JOB SUMMARY
The Cluster Director of Revenue Management will be required to maximize overall hotel revenue; while balancing profitability; through implementation of an effective revenue management process and data driven fact based business decisions. To take on a leadership and decision making role for property pricing, distribution and trade off decisions concerning any piece of business (crew, group, corporate etc.)
Core Work Activities
Analyzing and Reporting Revenue Management Data
· Provides accurate information pertaining to the market, forecasting, and other revenue management strategies.
· Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
· Analyzes information, identifies current and potential problems and proposes solutions.
· Generates updates on transient segment each period and continually analyzes transient booking patterns.
· Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
· Generates and provides accurate and timely results in the form of reports, presentations, etc.
· Observes, receives, and otherwise obtains information from all relevant sources.
· Submits reports in a timely manner, ensuring delivery deadlines.
· Analyzes weekly and monthly data to assist in analyzing past strategies; identifies areas needing improvement, identifies competitor set strengths, and develops strategies to best capture available Market Share.
· Analyze STR information to assist in development of RevPAR Index forecasts.
· Produces day by day forecast for current + 3 months and rolling up monthly forecast for full year
· Based on the day by day forecast, deploys transient/group inventory restrictions and pricing strategies, designed to maximize revenue from a rate and occupancy perspective, analyzes trends with the help of One Yield and historical information/knowledge, to be able to set daily and long-term pricing strategies with the aim of exceeding budgeted RevPAR.
· Preparation of the agenda, critiques tracking, competitive analysis and other supporting documents for presentation at market sales strategy meetings. Coordinate and conduct a weekly sales strategy meeting.
Maintain Reservation Systems & Team and Booking Channels
· Maintains accurate reservation system information including EPIC, MARSHA, HPP and MarRFP.
· Ensures rate loading is updated in a timely manner and audited 4 times a year.
· To Mentor, coach, train and empower the Reservations team members on the various reservations processes.
· To conduct appraisals and job chats on all reservations team members and take responsibility for succession planning, staff morale and team development and training.
· Monitors the CEC performance and conducts audit on the reservations process from CEC calls to ensure the content and sell strategy is following hotel’s standard.
· Maintains eFast system to ensure correct rate products are distributed to OTA and wholesales.
· Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning.
· Analyzes channel distribution from MRDW reports and OTA extranet reports to adjust channel strategies if needed.
· Escalates technical questions related to the reservations and property management systems to the support desk in a timely manner.
Managing Revenue Management Strategy
· Provides critical input to property leaders for development of market sales strategy.
· Prepare yearly room revenue budget with detailed sales, marketing and revenue strategies based on market intelligence and demand/supply analysis.
· Identifies package opportunities for the year in periods of high or low demand, and creates rate schedules for all packages and promotions
· Be fluent in the key principles of Company Pricing Strategies. Assists with account diagnostics process and validates conclusions.
· Provides revenue management functional expertise and leadership to general managers and property leadership teams.
· Implements and evaluates revenue tests.
· Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
· Assists hotels with pricing and provides input on business evaluation recommendations.
· Provides recommendations to improve effectiveness of revenue management processes.
· Ensures property diagnostic processes (PDP) are used to maximize revenue and profits.
Building Successful Relationships
· Attends department head meeting and supports overall hotel operations.
· Communicates key initiatives, demand & market analysis and hotel performance to key stakeholder including hotel team, area leaders and owner.
· Provides targeted and timely communication of results, achievements and challenges to the stakeholders.
· Develops constructive and cooperative working relationships with others and maintains them over time.
Additional Responsibilities
· Informs and/or updates executives, peers and subordinates on relevant information in a timely manner.
· Enters, transcribes, records, stores, or maintains information in written or electronic form.
· Works with other people to gather the information necessary to manage projects, achieve goals, and resolve problems.
· Demonstrates knowledge of job-relevant issues, market conditions, products, systems, and processes.
· Provides information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
Education and Experience
• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 1 year 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; no work experience required.
