Director, Marriott Media Network

Marriott International, Inc - Bethesda, MD

Posting Date Aug 21, 2019
Job Number 19114684
Job Category Sales and Marketing
Location Marriott International HQ, 10400 Fernwood Road, Bethesda, Maryland, United States VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
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?


The Director, Marriott Media Network will lead the strategy, operations, new product innovation, and revenue growth plan for Marriott Media Network (MMN), the company’s growing monetization platform. This role will be an influential leader in the Global Marketing organization leading a team of direct reports, agency and vendor partners, and cross-functional internal partner teams that are critical to the success of MMN. This leader will need to be an innovative thinker, comfortable developing new opportunities, and must thrive working in a cross-functional multi-stakeholder environment. The ideal candidate must have experience with buying or selling media, working knowledge of ad tech, and ideally has lead ad buying or sales operations functions.

This role will report to the Vice President of Marketing Strategy and Performance and partner closely with key members of global marketing optimization, creative and content studio, partnership marketing, digital product, digital operations, external agencies, ad tech and sales partners, and continent marketing/operations. This role will also partner closely with the Media Buying Center of Excellence and Personalization/Marketing Tech teams to integrate technologies, find capability synergies and leverage best practices

The role encompass all aspects of the MMN business including: developing pitches, refining business operations, managing vendors, overseeing the budget and revenue targets and evangelizing MMN within Marriott. In addition, this role will be a critical leader to expand utilization and sell through rates of current placements, develop new placements on existing channels, and partner with others in the organization to develop new channels and monetization approaches.


Education and Experience Preferred

4-year degree from an accredited university in from an accredited university in Business Administration, Marketing, or related major
8+ years of relevant professional experience in of relevant professional experience in marketing or related function, demonstrating progressive career growth and pattern of exceptional performance.
5-7 years of media sales and/or purchasing experience on either the “sell” or “buy” side.
Knowledge and passion for the travel space is strongly encouraged

Experiences applicable to the Job

Demonstrated experience with buying or selling media, media operations, media pricing methodologies, and measurement/reporting
Demonstrated knowledge of ad tech
Experience developing new ad products a plus
Solid understanding of media trends and industry best practices
Proven skills managing expectations across complex stakeholder matrix e.g. inside a company (e.g., Digital, Global Marketing, Partnerships) and external (clients, agency partners etc).
Effective written and oral communications skills
Adept at working independently
Demonstrated experience and success in a highly matrixed cross functional organization
Managerial experience
Passion to be a change agent and drive innovative solutions

Demonstrates self-confidence, energy and enthusiasm
Ability to solve problems quickly and think creatively
Team player that works well with counterparts from various functions/departments and has the ability to influence the work of counterparts without direct reporting accountability
Skilled at establishing effective relationships with internal and external partners


Grow the Network

Able to clearly articulate options for growth and investment into a roadmap that stakeholders can coalesce around.
Expand the program through additional placements, new advertising products, better targeting, new channels and platform specific solutions (e.g. Mobile)
Expand the program by partnering with various teams around the company above property and on-property/ in-room where applicable.
Able to streamline business operations practices including billing, legal approvals etc. as the network grows.

Budget Management

Manage program P&L - ensuring program forecasts are accurate and balanced within funding guidelines
Partner with sales agency to create robust revenue forecasting and deal tracking
Evaluate revenue pacing to deliver high quality forecasts.
Present quarterly business reviews to stakeholder and executive teams.

Internal stakeholder alignment
Build strong relationships with internal teams to gain stakeholder alignment to enable change and innovation through MMN.
Build deep partnerships with Brand, Enterprise Partnerships, and Loyalty marketing teams to create mutually beneficial new media opportunities.
Partner with Media Buying Center of Excellence and Personalization/Mar Tech teams to synergize data and technologies approach with MMN program enhancements

Program/Vendor management

Manage all aspects of MMN program by partnering with internal and external teams as needed.
Develop and maintain a very strong partnership with sales agency and technology vendors and oversee all aspects of day to day interactions.
Partner with sales agency resources to develop pitch materials and adjust materials based on client feedback
Collaborate with vendors and internal development teams to launch new placements and ad products on time and within budget.
Review ongoing performance reporting and work with the vendor to optimize network performance.


Building Relationships
Coworker Relationships
Builds credibility with others and encourages strong working relationships.
Creates a work environment in which others feel comfortable sharing thoughts and feedback.
Shows awareness of how own behavior impacts others and the work environment.
Encourages others to work together.

