The Director, GSO & ASO Greater China provides unified leadership across both the Global Account Organization (GSO) and the Account Sales Organization (ASO) within an assigned office. This is a leadership role, overseeing both GSO and ASO operations under a single, integrated structure to drive operational efficiency, strengthen team capabilities, elevate account management excellence, and deliver consolidated commercial performance across both account portfolios.
Success in this role requires the ability to effectively manage and grow both global and China domestic account portfolios. The Director is accountable for driving multinational account performance in line with global standards, while simultaneously building a strong, competitive domestic account business. Leveraging GSO’s established frameworks and best practices, the Director accelerates ASO capability development and drive performance.
Business Context
This role reflects Marriott’s evolving growth priorities in Greater China:
- Global (GSO): Drive revenue from multinational accounts by building strong relationships, executing total account management strategies across borders, and maintaining global service standards.
- China Domestic (ASO): Unlock growth from China-based accounts, capture local demand, and outcompete local and international players.
The Director must:
- Lead a combined GSO & ASO sales team, integrating Marriott's global and GC commercial priorities and ensuring consistent account management standards.
- Drive revenue growth across both global and domestic account portfolios — sustaining multinational account performance while accelerating domestic account acquisition and penetration.
- Build sales talent pipeline and develop team capabilities across both GSO and ASO.
- Provide oversight of the office-level budget and resource allocation for the combined team.
This role is central to positioning Marriott as the preferred partner for both global multinationals and high-potential domestic accounts.
Education and Experience Preferred
- Bachelor's degree or above.
- 15+ years sales and marketing experience required.
- Team management experience preferred.
- Has validated experience – recognized as an expert in specific business segment(s), functional area(s), and/or geographical area(s).
- Excellent professional relationships with the main influencers within their area of expertise.
- Demonstrated ability to manage complex and matrixed stakeholder environments.
- Hospitality or travel industry experience preferred; strong understanding of B2B enterprise sales cycles.
- Strong preference for candidates fluent in both English and Mandarin.
Strategic Leadership & Financial Management
- Provides overall leadership to GSO and ASO sales teams in Greater China.
- Ensures development and execution of aligned global and domestic account strategies, optimizing resources across both sales engines.
- Oversee budgets and performance targets for both global sales and account sales teams.
- Ensures ROI-driven decision-making and disciplined resource use.
- Provides reporting and insights to senior leadership on combined GSO + ASO performance.
Sales Management
- Drives share and revenue growth from assigned global accounts (multinational corporations, travel intermediaries, corporate buyers).
- Accelerates penetration and wallet share from China-based domestic accounts across all segments (group, transient, extended stay, catering, etc.).
- Balances portfolio performance to maximize both global and China domestic business revenue streams.
- Acts as customer advocate, ensuring requirements and expectations are met while enabling solution development.
- Anticipates competitive threats and pursue opportunities to capture market share.
- Defines clear account ownership and handover protocols to avoid duplication or gaps across GSO and ASO portfolios.
Organizational Excellence
- Acts as project leader for key commercial or cross-functional initiatives.
- Establish guidelines and monitors processes, policies, and procedures across GSO/ASO.
- Supports resolution of account issues, ensuring delivery of outcomes that maximize profitability.
- Partners across functions to create strong B2B relationships and knowledge-sharing platforms.
Market Integration & Leadership
- Builds China national account knowledge and sales capabilities in account management, consultative selling, and market insight.
- Adapts strategies to the Greater China market context and local customer needs.
- Monitors market trends, competitive landscape, and emerging opportunities for both GSO and ASO.
- Champions Marriott’s brand presence in both global and domestic forums.
- Leads, coaches, and develops a dual-team structure (GSO + ASO).
- Fosters cross-functional collaboration to deliver a seamless customer experience.
- Promotes a culture rooted in associate and customer satisfaction.
Human Resources
- Sets goals and expectations for direct reports using the appropriate performance process and holds staff accountable for successful performance.
- Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.
- Interviews and hires associate with the appropriate skills to meet the business needs of the GSO/ ASO.
- Implements and manages training initiatives and conducts training when appropriate.
Other
- Performs other duties as assigned to meet business needs.
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.
Marriott 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.