The Cluster Director of Revenue Management will be required to maximize overall hotel revenue; while balancing profitability; through implementation of an effective revenue management process and data driven fact based business decisions. To take on a leadership and decision making role for property pricing, distribution and trade off decisions concerning any piece of business (crew, group, corporate etc.)
Core Work Activities
Analyzing and Reporting Revenue Management Data
· Provides accurate information pertaining to the market, forecasting, and other revenue management strategies.
· Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
· Analyzes information, identifies current and potential problems and proposes solutions.
· Generates updates on transient segment each period and continually analyzes transient booking patterns.
· Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
· Generates and provides accurate and timely results in the form of reports, presentations, etc.
· Observes, receives, and otherwise obtains information from all relevant sources.
· Submits reports in a timely manner, ensuring delivery deadlines.
· Analyzes weekly and monthly data to assist in analyzing past strategies; identifies areas needing improvement, identifies competitor set strengths, and develops strategies to best capture available Market Share.
· Analyze STR information to assist in development of RevPAR Index forecasts.
· Produces day by day forecast for current + 3 months and rolling up monthly forecast for full year
· Based on the day by day forecast, deploys transient/group inventory restrictions and pricing strategies, designed to maximize revenue from a rate and occupancy perspective, analyzes trends with the help of One Yield and historical information/knowledge, to be able to set daily and long-term pricing strategies with the aim of exceeding budgeted RevPAR.
· Preparation of the agenda, critiques tracking, competitive analysis and other supporting documents for presentation at market sales strategy meetings. Coordinate and conduct a weekly sales strategy meeting.
Maintain Reservation Systems & Team and Booking Channels
· Maintains accurate reservation system information including EPIC, MARSHA, HPP and MarRFP.
· Ensures rate loading is updated in a timely manner and audited 4 times a year.
· To Mentor, coach, train and empower the Reservations team members on the various reservations processes.
· To conduct appraisals and job chats on all reservations team members and take responsibility for succession planning, staff morale and team development and training.
· Monitors the CEC performance and conducts audit on the reservations process from CEC calls to ensure the content and sell strategy is following hotel’s standard.
· Maintains eFast system to ensure correct rate products are distributed to OTA and wholesales.
· Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning.
· Analyzes channel distribution from MRDW reports and OTA extranet reports to adjust channel strategies if needed.
· Escalates technical questions related to the reservations and property management systems to the support desk in a timely manner.
Managing Revenue Management Strategy
· Provides critical input to property leaders for development of market sales strategy.
· Prepare yearly room revenue budget with detailed sales, marketing and revenue strategies based on market intelligence and demand/supply analysis.
· Identifies package opportunities for the year in periods of high or low demand, and creates rate schedules for all packages and promotions
· Be fluent in the key principles of Company Pricing Strategies. Assists with account diagnostics process and validates conclusions.
· Provides revenue management functional expertise and leadership to general managers and property leadership teams.
· Implements and evaluates revenue tests.
· Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
· Assists hotels with pricing and provides input on business evaluation recommendations.
· Provides recommendations to improve effectiveness of revenue management processes.
· Ensures property diagnostic processes (PDP) are used to maximize revenue and profits.
Building Successful Relationships
· Attends department head meeting and supports overall hotel operations.
· Communicates key initiatives, demand & market analysis and hotel performance to key stakeholder including hotel team, area leaders and owner.
· Provides targeted and timely communication of results, achievements and challenges to the stakeholders.
· Develops constructive and cooperative working relationships with others and maintains them over time.
Additional Responsibilities
· Informs and/or updates executives, peers and subordinates on relevant information in a timely manner.
· Enters, transcribes, records, stores, or maintains information in written or electronic form.
· Works with other people to gather the information necessary to manage projects, achieve goals, and resolve problems.
· Demonstrates knowledge of job-relevant issues, market conditions, products, systems, and processes.
· Provides information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
Education and Experience
• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 1 year 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; no work experience required.
