Senior Manager - Reporting & Analysis

POSITION SUMMARY The Senior Manager, Topline Performance Analytics serves as the strategic analytics leader for the Sales Cluster Organization, transforming data into actionable business insights that drive topline revenue growth, account productivity, market share gains, and sales effectiveness. This role partners closely with Sales Leadership, Commercial Services, Finance, Revenue Management, Marketing, and Area Commercial Leaders to identify growth opportunities, optimize sales performance, and support commercial decision-making across the portfolio. The position is responsible for developing performance measurement frameworks, sales production analytics, account profitability insights, pipeline reporting, forecasting models, and strategic recommendations that enable the Sales Cluster Organization to maximize revenue generation and achieve business objectives. EXPECTED CONTRIBUTIONS • Ongoing GSPP (or similar) Analytical support for the Sales Team in CALA • Act as a liaison between continent and Sales shared services organization ensuring proper execution of current sales iniatives and tracking of performance to demonstrate value of the organization to participant hotels and Owners. Strategic Performance analytics • Lead the development and delivery of sales performance analytics, executive reporting, and business intelligence solutions. • Identify revenue growth opportunities, emerging risks, and performance drivers through advanced analytical techniques. • Translate complex data into actionable recommendations for senior leadership. • Serve as the primary analytics advisor to Sales Cluster leadership. Sales Effectiveness & Account Analytics • Lead analysis of account production, sales productivity, market penetration, and portfolio performance. • Develop and monitor KPIs that measure sales effectiveness and commercial success. • Evaluate account profitability, negotiated rate performance, contract contribution, and customer acquisition trends. • Provide strategic insights to support account deployment, resource allocation, and sales strategies. • Anticipate factors which will require shifts in analysis and strategy. • Integrate GSPP (or similar) with CALA Bonus and Incentive Plans in order to enable ourselves to execute quarterly bonus payments for all positions except of the Sales & Marketing leader positions (Exec. Level) and Clusters • Collect and Audit Bonus Plan results and determine payout in cooperation with Compensation and Benefits Department. Opera Sales & Catering / SFA Forecasting & Business Planning • Support annual planning, forecasting, budgeting, and long-range planning processes. • Develop predictive models utilizing booking pace, demand trends, market intelligence, and pipeline data. • Partner with Finance and Commercial leadership to establish growth targets and monitor achievement. • Lead sales cluster goal-setting methodologies and performance tracking. Executive Reporting & Business Insights • Deliver recurring executive-level reporting for Sales leadership and Commercial Services executives. • Create QBRs, performance reviews, scorecards, dashboards, and strategic presentations. • Develop storytelling frameworks that clearly communicate performance drivers, opportunities, and action plans. • Ensure a consistent commercial narrative across sales, marketing, revenue management, and finance stakeholders. Analytics Innovation & Data Strategy • Establish processes to enable smooth and reliable analysis on a consistent basis, developing measuring techniques when needed. • Drive automation, self-service reporting, and continuous improvement initiatives. • Partner with Data Strategy and Business Intelligence teams to improve data quality, governance, and reporting efficiency. • Leverage advanced analytics, visualization tools, AI, and automation capabilities to enhance decision support. • Champion best practices in analytics and performance measurement. • Keep abreast of industry third party analytical approaches and tools. • Creation of automated reporting solutions in order to ensure that sales teams are focused on selling (e.g. mid-year and year-end account reviews). • Monitor above property Opera Sales & Catering and SFA data (data scorecard & scorecard roll-ups to provide Area Directors with the necessary input to follow up with hotels). Stakeholder Partnership • Collaborate with Sales Cluster Leaders, Area VPs, Revenue Management, Marketing, Loyalty, Finance, and Global Commercial teams. • Influence business decisions through fact-based recommendations and analytical rigor. • Educate stakeholders on key business drivers and analytical methodologies. • Act as a trusted advisor to senior commercial leadership • Lead a workload of multiple projects supporting several teams. Leadership Responsibilities • Demonstrate an understanding of funding mechanisms and can manage resources and budgets accordingly. • Lead and mentor a team of analysts and managers responsible for sales performance reporting and insights. • Establish priorities, performance standards, and development plans. • Foster a culture of accountability, innovation, and continuous improvement. • Promote collaboration across commercial disciplines to support enterprise objectives CANDIDATE PROFILE - KEY TALENTS AND EXPERIENCE DESIRED REQUIRED: • Eight plus years of work experience. • Strong hotel/ market experience and/or knowledge with a familiarity of Marriott lodging products/ brands/ hotel operations. • Strong data analysis skills, including querying and manipulation of large quantities of data using applications such as SAS, Access and Excel (pivot tables, modeling, etc.). • Strong strategic planning and analytical skills. • Excellent project management skills, with ability to independently manage multiple projects. • Ability to communicate data specifications, deadlines and project requirements to suppliers clearly and concisely. • Team player