Sr. Manager, Luxury Segment, Hotel and Spa Retail, Americas

Marriott International, Inc - Bethesda, MD

Posting Date Sep 26, 2019
Job Number 19133248
Job Category Retail & Gift Shops
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?


As a member of the professional staff of the Americas’ Continent Lodging Services - Rooms & Guest Experience team, the Senior Manager is responsible for driving lobby and spa retail performance in the Luxury Retail Segment through operational standards, procedures and processes. This role leads the implementation of the Retail Services Strategy through product concepts, product programming, and the procurement process while identifying opportunities to reduce product costs and maximize profit.

Responsibilities include facilitating store design, merchandising and development of quality retail programs, products and services as an integral pillar of brand alignment. Establishes and ensures compliance of retail standards, addressing inefficiencies and product performance. Evaluates guest engagement; acting as champion for retail merchandise management systems. Focusing on product procurement functions, identifying and evaluating trends and product innovations to develop and implement new retail programs, products, services and/or business opportunities to ensure that merchandise products and vendor performance maximize sales, inventory and profit performance goals. He/she will be the luxury tier subject matter expert and provide direct support to lobby and spa retail property operations, conducting store visits to identify opportunities for improvement relative to product mix, visual presentation, guest experience and financial performance.

Additionally, this position will provide support to those leading luxury brands, such as The Ritz-Carlton and The St Regis, retail venues and marketing materials/channels to ensure product continuity with the retail stores as an integral pillar of brand strategies and merchandise management oversight by establishing metrics and providing analysis to measure the channels products performance in the retail stores.


Drive For Results

Analyze/evaluate and update product assortments, as dictated by business results, brand initiatives, product innovations/trends to manage merchandise flow, balance correct inventory levels, write purchase orders, manage overall cost of sales and establish markdown cycle for product categories. Technology and centralized merchandise management reporting system is utilized to maximize analysis.
Manage vendor profiling to ensure approved vendors are current, including minority/women owned status and indemnity insurance, to streamline vendor payment processes.
Identify and procure appropriate product mix that supports the Retail Strategy, the Market Segment and the Region. Partners with consultations and vendors to achieve business deliverables.
Maximize full leveraging of Marriott buying power to negotiate product cost, vendor terms and services to maximize profit and value for customers. Implement processes and manage supplier relationships to create business solutions that support initiatives and objectives.
Partner with Global Design and property leadership on store design of new properties and renovations to include development of brand relevant retail programs, products and services designed to grow revenues and enhance brand preference.
Develop marketing vehicles to support segment specific offerings:
Collaborate with corporate disciplines for pull through to provide product continuity within various channels.
Manage creative production of marketing assets, product analysis and selection, production and development, from the initial concept to finished product and implementation with a platform outlined for success.
Provide and direct the Retail Stores Managers/Supervisors to maximize sales, cost of sales, profit; and guest satisfaction goals. To include product positioning, maximize visual presentation, operational objectives and implementation of corporate directives. As appropriative, develop recommendations, provide benchmarks to improve cost containment, financial performance and revenue growth.
Utilize competitive intel and analysis to identify new business opportunities and strategic partnerships in the luxury segment (e.g., branded concepts, logo and private label programs).
Drive accountability with non-performing hotels, identifying knowledge and resource gaps and partner with discipline to make adjustments if needed.
Demonstrate confidence and leadership in bringing new, exciting ideas forward to expand thinking and lead to more innovative outcomes which drive relevance and returns.
Managing Execution
Implement brand relevant assortment plans in multiple product categories to support store profiling. Will include product development, logo/brand programs, to deliver custom and/or exclusive product.
Lead successful pull though of retail efforts inclusive of stakeholders’ communication, guidance and directives.
Deliver training to enhance the property retail leaders merchandising and product knowledge.
Collaborate with cross functional departments to obtain appropriate resources to create alignment across the America’s organization.
Identify innovations that improve the customer shopping experience and drive revenue per occupied room.
Assist key internal and property stakeholders to establish processes and platforms to define business performance metrics (i.e. revenue, profit, cost of sales, and SPOR) and routinely evaluate property operations performance against competitive set and goals.
Provide on-site support as needed for merchandise presentation, store renovations, and resets.
Travel to national and regional trade shows to support the product sourcing to secure competitive edge in merchandise assortments. Solicit input from diverse sources to make sound business decisions. Build key vendor and external partnerships.
Serve as a subject matter expert on project work that requires retail expertise, lead efforts to compile, analyze and interpret data as necessary, and ensure execution of Retail Standard Operating Procedures.
Initiate and develop professional relationships in Retail and related industry Organizations, and with suppliers to help achieve business strategies.
Collaborate with key stakeholders and advisory boards to assist in the design and development of initiatives and promotions, identify new opportunities, and effectively drive business performance.
Respond to market leaders, solve and makes decisions on business requests that have a department impact and/or moderate risk. Presents alternative solutions to business issues by leveraging the broader organization.
Effectively manage multiple, complex projects which may originate from Discipline, Brand and Continent to deliver against expectations
Communicates project or initiative progress clearly and effectively to keep leaders aware and aligned relative to project advancement.
Demonstrate creativity in problem-solving, content development, program branding and communication to ensure relevant, engaging retail concepts.

60% Travel required

Perform other duties as assigned to meet business needs.


Minimum 7 years experience in retail buying or retail operations with specific accountability for buying to include specific luxury retail buying. Experience with retail buying in multi-category product by various market segments, strongly preferred.
Ability to understand business climate/customer satisfaction issues that may affect sales and inventory levels
Ability to utilize reports to evaluate financials metrics, sales reports, inventory levels, and operating statements
Ability to build relationships with internal and external stakeholders at various levels of management
Ability to provide a high level of customer service to internal and external clients
Demonstrated visual Merchandising skills
Experience with/knowledge of related retail inventory systems; DataWorks merchandise management system knowledge is a plus.
Experience conducting detailed property assessments and provide action plan for improvements.
Experience with establishing and enforcing enterprise wide policies and procedures to drive organizational effectiveness.
Ability to provide training, development and mentoring opportunities for retail discipline.
Ability to build relationships with internal and external stakeholders at various levels of management.
Demonstrated knowledge of marketing channels, such as publications or catalogs.
Strong organizational skills
Comfortable in a deadline-driven environment, often with changing business priorities
Ability to drive solutions that effectively meet both customer needs and business goals
Creative and conceptual thinker with excellent verbal and written communication skills
Understanding of emerging trends and applying to future business planning
Flexibility in approach to problem-solving and creative thinking
Ability to provide a high level of customer service to internal and eternal clients.

Education and Professional Certification

Bachelor’s degree in Business or Hospitality Management or related field preferred or an equivalent combination of education and experience from which comparable knowledge and skills can be acquired

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.