Dir-Revenue Strategy (ECM)-A

JOB SUMMARY

Functions as the strategic business leader of Revenue Strategy. Responsible
for maximizing revenue and profit associated with rooms and function space
in participating cluster properties. Position is accountable for preparing
forecasts, budgets and projections, as well as pricing, positioning
and inventory management. Oversees all the processes associated with demand,
revenue, forecasting, inventory management and opportunity analysis. Works
with the sales strategy team to develop the hotel(s)’ sales strategy and ensure
implementation.

Identifies future revenue opportunities and effectively communicates strategies
to the sales organization.

CANDIDATE PROFILE - German
speaking required

Education
and 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.

CORE WORK ACTIVITIES

Analyzing and Reporting Revenue Management Data

• 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.

• 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.

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

• Translates or explains
what information means and how it can be used.

• Evaluates effectiveness
of property participation in electronic sales channels.

• Analyzes
competitive sets, price positioning, seasonality, mix and displacement on
a continuous basis.

• Prepares forecasts of revenue, profit, demand
and occupancy for rooms and function space – 3-month and 6 month, long range
and budget.

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

• 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.

•
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

• 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.).

• Updates market and revenue knowledge
and aligns strategies and approaches accordingly.

• Establishes
long-range objectives and specifies the strategies and actions to achieve
them.

• Works closely with Sales and Marketing for business
opportunities, aims to increase profitability of the organization.

•
Achieves and exceeds goals including performance goals, budget goals, team
goals, etc.

• Takes a predetermined strategy and drives the execution
of that strategy.

• Thinks creatively and practically to develop, execute
and implement new business plans.

• Explores opportunities that drive
profit, create value for clients, and encourage innovation; challenges existing
processes/systems/products to make improvements.

• Manages all revenue,
profit and demand data associated with rooms and function space.

•
Provides recommendations to improve effectiveness of revenue analysis
processes.

• Attends meetings to plan, organize, prioritize, coordinate
and manage activities and solutions.

• Develops specific goals and plans
to prioritize, organize, and accomplish your work.

• Develops
the Business Outlook Strategy.

• 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 function space.

• Develops
and executes the hotel(s) strategic plan(s).

• Oversees the annual
pricing process for transient, group and catering rooms, function space
and audio-visual.

• Provides critical input to market leaders
for development of property and overall revenue 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.

• Develops 6-month, 12-month
and 2-year strategic action plans for management of cluster transient
revenues.

• Manages inventory to maximize cluster rooms revenue.

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

• Initiates, implements and evaluates revenue tests.

Building Successful Relationships

• Provides
market strategy expertise and leadership to general managers, property
leadership teams and market sales leaders.

• Identifies and communicates
revenue and profit opportunities to property leadership teams and sales
organization.

• Develops and manages internal key stakeholder
relationships.

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

Managing and Conducting Human Resources Activities

•
Interviews and hires employees with the appropriate skills to meet the business
needs of the unit.

• Develops, implements and maintains a departmental
orientation program for employees to receive the appropriate new hire training
to successfully perform their job.

• Utilizes all available on the job
training tools for employees.

• Communicates performance expectations
in accordance with job descriptions for each position and monitors progress.

• Conducts employee performance appraisals according to Standard Operating
Procedures.

• Administers bonus and incentive programs.

•
Establishes and maintains open, collaborative relationships with employees
and ensures employees do the same within the team.

• Solicits feedback,
utilizes an “open door” policy and reviews employee satisfaction results
to identify and address employee problems and concerns.

• Manages
employee progressive discipline procedures for areas of responsibility.

•
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.

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.