Senior Director, Procurement Services

Marriott•Bethesda, MD

5d•$145,600 - $214,400•Hybrid

About The Position

The Senior Director, Procurement Services is a critical commercial leader within Marriott, accountable for the strategy, direction, and performance of Marriott’s procurement solutions across hospitality and food service sectors. This role sets, builds and governs the strategic accounts acquisition and customer success organization and establishes the customer engagement and account management approach that differentiates Marriott Procurement Services in the market. The position develops high-performing talent, drives disciplined execution against growth and retention objectives, and strengthens the Procurement Services brand by promoting and successfully positioning its value proposition with owners and enterprise clients. The Senior Director owns end-to-end commercial performance, including demand generation strategy, executive-level selling, renewals and expansion, forecasting, and portfolio governance (adoption, retention risk, and financial exposure). The role sets multi-year commercial ambition and annual growth targets, establishes performance metrics, maintains visibility to account health and pipeline, and identifies opportunities to expand participation across segments, programs, and markets. Partnering across Enterprise Procurement, Global Design, Development, Finance, Legal, Brand, Marketing, Operations, and supplier/service partners, this leader deploys a customer success and engagement model that ensures consistent service delivery from onboarding through value realization. Using a customer-focused, data-driven approach, this leader sets direction for commercial innovation, resolves high-impact consequential issues, and scales repeatable plays that protect revenue, strengthen relationships, and grow enterprise value.

Requirements

Bachelor’s degree in business, hospitality, finance, supply chain, or related field.
10+ years of progressive experience in procurement, supply chain, commercial services, or related roles (hospitality, travel, franchise, or adjacent sectors preferred).
Demonstrated success leading teams accountable for commercial outcomes (growth, retention, and customer satisfaction).
Proven ability to lead executive-level customer engagement and complex commercial negotiations across a portfolio of strategic accounts.
Ability to travel up to 50%.

Nice To Haves

MBA or advanced degree.
Deep knowledge of group purchasing organizations and procurement operating models (sourcing, purchasing, delivery, and procurement operations).
Familiarity navigating operator landscapes in hospitality, food service, healthcare, senior living, and other related fields.

Responsibilities

Lead the Procurement Services commercial organization (strategic accounts acquisition and customer success), including hiring, coaching, succession planning, and accountability for team performance against revenue, retention, and customer outcomes.
Establish and govern the commercial operating system (coverage, account planning standards, sales stage governance, and customer success plays) with a disciplined rhythm of business to drive scalable, predictable performance, accountability, and continuous improvement.
Define enterprise commercial strategy and priorities for Procurement Services, including annual growth targets, market/segment focus, resourcing decisions, and governance to deliver revenue, participation, and retention results.
Own sales planning, pipeline governance and health, forecasting, and executive reporting; ensuring disciplined execution against topline and retention goals.
Lead executive relationships with strategic owners and enterprise clients and oversee complex commercial negotiations, renewals, and expansions, ensuring team execution and cross-functional alignment to growth, retention, and value-realization commitments.
Govern portfolio performance and financial exposure by monitoring adoption, utilization, retention risk, and account profitability; drive corrective actions as needed.
Champion end-to-end customer experience standards (onboarding through value realization), resolving high-impact issues to protect revenue and long-term relationships.
Serve as senior partner to Enterprise Procurement, Global Design, Development, Finance, Legal, Brand, Marketing, and Operations to align owner pipelines, solution delivery, investment priorities and program scalability.
Establish and track commercial and customer success KPIs (e.g., revenue, pipeline health, retention, utilization, and NPS), driving insightled decisions and continuous improvement through standardized playbooks.
Represent the voice of the customer to shape value proposition, service model evolution, and supplier/service partner strategy to ensure consistent, differentiated, and scalable delivery