based on business needs. Develop pipeline of talent (internal and external) and career path by pursuing opportunities for cross-segment exposure and broadening.

    • Owner / Franchise & Business Unit Relations

  • Sell ideas persuasively and influence without direct authority. Negotiate skillfully and settle differences without damaging relationships.
  • Develop appropriate Franchise, Owner and Business Unit relationships and build support for key initiatives and business cases. Ensure others are viewed as business partners when designing and implementing various initiatives and practices.

    • Operational Excellence

  • Achieve segment revenue, sales and market share goals as defined by S&M leadership.
  • Ensure the development of segment plans that focus on improving market share, profitably leveraging efficiencies, generating revenue and reducing overhead.
  • Leverage methodologies, technical and business knowledge across the Global Sales Organization.
  • Translate customer and account needs into a range of support products and services that maximize returns. Be accountable for liaising with cross-discipline groups to develop segment sales and service propositions and segment offerings that are both off-the-shelf and customized.
  • Increase penetration of high potential accounts to optimize profitable revenue across all brands and satisfy important property needs.
  • Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
  • Drive the implementation and sustainability of enterprise-wide initiatives.
  • Set high performance expectations and hold others accountable through development of balanced scorecards and consistent processes.
  • Define appropriate metrics to identify and measure sales and marketing business results.
  • Acquire, track continuous customer feedback both qualitative and quantitative and use results in overall segment strategy.

    • CANDIDATE PROFILE

    Experience

  • Fifteen or more years of hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance. Experience in leading and directing a large sales force is required. Experience in total account management preferred.
  • Recent Market experience, a plus.
  • Understanding of various business to business segments preferred.
  • Understanding of Revenue Management preferred.
  • Prior experience in managing and defining strategy for multiple business units.
  • Experience leading and managing large scale transformation initiatives and managing associated change.
  • Experience in process reengineering preferred.
  • Experience evaluating business trends and developing and successfully implementing new business programs or strategies that enhance business performance
  • Experience leading or actively participating in the start-up of a new department is strongly preferred; would like previous experience in supervising others.
  • Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity.
  • Prior experience in creating/ implementing complex buying solutions that reach a large number of customers in a high value/ low cost manner a plus.

    • Education or Certification

  • Bachelors Degree required

    • PERSONAL COMPETENCIES

    Knowledge, Skills, Abilities and Other Attributes)

  • Must have exceptional leadership skills. Includes ability to create a compelling vision, demonstrate flexibility in approach; influence and motivate others (who may, oftentimes, not be direct reports) to achieve desired results.
  • Must have strong business and financial acumen skills that include sound knowledge of the business economics. Able to develop business case, understanding return on investment of segment strategies. Ability to understand and positively impact a hotel's P&L.
  • Must be an energized self-starter who can work independently; comfortable challenging organizational norms and accepted thinking to improve effectiveness.
  • Think and act as a company-wide leader; promote and build teamwork that links individual departments within sales & marketing and the field.
  • Act as a change agent on behalf of the discipline.
  • Ability to evaluate business trends and develop successful solutions that enhance business performance.
  • Strong relationship management skills – develop and maintain effective relationships with both internal and external stakeholders. Foster trust and a positive climate to build effective teams that are committed to organizational goals and initiatives. Ability to collaborate and work well with other disciplines Sales and Marketing Planning and Support, eCommerce, Marketing etc.).
  • Strong executive presence – able to sell ideas and influence persuasively, settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.
  • Strong organizational navigation acumen – ability to identify and mobilize organizational resources to achieve superior business results.
  • Bring a global perspective to ideas and solutions. Has cross-discipline and cross-regional understanding and is knowledgeable about MI brands, sales and marketing strategies and service offerings.
  • Ability to balance creativity with pragmatic business considerations.
  • Strategic thinker - processes information through a strategic lens and applies tenants of systems thinking to issues / assignments; ability to balance strategic thinking into idea execution.
  • Ability to build, actively develop and effectively manage diverse teams that are committed to organizational goals and initiatives, thereby enhancing organizational effectiveness.
  • Active learner – able to enhance personal, professional and business growth through new knowledge and experiences; pushes the organization to learn from other industries' standards and practices.
  • Ability to address difficult issues and lead others toward the defined vision and goals.
  • Results oriented; delivers results under difficult conditions and demonstrates balanced judgment under pressure.
  • Strong communication skills – includes oral (one on one and presentations to large audiences) and written.
  • Japanese language skills ( written and oral) is highly preferred
  • Understanding of key sales automation software in order to leverage decision support analysis to measure and monitor performance.
  • Dell

