Director Of Revenue Management Operations

JOB SUMMARY

Leads inventory management and analysis activities and staff in a given market. The position may have primary leadership responsibilities for a sub-set of hotels within the market and will partner with stakeholders on setting sales and revenue strategies. Position has overall responsibility for managing rooms and space inventory and ensures inventory is allocated and restricted properly to maximize revenue and profits. Verifies that all rates, packages, and hotel sales strategy information is built in the hotel(s)’ inventory systems. Develops and/or uses analytical tools and systems to maximize revenues and profit. Position is accountable for preparing forecasts, budgets and projections.

CANDIDATE PROFILE

Education and Experience

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in the Revenue Management, sales and marketing, or related professional area.

OR

• 4-year bachelor's degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 2 years experience in the Revenue Management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES

Managing Revenue Management Projects and Strategy

• Provides leadership and expertise for Revenue Management Advisory Services operating in the 0 to 90-day transient window.

• Optimizes transient rates and inventory in the 90+ day window.

• Works closely with Market Group strategy team and aligns on long term group rooms pricing strategy.

• Assists hotels with pricing and provides input on business evaluation recommendations.

• Serves as a demand expert for team members, GMs, and regional stakeholders.

• Provides recommendations to improve effectiveness of Revenue Management processes.

• Leads Revenue Management communication with ownership group.

• Serves as a Revenue Management mindset champion across disciplines such as events, group housing, etc.

• Provides process leadership on all top line impacting areas: Group and catering scrub, projections, etc.

• Leads analysis efforts for the hotel: post event critiques, Special Corporate pricing, Renovation projects, etc.

• Serves as subject matter expert on Transient demand driving activities, working with Field Marketing.

• Prepares budgets for transient, works with market team on group and catering.

• Champions a Revenue Management mindset on all potential revenue generating areas: Restaurants, parking, retail space, etc.

• Champions relationships with OTA Market Managers, GDS service providers (Travelclick, etc.).

• Contributes to sales strategy, evaluates effectiveness and prepares historical and future analysis of Revenue and profit opportunities.

• Provides inventory management functional expertise and leadership to sales leaders.

• Provides Revenue Management functional expertise and leadership to general managers, property leadership teams and market sales leaders.

• Provides critical input to market leaders for development of property sales strategy.May prepare for and lead sales strategy meetings for hotels in sub-market.

• Understands and accurately represents individual property sales needs.

• Oversees the management of room authorizations, rates and restrictions.

• Utilizes brand’s Revenue Management systems and tools to ensure that revenue and profit are maximized.

Analyzing and Reporting Revenue Management Data

• Actively participates in the weekly and long-range forecasts.

• Compiles information, analyzes and monitors actual sales against projected sales.

• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

• Analyzes information and evaluates results to choose the best solution and solve problems.

• Uses 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.

• Provides input for forecasts of Revenue, profit, demand and occupancy for rooms and function space for 3-month and 6-month, long-range and budget.

• Prepares revenue and profit opportunity analysis.

• Provides revenue analysis functional expertise and leadership to general managers, property leadership teams and sales leaders.

• Extracts and analyzes data in order to draw viable/actionable business conclusions.

• Compiles information, analyzes and monitors actual sales against projected sales.

• Assists with account diagnostics process and validates conclusions.

Building Successful Relationships

• Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).

• Develops and manages internal key stakeholder relationships.

• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

• Communicates brand initiatives, demand and market analysis to hotels/clusters/franchise partners/owners.

• Serves as the liaison, when necessary, between property and regional/corporate systems support.

The salary range for this position is $126,000 to $168,000 annually.