POSITION SUMMARY
Functions as the strategic business leader of Revenue Strategy, for a Cluster that supports 3-7 properties.
Responsible for maximizing revenue and profit associated with rooms and function space. Position is accountable for pricing, positioning and inventory management of transient, group and catering segments for all hotels in area of purview. Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis. Works with the Sales Strategy Teams to develop the Hotel(s) sales strategy and ensures implementation. Identifies future revenue opportunities for individual Hotels and the Cluster collectively, and effectively communicates strategies within the Hotel team(s). Maintains productive relationships with Stakeholders, including General Managers and Owners.
This Revenue Management Leadership position is responsible for providing revenue strategy expertise and leadership to General Managers and Property Leadership teams at the following properties that participate in the London Luxury Marriott Hotels
KEY RESPONSIBILITIES:
Managing Revenue Management Priorities and Strategy
Provides revenue strategy expertise and leadership to general managers and property leadership teams. Advocates system adoption and maximizes use of Marriott’s tools and resources. Determines sales strategies and communicates to Market Sales leadership, Marketing Communications teams and Property Leadership. Establishes and maintains effective and rational pricing strategies for rooms and catering. Develops and executes the hotel(s) strategic plan(s). Ensures that all rates are loaded correctly and in a timely manner and selling through all relevant distribution channels. Accountable for the annual pricing process for transient, group and catering segments. Accountable for and supports team members with the annual business planning process and room revenue budget preparation. Evaluates effectiveness of property participation in electronic sales channels. Validating hotel participation, rate set up, information accuracy and competitor positioning. Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis. Analyzes Market and Tracts STAR information to assist in development of RevPAR Index forecasts. Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization. Ensures hotel strategies conform to brand philosophies and initiatives. Prepares or supports team with sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings. Regularly attends sales strategy meetings at each of the hotels. Conducts sales strategy analysis and refines as appropriate to increase market share for all properties. Provides guidance on group and catering pricing and provides input on business evaluation recommendations. Leads collaborative cluster discussions to provide strategic recommendations for citywide groups and special events. Supports regional, and/or market demand generation activities and ensures execution of implementation and analysis. Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals. Assists with account diagnostics process and validates conclusions. Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions. Ensures compliance with Marriott policies and procedures. Enforces Marriott’s Best Rate Guarantee and monitors rate parity across all channels.
Building Successful Relationships
Develops and manages internal key stakeholder relationships, working closely with the Area Leadership Team and General Managers. Develops external stakeholder relationships; ie attending Convention and Tourism Board meetings and networking with peers. Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example. Drives team engagement with motivation and recognition. Provides targeted and timely communication of results, achievements and challenges to the stakeholders, in the form of reports and presentations. Supports Owner and Area Team Meetings, presenting and providing cluster insights.
Leading Discipline Team
Leads a team of Revenue Management associates who may each provide support to multiple properties. Manages the LPA process and supports career progression through utilization of career pathing and training resources. Communicates performance expectations in accordance with job descriptions and monitors progress. Develops specific goals and plans to prioritize, organize, and accomplish assigned tasks. Ensures that the interview and selection process is followed as per Marriott standards, and all new team members receive a structured onboarding. Completes goal setting process through appropriate goal setting tools. Oversees and manages the department expenses / P&L. Works with Finance to monitor cost recovery of departmental costs charged out to other participating hotel owners, and non payment is flagged to the Area Leadership team.
Education & EXPERIENCE
2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 6 years experience in the revenue management, sales and marketing, or related professional area.
OR
4-year bachelor's degree 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.
AND Minimum of 2 years as a Multi Property Director, Revenue Strategyor 4 years as a single property Director, Revenue Strategy.
SKILLS & KNOWLEDGE
Writing - Communicating effectively in writing as appropriate for the needs of the audience.
Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
Basic Computer Skills - Using basic computer hardware and software (., personal computers, word processing software, Internet browsers, .
Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
Job Specific Computer Skills - Using computer hardware and software specific to job (., MARSHA, Opera S&C, HPP, MRDW, One Yield, MS Office applications).
Mathematics - Using mathematics to solve problems.
Economics and Accounting - Knowledge of economic and accounting principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.
Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
Originality - The ability to come up with unusual or clever ideas about products, services or situations, or to develop creative ways to solve a problem.
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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.