    Consultant - Facilities management (Japan & Korea)

    5日前

    Dell Tokyo, 日本 フルタイム

    Consultant – Facilities management – North Asia (Japan & Korea) · ファシリティ・コンサルタントは、APJC地域の重要な戦略的ビジネスパートナーとして、北アジア地域(日本および韓国)のファシリティをリードし、管理します。 · APJCにおけるファシリティの最適な位置づけとなる戦略や能力を開発するために、ファシリティやその他のビジネスにおける主要な地域およびグローバルリーダーとパートナーを組むことになります。 · APJCファシリティ担当バイス・プレジデントの直属となり、APJCファシリティ ...

  • CSL

    Ethics & Compliance Officer Japan/South Korea

    3日前

    CSL Tokyo, 日本 フルタイム

    Job Purpose · The Ethics & Compliance Officer Japan & South Korea is responsible for implementing strategic goals, planning efforts, managing projects and providing measurable inputs into processes, standards and operational plans for the Ethics & Compliance function for CSL Beh ...

  • Cargill

    Trading Supply Chain Lead Japan and Korea

    1週間前

    Cargill Tokyo, 日本

    Job Purpose and Impact · The Trading Supply Chain Lead will lead a team that focuses on business projects to support long term supply chain strategies and business goals. In this role, you will participate in the project planning, lead the project implementation, manage project ...

  • CSL Behring

    Ethics & Compliance Officer Japan/South Korea

    3日前

    CSL Behring Koto City, 日本 フルタイム

    Job Purpose · The Ethics & Compliance Officer Japan & South Korea is responsible for implementing strategic goals, planning efforts, managing projects and providing measurable inputs into processes, standards and operational plans for the Ethics & Compliance function for CSL Behr ...

  • BASF

    Manager, Technical Service, Component, Performance Chemicals Japan

    1日前

    BASF Tokyo, 日本

    O bjectives of the Position · The main coordinator and provider of first level technical support for Japanese & Korean customers · Collaborate with the sales organization, regional and global teams to drive business growth · Drive innovation and support business development for ...

  • Kpler

    Sales Commercial Manager, Team Lead

    1日前

    Kpler Tokyo, 日本 フルタイム

    ​​At Kpler, we simplify global trade information and provide valuable insights. Founded in 2014, our goal is to help over 10,000 organisations by offering the best intelligence on commodities, energy, and maritime through a single platform.Working at Kpler means you'll be a key p ...

  • Novogene

    Sales/ Senior Sales

    1日前

    Novogene Tokyo, 日本

    Location: Tokyo or South Korea · Reporting Officer: Japan Korea Country Manager · Responsibilities: · Maximization of sales in your area. Make plans to achieve your sales goals, conduct effective sales activities, and report accurate sales forecasts. · Build strong relationships ...

  • BASF SE

    Manager, Technical Service, Component, Performance Chemicals Japan

    1週間前

    BASF SE Tokyo, 日本

    Objectives of the Position · The main coordinator and provider of first level technical support for Japanese & Korean customers · Collaborate with the sales organization, regional and global teams to drive business growth · Drive innovation and support business development for ...