Customer Relationships
Models and empowers others to anticipate and respond to customer/stakeholder preferences and feedback.
Clearly explains policies in ways that create strong customer/stakeholder relationships.
Monitors customer/stakeholder satisfaction and takes appropriate action.
Resolves customer/stakeholder issues and concerns raised by others.

Global Mindset
Creates an environment where everyone is valued and included.
Models and coaches others on representing the Company culture of service, opportunity, respect, and fair treatment.
Acts when others are treated unfairly or are not valued and respected for their unique skills.
Looks for and uses ideas and opinions from diverse sources.
Attracts, develops, and retains a multicultural and multigenerational workforce.
Gives all associates the opportunity to achieve their full potential.
Maintains an awareness of changing customer/stakeholder and associate characteristics.

Generating Talent and Organizational Capability

Organizational Capability

Ensures the right jobs are in place to do the work.
Looks for ways to better organize work and assign tasks.
Continuously improves work processes.
Brings together the appropriate mix of associate knowledge and skills to do the job.
Models and coaches team on scope of decision‐making authority.
Uses meetings and other forums to regularly communicate with team.

Talent Management
Reinforces an environment that supports feedback and ongoing development.
Models expectations for desired/required acceptable behavior, knowledge, and skill levels.
Develops direct reports by identifying needs and partnering on developmental plans.
Supports recruitment efforts and builds relationships to attract top talent.
Models and coaches others on making effective hiring decisions using available tools and processes.



Models and coaches others on staying calm and focused during stressful situations.
Communicates to others why change is happening and how it impacts their work.
Models flexibility when managing multiple demands and changing priorities.
Adjusts team and own priorities when experiencing change or challenges.
Determines how change impacts stakeholders and communicates concerns to leadership.

Communication and Professional Demeanor

Clearly presents complex information using different methods.
Adapts communication style based on the audience.
Demonstrates active listening to ensure understanding.
Models and coaches others on appropriately interpreting verbal and non‐verbal behavior.
Models and coaches others on displaying professionalism and gaining respect from others.

Problem Solving and Decision Making

Identifies issues and makes suggestions to solve complex problems affecting daily work.
Models and coaches others on breaking complex issues into manageable parts.
Looks for and shares information with others before making a decision.
Models and coaches others on identifying and evaluating alternatives and their implications before making decisions.
Involves and gains agreement from others when making key decisions.
Makes complex decisions and works with others to implement solutions in reasonable amount of time.

Learning and Applying Professional Expertise

Applied Learning

Sets own career goals and identifies developmental areas for self and others.
Uses resources and challenging assignments to improve performance of self and others.
Gathers, shares, and uses information about industry and discipline trends and best practices.
Budgets for training to support associate development, as applicable.
Coaches and holds others accountable for professional growth.

Business Acumen
Ensures others understand how their work impacts property and team performance.
Coaches others on the drivers of performance and their impact on key business and property metrics.
Shows an understanding of how different customer/stakeholder groups have different revenue potential.
Identifies innovative ways to improve, productivity, customer/stakeholder satisfaction, and profitability.

Technical Acumen
Maintains advanced technical knowledge and skills and models their use for others.
Models and promotes the appropriate use of facilities, equipment, and materials to perform the job.
Demonstrates and shares expertise in policies, procedures, and legal requirements.
Manages and completes complex technical assignments and coaches others on solving advanced technical issues.
Demonstrates and reinforces technical standards and processes to support work requirements.

Managing Execution

Building and Contributing to Teams

Promotes teamwork by explaining how each associate supports shared goals.
Builds commitment to team goals by explaining how they support department and property success.
Works with team members to solve issues and make decisions that impact them.
Manages disagreements among team members.
Recognizes department, team, and individual achievements.

Driving for Results
Creates a team environment that encourages accountability, high standards, and innovation.
Makes sure others understand performance expectations.
Sets and tracks goal progress for self and others.
Monitors the work of others to ensure it is completed on time and meets expectations.
Breaks down barriers so team members can accomplish their work.

Planning and Organizing
Prioritizes group activities based on importance, urgency, and impact to goals.
Manages team workload and delegates assignments appropriately.
Ensures team members have the equipment, materials, and other resources needed to accomplish their work.
Avoids conflicts when setting project timelines and communicates key milestones and deadlines to others.

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.