Director, Revenue Management

Job Summary: Responsible for balancing the financial objectives of different lodging products to maximise 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:

1. 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major AND 3-year experience in revenue management, sales and marketing, or related professional area.
2. OR 4-year bachelor's degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major AND 1-year of experience in revenue management, sales and marketing, or related professional area.

Core Work Activities

Executing Revenue Management Projects and Strategy:

1. Manages room authorisations, rates and restrictions.
2. Manages function space authorisations, restrictions and rental.
3. Manages rooms' inventory to maximise cluster rooms revenue.
4. Maintains the transient rooms inventory for the hotel(s) and is responsible for maximising transient revenue.
5. Releases group rooms back into general inventory and verifies clean booking windows for customers.
6. Verifies that the hotel(s) sales strategies are effectively implemented in the reservation system and the inventory system.
7. Prepares sales strategy critique.
8. Monitors transient and group inventory daily to ensure straight-line availability and maximisation of revenue potential for all brands.

Analysing and Reporting Revenue Management Data:

1. Analyses information, identifies current and potential problems and proposes solutions.
2. Analyses period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
3. Generates updates on transient segment each period and continually analyses transient booking patterns.
4. Assists with account diagnostics process and validates conclusions.
5. Maintains accurate reservation system information.

Managing Revenue Management Strategy:

1. Provides critical input to property leaders for development of market sales strategy.
2. Provides revenue management functional expertise and leadership to general managers and property leadership teams.
3. Implements and evaluates revenue tests.
4. Verifies that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
5. Assists hotels with pricing and provides input on business evaluation recommendations.
6. Provides recommendations to improve effectiveness of revenue management processes.
7. Verifies property diagnostic processes (PDP) are used to maximise revenue and profits.

Building Successful Relationships:

1. Communicates brand initiatives, demand and market analysis to hotels/clusters/franchise partners/owners.
2. Communicates market direction to revenue management, sales and hotel leaders.
3. Develops constructive and cooperative working relationships with others, and maintains them over time.
4. Develops and manages internal key stakeholder relationships.
5. Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

Additional Responsibilities:

1. Informs and/or updates executives, peers and subordinates on relevant information in a timely manner.
2. Enters, transcribes, records, stores, or maintains information in written or electronic form.
3. Works with other people to gather the information necessary to manage projects, achieve goals, and resolve problems.
4. Demonstrates knowledge of job-relevant issues, products, systems, and processes.
5. Provides information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.