  • Hilton

    Manager/Senior Manager, Projects

    1週間前

    Hilton Tokyo, 日本 フルタイム

    ## This position requires both JAPANESE and ENGLISH proficiency. ## · The Manager/Senior Manager, Projects & Design – Japan, Korea & Micronesia reports to the Senior Director, Projects & Design, and is responsible for the management of project stakeholders, project timeline, desi ...

  • Danaher

    APAC Filtration Sales Specialist

    1週間前

    Danaher Tokyo, 日本 フルタイム

    Be part of something altogether life-changing · Working at Cytiva means being at the forefront of providing new solutions to transform human health. Our incredible customers undertake life-saving activities ranging from fundamental biological research to developing innovative vac ...

  • Rotary

    Communications Strategist

    1週間前

    Rotary Tokyo, 日本

    You Are Good At · Prioritizing and executing work independently and as part of a remote global team · Finding stories that will resonate with target audiences and coming up with effective ways to present them · Reading significant social and cultural issues, trends, and movement ...

  • Coca Cola

    Strategy Senior Manager

    1日前

    Coca Cola Tokyo, 日本 フルタイム

    Description · Summary: Focus, Scope, & Impact: · This role is responsible for a holistic understanding of the Japan and South Korea Operating Unit (OU) landscape to provide Guidance on Where to Play & How to Win as well as guidance on Innovation Strategy. By leading the Strat ...

  • Boston Consulting Group

    Legal Counsel

    1週間前

    Boston Consulting Group Tokyo, 日本

    WHAT YOU'LL DO · As part of BCG's global team of employment lawyers, you will continue to build the centre of employment expertise within, and provide support on employment legal matters predominantly within the North Asia region (Japan, and possibly Korea) as well as ad hoc supp ...

  • WARNERMEDIA

    Sr. Accountant

    2週間前

    WARNERMEDIA Tokyo, 日本 フルタイム

    Every great story has a new beginning, and yours starts here. · Welcome to Warner Bros. Discovery... the stuff dreams are made of. · Who We Are... · When we say, "the stuff dreams are made of," we're not just referring to the world of wizards, dragons and superheroes, or even to ...

  • TikTok

    Event Marketing Manager

    1日前

    TikTok Tokyo, 日本

    Team Introduction · In this new era where gaming is mainstream entertainment, Gaming companies have an opportunity to reach and engage a broad audience, and creatively engage with communities to drive impact. With the newly formed Global Gaming Business Marketing team, we have th ...

  • Abbott

    AMD事業部 Marketing Manager

    1週間前

    Abbott Tokyo, 日本

    Implement a marketing and sales strategy for one or more of the organization's more complex, controversial, or strategically significant products/services in order to meet established sales or market share targets. · •Conduct market research, oversee product development and desig ...

  • Royal Caribbean Group

    Sr. Manager, Government Relations

    1日前

    Royal Caribbean Group Tokyo, 日本

    Position Summary This position is responsible for developing and maintaining strong relationships with key government officials and stakeholders to support business growth in North Asia, which includes Japan and South Korea. As the Government Relations Senior Manager, you will b ...

  • Blackstone

    International Finance

    1日前

    Blackstone Tokyo, 日本 フルタイム

    Blackstone is the world's largest alternative asset manager. We seek to create positive economic impact and long-term value for our investors, the companies we invest in, and the communities in which we work. We do this by using extraordinary people and flexible capital to help c ...

  • Okta, Inc.

    Regional CSO, Japan

    5日前

    Okta, Inc. Tokyo, 日本

    Get to know Okta · Okta is The World's Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move thr ...

  • The Qt Company

    Solution Engineer

    4日前

    The Qt Company Tokyo, 日本 フルタイム

    About the Job: · Qt technology is used by approximately one million developers worldwide. We enable a single software code across all operating systems, platforms, and screen types, from desktops and embedded systems to business-critical applications, in-vehicle systems, wearab ...