Director Commercial Growth Strategy

JOB SUMMARY

The Director Commercial Growth Strategy supports the development, coordination, and execution of cross-discipline high-priority strategic work focused on identifying, sizing, prioritizing, and advancing opportunities to generate incremental, sustainable, and profitable RevPAR growth and strengthen customer performance across Marriott’s global portfolio. Serving as an internal strategy consultant and thought partner to senior commercial leaders, the Director applies structured problem solving, financial and performance analysis, customer and market insights, and cross-functional expertise to address complex commercial growth questions. The role translates enterprise growth ambitions into clear strategic choices, investment recommendations, business cases, and actionable multi-year roadmaps.

The Director works across disciplines to evaluate revenue growth opportunities and assist in the delivery of results, define strategic trade-offs, and align stakeholders around the initiatives with the greatest potential enterprise value. The role also helps shape the commercial capabilities, operating models, tools, services, and ways of working required to deliver sustained RevPAR impact. 

Success requires a combination of consulting-style problem solving, commercial and financial acumen, executive communication, stakeholder influence, and the ability to move seamlessly from strategy development to implementation and value realization.

Success measures include:

• Incremental and sustainable RevPAR growth generated through prioritized commercial initiatives
• Development of a fact-based, multi-year growth roadmap aligned to the highest-value opportunities that sequences and ensures delivery of cross-discipline initiatives that drive incremental RevPAR
• Strength of business cases, opportunity sizing, and investment recommendations supporting executive decisions
• Effective prioritization of enterprise and continent revenue growth initiatives based on strategic fit, expected value, feasibility, and resource requirements
• Linking B2B and B2C data to ensure better prioritization and actioning of customer data

CANDIDATE PROFILE 

Education and Experience Required

• 4-year degree from an accredited university in Business Administration or related major and 6+ years of relevant professional experience, demonstrating progressive career growth and a pattern of exceptional performance;
• OR
• 8+ years of relevant professional experience in management consulting, corporate strategy, commercial strategy, finance, sales, marketing, revenue strategy, or customer strategy, or related field, demonstrating progressive career growth and a pattern of exceptional performance.
• Experience developing business cases, sizing growth opportunities, evaluation strategic alternatives, and assessing trade-offs in a matrixed organization.
• Demonstrated ability to work with and influence cross-functional teams, producing executive-ready presentations and communications, supporting strategic projects from planning through implementation.

CORE WORK ACTIVITIES 

• Support the development, evolution, and execution of Marriott’s multi-year commercial growth strategy to drive incremental, sustainable, and profitable RevPAR growth. 
• Identify, size, and prioritize high-value growth opportunities across brands, customer segments, markets, channels, and commercial disciplines, including key growth levers such as point active members, second stays, and demand generation.
• Lead strategic analyses, opportunity assessments, business cases, and investment recommendations to inform enterprise funding, portfolio prioritization, and resource allocation decisions. 
• Translate revenue growth ambitions into a prioritized portfolio of initiatives, roadmaps, and measurable business outcomes aligned to RevPAR and profitability business objectives.
• Serve as a trusted advisor to commercial leaders on revenue growth priorities, strategic trade-offs, emerging opportunities, and business risks. 
• Develop executive-ready insights, presentations, and decision materials that support senior leadership discussions and enterprise decision-making. 
• Partner across disciplines to drive alignment, accountability, and execution of revenue growth priorities. 
• Establish and monitor value-realization frameworks and performance metrics to measure RevPAR impact, customer outcomes, profitability, and return on investment. 
• Identify performance gaps, execution risks, and improvement opportunities, recommending actions to maximize business value and revenue growth outcomes.
• Influence the development of commercial capabilities, operating models, tools, services, and AI-enabled solutions that accelerate growth and improve commercial effectiveness. 
• Support the integration of commercial strategies and capabilities for new brands, acquisitions, business models, and other enterprise growth initiatives 
• Lead cross-functional commercial initiatives by coordinating strategic priorities, managing dependencies, and communicating progress, risks, and recommendations to senior leadership. 
• Provide strategic and analytical guidance to disciplines and continent teams to advance commercial priorities, unlock growth opportunities, and accelerate adoption of enterprise capabilities. 
• Foster a culture of innovation, experimentation, agility, and continuous improvement to advance Marriott’s commercial growth agenda and long-term enterprise value creation.

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates.  We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.