Market Director - Revenue Management

Market Director Revenue management

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

 

A degree in a relevant business discipline preferred or demonstration of equivalent work experience.

 

CORE WORK ACTIVITIES

 

Managing Revenue Management Projects and Strategy 

• Position 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.

• 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, 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.

• 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

• Develops and manages internal 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.

• 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.

 

 

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Experience Level

Executive Level