Director of Revenue Management

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. Ensures 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

A degree in
a relevant business discipline preferred or demonstration of equivalent work
experience.

CORE WORK ACTIVITIES

Managing Revenue Management Projects and Strategy

•
Position 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.

• Manages room authorizations, rates
and restrictions.

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

• Serves as an inventory
and restriction expert for other Revenue Management leaders
and stakeholders.

• Manages inventory to maximize cluster rooms
revenue.

• Prepares sales strategy critique.

• Prepares budgets
for transient, group and catering.

• Updates market knowledge and aligns
strategies and approaches accordingly.

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

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

•
Ensures that the hotel(s)’ sales strategies are effectively implemented in
the inventory systems.

• Provides recommendations to improve
effectiveness of revenue management processes.

• Understands
and communicates the value of the brand name as it relates to franchise
partnerships and revenue management opportunities.

• Promotes
and protects brand equity.

• Participates in quarterly regional
reviews.

• Utilizes interpersonal and communication skills to lead,
influence, and encourage others; advocates sound financial/business decision
making; demonstrates honesty/integrity; leads by example.

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

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

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

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

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

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

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, set up functions, enter data, or process information.

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

• Prepares forecasts of revenue, profit, demand
and occupancy for rooms for prescribed timeframes.

• 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

• Develops and manages internal key
stakeholder relationships.

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

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

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

Managing and Conducting Human Resources Activities

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

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

• Uses 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 on
a continuous bases.

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.