Director - Revenue Management - A

JOB SUMMARY

Responsible for balancing the financial objectives of different lodging
products to maximize total revenues and profit associated with guest rooms.
Position is accountable for pricing, positioning and inventory of all hotels
within area of purview. Develops and recommends sales strategy for pricing
of the transient customer, wholesale, and group segments. Identifies new revenue
opportunities and effectively communicates sales strategy and pricing to all key
stakeholders. Maintains productive relationships with stakeholders, including
hotel General Managers, sales leaders, franchisees and owners.

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 year 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; no work experience required.

CORE WORK ACTIVITIES

Analyzing
and Reporting Revenue Management Data

• Analyzes information,
identifies current and potential problems and proposes solutions.

•
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.

• Assists with account diagnostics process and validates
conclusions.

• Maintains accurate reservation system information.

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

• 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.

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

• Submits
reports in a timely manner, ensuring delivery deadlines.

• Analyzes
weekly and monthly STAR information to assist in analyzing past strategies;
identifies areas needing improvement, identifies competitor set strengths,
and develops strategies to best capture available Market Share.

• Analyze
STAR information to assist in development of RevPAR Index forecasts.

•
Generates yearly room revenue budget.

Managing Revenue
Management Strategy

• Provides critical input to property
leaders for development of market sales strategy.

• Provides revenue
management functional expertise and leadership to general managers and property
leadership teams

• Implements and evaluates revenue tests.

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

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

•
Provides recommendations to improve effectiveness of revenue management
processes.

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

Building Successful
Relationships

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

•
Communicates market direction to revenue management, sales and hotel
leaders.

• 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 executives, peers and subordinates on relevant information in
a timely manner.

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

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

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

• Provides information to supervisors,
co-workers, and subordinates by telephone, in written form, e-mail, or
in person.