Job Description

Responsible for maximizing revenue and profit associated with rooms and catering. Position is accountable for pricing, positioning and inventory management of transient, group and catering segments. Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis. Works with stakeholders to develop the hotel’s sales strategies and ensures implementation. Identifies future revenue opportunities for both individual properties and collective activities for the market, and effectively communicates strategies within the Hotel teams. Maintains productive relationships with stakeholders, including Area Leadership, General Managers and Owners.

This Revenue Management leadership position is responsible for providing market strategy expertise and leadership to General Managers, Property Leadership teams and Market Sales Leaders at the 8+ properties that participate in the South West England & Wales organization.

KEY RESPONSIBILITIES:

• Provides revenue strategy expertise and leadership to general managers and property leadership teams.
• Advocates system adoption and maximizes use of Marriott’s tools and resources.
• 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 catering.
• Develops and executes the hotel(s) strategic plan(s).
• Accountable for the annual pricing process for transient, group and catering segments.
• Accountable for and supports senior team members with the annual business planning process and room revenue budget preparation.
• Evaluates effectiveness of property participation in electronic sales channels. Validating hotel participation, rate set up, information accuracy and competitor positioning.
• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
• Analyzes Market and Tracts STR information to assist in development of RevPAR Index forecasts.
• Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization.
• Provides critical input to Market Leaders for development of property and overall market sales strategy.
• Ensures hotel strategies conform to brand philosophies and initiatives.
• Prepares and leads Quarterly Demand Generation meetings (agenda, supporting documentation etc) to foster collaboration and teamwork among the participating hotels.
• Periodically attends sales strategy meetings at each of the hotels
• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.
• Provides guidance on group and catering pricing and provides input on business evaluation recommendations.
• Leads holistic market discussions and provides strategic recommendations for citywide groups and special events.
• Supports market demand generation activities and ensures execution of implementation and analysis.
• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Assists GSO and Market Sales with annual account review process.
• Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
• Ensures compliance with Marriott policies and procedures.
• Enforces Marriott’s Best Rate Guarantee and monitors rate parity results across all channels.
• Develops and manages internal key stakeholder relationships, working closely with the Area Leadership Team and General Managers.
• Develops external stakeholder relationships including attending Convention and Tourism Board meetings and networking with peers.
• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders, in the form of reports and presentations.
• Supports Owner and Area Team Meetings, presenting and providing holistic market insights.
• Leads a team of Revenue Management associates who are each providing support to multiple properties.
• Develops specific departmental goals and plans to prioritize, organize, and accomplish assigned tasks.
• Develops goals and communicates performance expectations in accordance with job descriptions and monitors progress.
• Completes goal setting process through appropriate goal setting tools.
• Ensures that the interview and selection process is followed as per Marriott standards, and all new team members receive a structured onboarding.
• Manages the LPA process and supports career progression through utilization of career pathing and training resources.
• Oversees and manages the department P&L
• Works with Finance Support to monitor cost recovery of departmental costs, and non payment is flagged to the Area Leadership team.

Required Knowledge, Skills, and Abilities

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 6 years experience in the revenue management, sales and marketing, or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in the revenue management, sales and marketing, or related professional area.

EXPERIENCE

• Minimum of 2 years leading a Cluster organization of 3-7 hotels

SKILLS AND KNOWLEDGE

• Writing - Communicating effectively in writing as appropriate for the needs of the audience.
• Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
• Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
• Basic Computer Skills - Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
• Job Specific Computer Skills - Using computer hardware and software specific to job (e.g., MARSHA, Opera S&C, HPP, MRDW, One Yield), MS Office applications.
• Mathematics - Using mathematics to solve problems.
• Economics and Accounting - Knowledge of economic and accounting principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.
• Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
• Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
• Originality - The ability to come up with unusual or clever ideas about products, services or situations, or to develop creative ways to solve a problem.