Market Director Of Revenue Strategy

JOB SUMMARY

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.
• Uses reservations systems and demand forecasting systems to determine, implement and control selling strategies.
• Ensure sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Establishes and maintains effective and rational pricing strategies for rooms and function space.
• Prepares sales strategy meeting agenda, supporting documentation and leads property meetings.
• Prepares sales strategy critiques.
• Develops and executes the hotel(s) strategic plan(s).
• Oversees the annual pricing process for transient, group and catering rooms, function space
• Provides critical input to stakeholders for development of property strategy.
• Ensures hotel strategies conform to brand philosophies and initiatives.
• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
• Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).
• Achieves and exceeds goals including performance goals, budget goals, team goals, etc.
• Thinks creatively and practically to develop, execute and implement new business plans.
• Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
• Develops specific goals and plans to prioritize, organize, and accomplish your work.

 

Analyzing and Reporting Revenue Management Data

• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
• 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.
• Assists hotels with pricing and provides input on business evaluation recommendations.
• Analyzes month end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Maintains accurate reservation system information
• Lead 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
• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Uses computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
• Analyzes information and evaluates results to choose the best solution and solve problems.
• Translates or explains what information means and how it can be used.

 

Building Successful Relationships

• Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
• Develops open, constructive and collaborative working relationships with others, and maintains them over time.
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

 

Additional Responsibilities 

• Interviews and hires associates with the appropriate skills to meet the business needs.
• 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.

 

 

JW Marriott is part of Marriott International’s luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.