Job Summary
6 - 8 years
Sales And Marketing Managers, Other
Last Date to Apply
05 Dec 2020
Manager, Partnership & Cards, India
Marriott International
Posted on: 06 Oct 2020
Job Description

Job Description :

Job Category sales and Marketing
Location Mumbai Area Office, 303A-304 Fulcrum B Wing Hiranandani Business Park, Mumbai, Maharashtra, India
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us

Marriott International is the worlds 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 position is a high-profile role with significant importance to the overall organization. This position will lead all strategic partnerships and alliances in South Asia. This role will report to Senior Director, Enterprise Partnership & Cards, APAC and will work in close collaboration with the corporate office and leadership team within AP and Regional offices.
The strategic partnerships and alliances leader will lead the entire commercial partnership and travel marketplace strategy for the markets. Key focus areas will be:
Co-brand & points transfer partnerships
Business Development
  • Develop card and points transfer growth strategy for the market
  • Research & identify the right value product benefits basis geographic opportunities for Marriott guests and members
  • Lead business development and card negotiations in partnership with Corporate Business Development team
  • Manage end-to-end launch of the products and points transfer partnerships

  • Partnership Management
  • Partner with the issuing banks, networks and corporate teams to own end to end card P&L
  • Manage end-to-end Marketing and branding of the products
  • Directly manage KPIs financial performance and budgets of South Asia cards and points transfer portfolio
  • Jointly agree on South Asian bank partner acquisition strategy including budgets, priorities and channel goals
  • Partner with HQ to manage existing relationships with Chase, American Express & other global partnerships

  • Managing Responsibilities with Stakeholders
  • Develops and maintains effective relationships with both internal and external stakeholders across the organization. Fosters a positive climate to build effective teams that are committed to loyalty program goals and initiatives.
  • Updates stakeholders on key initiative wins and opportunities, responds to concerns, and solicits feedback. Engages leadership to develop and execute action plans to address gaps.
  • Assists direct reports with building and maintaining stakeholder relationships as business partnerships.

  • Airlines
  • Develop new partnership models with airlines in the market to drive profitability
  • End to end responsibility of launching new airline partnership in the region
  • Manage all airline partnerships (ops, legal, iT, finance, contact center, corporate office) for the market
  • Support area and cross continent team to drive incremental revenue through airline partnerships
  • Manage brand and portfolio Marketing through airline partnership

  • Digital partnerships

    • Develop strategy to partners with key digital companies in the market

    • Manage end to end negotiation and launch of the partnership

    • Partner with corporate, cross-functional teams and continent team to develop new business model

    • Own the overall P&L responsivity of the partnership post launch


    • Manage end to end network relationship in the market

    • Work closely with the cross-functional continent and corporate team to grow relationships

    • Manage all tactical Marketing opportunities with respective banks

    Travel Marketplace & Marriott Redemption:

    • Support global travel marketplace strategy

    • Identify and develop local travel marketplace partnerships

    • Manage end-to-end partnership management to grow the relationship

    • Own P&L and KPIs for travel marketplace in the market

    • Develop local redemption options for Marriott Bonvoy members in the market

    Overarching goals of partnerships team:

    • Localization: Localize Marriott Internationals award-winning loyalty program(s) through innovation partnerships, breakthrough communication strategy & activation

    • Acquisition: Expand the penetration of MIs loyalty programs in the market through above property channels

    • Awareness: Drive visibility of all MI brands & loyalty program in the market

    • Engagement: Develop & execute the overall member engagement strategy to drive member experience, retention & in turn loyalty

    • Program delivery: This position will be responsible for driving the share of occupancy & the topline through partner channels

    • Innovation: Drive new product development to enrich MI loyalty programs and brands


    Education and Experience

    • Degree from an accredited university in Business Administration or related area required. MBA or similar advanced degree a plus.
    • 6-8 years of relevant professional experience in brand activation, media, promotions, partnership Marketing, international consumer Marketing, and/or field operations/Marketing, demonstrating progressive career growth and pattern of exceptional performance.

    1. Key Skills and Experiences
    • Partnership & Loyalty Marketing experience strongly preferred
    • Strong bilingual communication skills English
    • Strong P&L management skills; Experience in managing co-brand P&L is preferred
    • Experience in product development with tech knowledge required
    • 5+ years in a Marketing management position; international Marketing experience preferred
    • Demonstrated ability to balance the interests and demands of multiple stakeholders
    • International working experience strongly preferred

    The following are specific responsibilities and contributions critical to the successful performance of the position:
    Build & execute the partner Marketing strategy for the region:

    • Develop the strategy to expand the program reach in the market to drive both inbound & outbound travel from the market

    • Support all new hotel openings in the market through partner channels

    • Develop the strategy for driving inbound business to the market

    • Support the hotel teams to deliver seamless member experience

    • Develop & execute the Marketing & communication strategy for the program(s)

    • Drive all topline initiatives to drive the portfolio

    Management of partners and strategic relationships for Marriott International in South Asia

    • Develop networks and strategic partnerships to help develop brand awareness, drive revenue growth, provide experiences for Member base

    • Implement partnership strategies to increase the reach and impact of our ongoing efforts in advancing the companys Marketing & business development activities

    • Collaborate with Marketing, brand, communications sales team to support relationship development opportunities

    Oversight and coordination of partnership execution; buzz Marketing and Member Engagement

    • Work closely with the Marketing, Operations, and eCommerce teams to enhance and add partnerships that fit the needs of Members and key stakeholders in the market

    • Conceptualize new strategic initiatives/programs that to drive further alliances with external organizations with the goal of differentiating the Marriott brand, developing Member experiences, driving awareness to Marriott value proposition and products

    Partnership Strategy & Infrastructure

    • Develop and manage reporting and financial tracking of strategic partnership activities

    • Develop and manage partner agreements

    • Deliver professional sales presentations to potential partner organizations with the ability to persuade and close business.

    • Provide timely and accurate reporting of pipeline, strategic partnerships and management activities.

    • Understand the competitive environment and the local customer attitudes / behaviors

    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.
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