Job DescriptionJOB SUMMARYThe VP Commercial Performance, Luxury is responsible for shaping, influencing, and guiding the enterprise-wide sales, revenue and distribution strategy for Marriott's growing luxury portfolio. This position serves as the accountable leader of Headquarters-led efforts to improve the commercial performance of Marriott's Luxury hotel portfolio, while ensuring that luxury-specific needs, performance priorities, and customer expectations are clearly represented, differentiated, and embedded across all commercial disciplines. This leader works closely with Continent leadership, especially the Chief Commercial Officers in each continent, to support continent-led efforts to drive commercial and customer performance and own initiatives that require cross-continent solutions.
The leader collaborates deeply with Commercial Services functions, Digital, Data, and Technology, Luxury, and continent leadership teams to align strategies, and translate enterprise goals into luxury-relevant action. This role partners with the VP Luxury Marketing to drive the development of commercial frameworks that elevate luxury brand equity, optimize topline performance, expand High-Net-Worth/Ultra High-Net-Worth customer engagement, and strengthen owner and market confidence in Marriott's luxury leadership.
Success measures include:
- Growth in market share across the luxury portfolio
- Revenue performance vs. budget and competitive set, including Net RevPAR to ensure that costs of acquisition and hotel profitability are factored into commercial results.
- Strengthened luxury brand equity and guest perceptions
- Effective representation of luxury needs in enterprise sales and revenue strategies
- Increased High-Net-Worth/Ultra High-Net-Worth customer acquisition and engagement globally
CANDIDATE PROFILE
Education and Experience Required
- 4-year degree from an accredited university in Business, Marketing, Hospitality or related major; MBA or advanced degree preferred
- 12+ years of progressive leadership experience in strategy, consulting, finance, sales, marketing, or revenue management, ideally within luxury hospitality, or premium consumer lifestyle sectors.
- Demonstrated track record of developing and executing transformational commercial strategies for global brands, with measurable impact on growth, competitive positioning, and market performance.
- Proven ability to lead, influence, and collaborate effectively without direct authority in highly matrixed global organizations, aligning enterprise, continent, and discipline teams to drive shared outcomes.
CORE WORK ACTIVITIES - Define and guide a differentiated global luxury strategy that spans sales, revenue management, distribution, and demand generation/customer acquisition to drive sustainable topline performance.
- Ensuring luxury needs, insights, and customer expectations are embedded into enterprise-wide strategies, even without direct ownership of the corresponding disciplines.
- Partner with CCO's and Continent commercial leaders ensure alignment with prioritized initiatives and support continents accountability for luxury portfolio performance.
- Align with CCOs and Luxury President to prioritize, then leverage the EPP process to gain funding and resource commitment for desired projects that will move KPIs.
- Build and maintain strong alignment across enterprise, continent, regional, and discipline teams to ensure cohesive activation of luxury commercial priorities. Serve as the leader primarily accountable for global Luxury commercial performance at Headquarters.
- Translate enterprise commercial frameworks into clear luxury-specific guidance that supports consistent global execution, while local tailoring.
- Advocate for revenue strategies, including pricing, segmentation, distribution, and premium rooms strategies, that reflect the unique dynamics of the luxury segment.
- Partner with Revenue Management on premium rooms strategy, forecasting, segmentation, and tools development.
- Influence development of commercial systems, tools, and techniques required to support luxury growth.
- Establish and communicate clear performance metrics and dashboards to monitor topline performance across brands, markets, and the luxury segment.
- Coordinate with Global Sales Organization (GSO) and continent teams to ensure global luxury sales strategies are cohesive, consistently executed, and reflective of luxury customer expectations.
- Identify, unlock, and nurture new strategic sales partnerships and high-value distribution channels tailored to luxury guest acquisition.
- Influence and partner with VP Luxury marketing on global marketing investment decisions to enhance luxury brands equity and commercial impact.
- Ensure luxury traveler insights are integrated into sales, revenue and distribution evolution efforts.
- Lead the creation, testing and roll out of clieteling efforts
- Shape strategies to accelerate acquisition of High-Net-Worth/Ultra High-Net-Worth travelers, aligned with the global luxury clienteling agenda.
- Serve as a trusted strategic advisor to luxury brand leaders, continent leadership teams, and owners on sales priorities, new opportunities, and business risks.
- Communicate prioritization and progress during standing CCO monthly meeting.
- Promote a culture of experimentation, agility, and forward-thinking across the ecosystem.
Marriott HQ is committed to a hybrid work environment that enables associates to Be connected. Headquarters-based positions are considered hybrid, for candidates within a commuting distance to Bethesda, MD; candidates outside of commuting distance to Bethesda, MD will be considered for Remote positions.
About the TeamMarriott 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.
