Market Director Revenue Management

Responsible for balancing financial objectives of different lodging products to maximize total revenues
Position is accountable for pricing, positioning and inventory of all hotels within the market
Oversees all processes associated with demand, revenue, inventory, forecasting and opportunity analysis
Contributes to and recommends sales strategy for pricing of the transient customer
Acts as primary contact and maintains productive relationships with all stakeholders, including hotel General Managers, sales leaders, franchisees, owners and regional team

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; 1 years experience in the revenue management, sales and marketing, or related professional area

OR

4-year bachelors degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; no work experience required

CORE WORK ACTIVITIES

Analyzing and Reporting Revenue Management Data

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

Generates and provides accurate and timely results in the form of reports, presentations, etc

Demonstrates knowledge of job-relevant issues, products, systems, and processes

Analyzes information, identifying current and potential problems and proposing solutions

Observes, receives, and otherwise obtains information from all relevant sources

Submits reports in a timely manner, ensuring delivery deadlines

Maintains accurate reservation system information

Provides support with cluster selling initiatives to all reservation centers

Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals

Generates updates on transient segment each period and continually analyzes transient booking patterns

Works with Market VP, Market GM and GM s to assist in pricing analyses for all products in Market

Assists with account diagnostics process and validates conclusions

Managing Revenue Management Projects and Strategy

Takes a predetermined strategy and contributing to the execution of that strategy

Works with other people to gather the information necessary to manage projects, achieve goals, and resolve problems

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 and overall market sales strategy

Ensures hotel strategies conform to brand philosophies and initiatives

Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate

Prepares sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings

Conducts sales strategy analysis and refines as appropriate to increase market share for all properties

Assists with development of 6-month, 12-month and 2-year strategic action plans for management of cluster transient revenues

Manages inventory to maximize cluster rooms revenue

Assists hotels with pricing and provides input on business evaluation recommendations

Provides recommendations to properties for Business Transient Sales account strategies

Leads efforts to coordinate strategies between group sales offices

Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning

Ensures property diagnostic processes (PDP) are used to maximize revenue and profits

Initiates, implements and evaluates revenue tests

Provides recommendations to improve effectiveness of revenue management processes

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

Communicates market direction to revenue management, sales and hotel leaders

Building Successful Relationships

Develops constructive and cooperative working relationships with others, and maintains them over time

Develops and manages internal key stakeholder relationships

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

Additional Responsibilities

Informs and/or updates the executives, the peers and the subordinates on relevant information in a timely manner

Enters, transcribes, records, stores, or maintains information in written or electronic form