Market Director of Revenue Strategy
Buenos Aires Marriott
Doha, Qatar, QA
منذ 1 دقيقة

JOB SUMMARY Leads inventory management and analysis activities and staff in a cluster of hotels (Marriott Marquis, JW Marriott Marquis, Le Méridien, Marriott Executive Apartments, Delta, Elements and Autograph Collection).

Manages pricing, positioning and inventory for hotels within area of purview. Monitors all processes associated with demand, revenue, inventory, forecasting and opportunity analysis.

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.

Acts as primary contact and maintains productive relationships with all stakeholders, including hotel General Managers, sales leaders, franchisees and owners.

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 Determines sales strategy, evaluates effectiveness and prepares historical and future analysis of revenue and profit opportunities.

Monitors the annual pricing process for transient, group and catering rooms, and function space. Establishes and maintains effective dynamic and rational pricing strategies for rooms and function space.

Develops and executes the hotel(s) strategic plan(s). Prepares sales strategy meeting agenda, monitors preparation of supporting documentation and leads property meetings.

Establishes long-range objectives and specifies the strategies and actions to achieve them. Works closely with Sales and Marketing for business opportunities and aims to increase profitability of the organization.

Manages room authorizations, rates and restrictions. Utilizes brand’s revenue management systems and tools to ensure that revenue and profit are maximized.

Prepares budgets for transient, group and catering. Updates market knowledge and aligns strategies and approaches accordingly.

Serves as a demand expert for team members, GMs, and regional stakeholders Verifies that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.

  • Promotes and protects brand integrity and positioning. 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. Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.

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

    Thinks creatively and practically to develop, execute and implement new business plans. Develops 6-month, 12-month and 2-year strategic action plans for management of property room and catering revenues.

    Performs regular quality checks to verify strategies are implemented correctly and producing desired results, ensuring any gaps are identified and addressed.

    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.

    Compiles information, analyzes and monitors actual sales against projected sales. Assists with account diagnostics process and validates conclusions.

    Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.

    Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning Building Successful Relationships Develops and manages internal and external 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.

    Develops strong partnerships and relationship with regional team members to successfully achieve regional goals and priorities.

    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. Establishes and maintains open, collaborative relationships with employees and verifies 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.

    Verifies 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.

  • MANAGEMENT COMPETENCIES Leadership Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities;
  • and communicates both the reasons for change and how it impacts the workplace. Communication - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner;
  • appropriately interprets verbal and non-verbal behavior; and models active listening to ensure understanding.. Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts, identifying and evaluating alternatives and their implications before making decisions, and involving and gaining agreement from others when making key decisions.

    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 - Sets high standards of performance for self and / or others; assumes responsibility for work objectives;
  • initiates, focuses, and monitors the efforts of self and / or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

    Planning and Organizing - Gathers information and resources required to set a plan of action for self and / or others; prioritizes and arranges work requirements for self and / or others to accomplish goals and ensure work is completed.

    Building Relationships Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

    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 team assignments 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 Personal 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 to manage everyday operations and generate innovative solutions to approach team, 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 in order 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.

    Basic Competencies - Fundamental competencies required for accomplishing basic work activities. Basic Computer Skills - Uses basic computer hardware and software (e.

    g., personal computers, word processing software, Internet browsers, etc.). Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

    Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

    Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents. Writing - Communicates effectively in writing as appropriate for the needs of the audience.

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