Cluster Director of Revenue Management

JOB SUMMARY

This position works closely with Market Director of Revenue Strategy, General Managers and shared service revenue team to ensure proper strategies are in place to optimize total hotel revenue, including pricing strategy, mix management, inventory management stragies and business evaluation approaches that drive profitable revenue and RevPar Index. 

Oversees total hotel(s) revenue management activities and managers within area of purview. Responsible for balancing the financial objectives of different lodging products to maximize total revenues and profit associated with guest rooms and catering space. Position is accountable for pricing, positioning and inventory of all hotel(s) within area of purview. Oversees all processes associated with demand, pricing, revenue, inventory for long range forecasting and opportunity analysis. Develops and recommends sales strategy for pricing of transient, corporate, wholesale and group segments.  Identifies new revenue opportunities and effectively communicates sales strategy and pricing of all key stakeholders. Acts as primary contact and maintains productive relationships with all stakeholders including hotel General Managers, sales leaders, franchisees and owners.

CANDIDATE PROFILE

Education and Experience

• A degree or diploma from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major

OR

• 5 years experiences in revenue management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES

Managing and Executing Revenue Management Projects and Strategy

• Determines sales strategies and communicates to sales leadership, marketing communications teams and property leadership.
• Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate
• Uses reservations systems and demand forecasting systems to determine, implement and control selling strategies
• Manages room and function space authorizations, rates and restrictions
• Establishes and maintains effective and rational pricing strategies for rooms and function space.
• Prepares sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings.
• Prepares sales strategy critique
• Executes the hotel(s) strategic plan(s).
• Support the annual pricing process for transient, group and catering rooms, function space
• Ensures hotel strategies conform to brand philosophies and initiatives.
• Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).
• Achieves and exceeds goals including performance goals, budget goals, team goals, etc.
• Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
• Explores opportunities that drive profit, create value for hotels, and encourage innovation; challenges existing processes/systems/products to make improvements

Analyzing and Reporting Revenue Management Data

• Complies information, analyzes and monitors actual sales against projected sales
• Creates long range forecast for rooms and catering by segment and updates forecast every month
• Creates weekly forecast for property operations and staffing purposes
• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties
• Conduct month end and other available system data to identify trends, future needs and obstacles to achieving goals
• Maintains accurate reservation system information
• Assists with account diagnostics process and validates conclusions
• Prepares revenue and profit opportunity analysis
• Manages all revenue, profit and demand data associated with rooms and function space
• Develops and/or uses analytical tools and systems to maximize revenues ad profit
• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts
• Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information
• Generates and provides accurate and timely results in the form of reports, presentations, etc.

Building Successful Relationships

• Communicates corporate initiatives, demand and market analysis to key stakeholders; Owners, General Managers, Hotel leaderships.
• Proactively develops constructive and cooperative working relationships with others, and maintains them over time.
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

Additional Responsibilities 

• Ensures associates receive the appropriate new hire training to successfully perform their job.
• Uses all available on the job training tools for employees.
• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.

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.