Director of Revenue Management - London Marriott County Hall

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

• 2-year degree from
an accredited university 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.

OR

• 4-year bachelor's degree from an accredited university
in Business Administration, Finance and Accounting, Economics, Hotel
and Restaurant Management, or related major; 2 years experience in the revenue
management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES

Managing
Revenue Management Projects and Strategy

• 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.

• Manages function
space authorizations, restrictions and rental.

• 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 program, write software, 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 and function space – 3-month
and 6 month, long range and budget.

• 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

• Understands and meets the needs of key
stakeholders (owners, corporate, guests, etc.).

• Develops and manages
internal key stakeholder relationships.

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

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

• 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.