Director, F&B Partnerships & Development EMEA

POSITION SUMMARY

The Director, Food & Beverage Partnership & Development, EMEA is a senior leadership role responsible for driving the development, growth, and performance of Marriott International’s food and beverage partnership strategy across Europe, the Middle East, and Africa. This position serves as the strategic lead for identifying, evaluating, and developing third-party restaurant and bar partnerships that enhance guest experiences, strengthen brand positioning, and drive commercial performance across Marriott’s portfolio.

Working closely with hotel owners, developers, operators, and internal stakeholders, the Director will shape innovative food and beverage concepts for new developments, conversions, and existing hotels while supporting long-term asset value creation. The role combines strategic planning, business development, commercial negotiation, and stakeholder engagement to ensure Marriott remains at the forefront of food and beverage innovation across the region.

CORE WORK ACTIVITIES

F&B Growth & Partnership Development

• Lead the identification, evaluation, and development of third-party restaurant and bar partnerships across EMEA
• Build and maintain a strong pipeline of approved restaurant brands, operators, and celebrity chef partnerships aligned with Marriott’s food and beverage strategy
• Evaluate new partnership opportunities based on market relevance, commercial viability, operational scalability, and guest appeal
• Collaborate with internal stakeholders to deploy restaurant and bar concepts across new openings, conversions, renovations, and existing assets
• Support managed hotels and franchise properties with food and beverage partnership opportunities that drive revenue growth and enhance guest experiences
• Monitor industry trends, competitive activity, and emerging concepts to identify opportunities for innovation and growth

Owner & Developer Engagement

• Serve as the senior food and beverage representative for owners, developers, investors, and franchise partners across the region
• Support hotel development projects through concept recommendations, financial modelling, and commercial justification
• Build and maintain strong relationships with owners, owner representatives, restaurant operators, and strategic partners
• Act as a trusted advisor by providing insights, recommendations, and solutions that align owner objectives with Marriott’s food and beverage strategy
• Participate in negotiations and discussions related to food and beverage partnerships, management agreements, and commercial structures
• Support the evaluation of food and beverage opportunities within new development and conversion projects

Concept Development & Brand Strategy

• Direct the development of restaurant, bar, and experiential dining concepts that strengthen brand positioning and market differentiation
• Ensure all concepts align with Marriott brand standards, guest expectations, operational requirements, and design intent
• Lead the preparation of concept briefs, business cases, positioning documents, and presentations for executive and ownership approval
• Partner with Brand, Design, Operations, and Development teams to create compelling and scalable food and beverage experiences
• Support concept evolution and innovation initiatives that enhance guest engagement and strengthen competitive positioning
• Commercial Performance & Governance
• Partner with Finance and Operations teams to review outlet performance, profitability, and growth opportunities
• Analyse financial performance, including P&Ls, ROI models, and revenue trends, to identify opportunities for improvement
• Support annual budgeting processes, revenue enhancement initiatives, and performance improvement strategies
• Develop governance frameworks, tools, and processes for third-party partnerships and lifecycle management
• Support the implementation of dining loyalty platforms and food and beverage initiatives in collaboration with Marketing and Brand teams
• Ensure food and beverage partnerships remain commercially viable and strategically aligned throughout their lifecycle

CANDIDATE PROFILE

Experience

• Minimum 10 years of senior food and beverage experience within hospitality, restaurant operations, concept development, or business development environments
• Proven experience working with hotel owners, developers, franchise partners, and third-party restaurant operators
• Strong track record of developing and implementing successful food and beverage concepts across multiple markets
• Demonstrated experience leading commercial negotiations and partnership discussions
• Experience operating within large, international hospitality or food and beverage organizations preferred

Education

• University degree or Hotel School degree in Food & Beverage, Hospitality Management, Business, or a related discipline

Skills & Knowledge

• Strong command of the English language required; additional language skills are advantageous
• Exceptional commercial acumen with strong understanding of restaurant financial performance, ROI analysis, and P&L management
• Strong negotiation, influencing, and deal-structuring capabilities
• Experience preparing heads of terms and reviewing commercial structures within legal agreements
• Strong presentation, communication, and stakeholder management skills
• Demonstrated understanding of market research, consumer trends, and competitive analysis
• Ability to confidently engage with senior executives, owners, owner representatives, restaurant brand leaders, and celebrity chefs
• Advanced proficiency in Microsoft Office applications, including Excel and PowerPoint
• Strong analytical, organizational, and project management capabilities
• Ability to manage multiple priorities and operate effectively in a fast-paced, complex environment

Leadership Capabilities

• Builds trusted relationships and collaborative partnerships across diverse stakeholder groups
• Demonstrates strong commercial judgement and strategic thinking
• Drives innovation and continuous improvement through market awareness and industry insight
• Balances creativity with operational and financial discipline
• Operates with professionalism, discretion, and confidentiality when managing sensitive information

ADDITIONAL INFORMATION

• Location: London Continent Office
• Regional scope across Europe, Middle East, and Africa
• Travel requirement: Approximately 20–30% across EMEA
• Supports both managed and franchise hotel portfolios

RIGHT TO WORK

At the time of application, applicants must have the legal right to work in the United Kingdom. Unfortunately, this role is not eligible for visa sponsorship or relocation assistance.

WHY JOIN MARRIOTT INTERNATIONAL?

Marriott International has been recognized as one of Fortune’s 100 Best Companies to Work For™ in Europe 2025 by Great Place to Work®.

This is a reflection of our people-first culture, commitment to wellbeing, and collaborative workplace. This accolade joins a growing list of regional honors, reinforcing our dedication to creating an exceptional environment where associates thrive.

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