Multi Property Director of Revenue Strategy
Company:
The St. Regis Dubai
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JOB SUMMARY
Functions as the Strategic Business Leader of Revenue Strategy; has overall responsibility for maximizing revenue and profit associated with rooms and function space in participating cluster properties. Position is accountable for pricing, positioning and inventory management of transient, group and catering. 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. Position is also responsible for internal and external Managing Stakeholder.
LEADS
Manages the F&B Revenue Manager and Revenue Analyst as direct reports whilst leading the Revenue Managers at each property at AHC
EXPECTED CONTRIBUTIONS
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.
• 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.
• 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 ADRM, Market Sales and GM’s to assist in pricing analyses for all products in Market cluster.
• 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 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.
• 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 hotels strategic plans...
• 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 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.
• 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.
Business Results
Balanced Scorecard Results: Supports strategies and conducts activities to drive market share, guest satisfaction and financial results.
• Sales and Marketing Management: Focuses on building the hotel’s top line revenue by executing against the sales strategy. Deploys Centre Sales team against key accounts including targeted segment sales, local and social catering, business travel sales and extended stay sales to achieve sales goals.
• Revenue Management: Works with Revenue Management to ensure proper pricing, appropriate transient and group mix and implementation of sales strategy. Addresses market fluctuations and economic conditions by partnering with Revenue Management to change sales strategy as appropriate for each hotel.
• Guest Satisfaction: Ensures sales process meets or exceeds guest needs. Identifies and addresses guest satisfaction issues to improve results, create customer loyalty and increase market share. • Human Resources: Selects, develops and retains a diverse hourly and management workforce to generate revenue and provide sales expertise to the properties. Creates and sustains a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.
• Financial Management: Develops and manages annual operating budget to achieve or exceed budgeted revenue expectations. Ensures successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
TECHNICAL EXPERTISE
The following are specific responsibilities and contributions critical to the successful performance of the position:
Sales
• Works with sales strategy team to ensure proper pricing and positioning of the properties in the market.
• Attend sales strategy meetings to provide input on weekly and overall sales strategy.
• Contributes to development of segment strategy for group, transient and catering.
Human Resources
• Train sales strategy team members on key areas of revenue and yield management.
• Administers bonus and incentive programs.
• Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the operation.
• Develops implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.
• Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.
• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.
• Conducts hourly associate performance appraisals according to Standard Operating Procedures.
• Administers the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities.
• Approves and supports the LPP process for all discipline reports within the Cluster, ensuring plans and actions along with personal career goals are achieved.
• Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
• Actively solicits associate feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems or concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary.
• Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process.
• 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.
• Celebrates successes and publicly recognizes the contributions of team (discipline) members; ensures recognition is taking place across areas of responsibility. Maintains an ongoing associate recognition program.
Financial Management
• Collaborates with Director of Finance to develop annual operating budget for all hotels.
• Reviews and manages budget including controllable expenses such as operating supplies, travel expenses, etc. within budget guidelines.
• Participates in preparation of transient rooms budgets and is actively involved in preparation of total rooms’ budget.
• Manages staffing levels to meet business needs. Oversees labor scheduling and corresponding expenses for wages, bonuses and benefits.
• Processes period end reporting and critique. Communicates financial results to appropriate stakeholders
REQUIREMENTS
MANAGEMENT COMPETENCIES
Leadership
• Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment.
• Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.
• Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
• Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Focuses and guides others in accomplishing work objectives.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.
Building Relationships
• Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
• Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
• Revenue Management - Knowledge of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports.
• Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.
• Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek addition information and where to look to find it.
• Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually to maximize revenue/profit across all segments.
• Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball.
• Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.
• Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.
Education or Certification
• High school diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred
• Must have minimum of (3+) years Multi Property Director of Revenue Management experience with Marriott International, or another hotel company.
• Candidate should have been the leader/owner of all revenue strategies at a single or multiple property setups for at least 3 years
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