Dir-Revenue Management-Cluster

Role Overview

Director of Revenue Management, Cluster at Marriott International. This position leads revenue strategy and optimization across a cluster of lodging properties within a defined market.

Role Purpose

Balance financial objectives across lodging products to maximize total revenues. Own pricing, positioning, and inventory management for all hotels within the cluster market, and oversee demand, revenue, inventory, forecasting, and opportunity analysis processes.

Key Responsibilities

Revenue Analysis and Reporting

• Analyze underlying principles, reasons, and facts by breaking down information and data into separate parts.
• Generate and provide accurate and timely results in the form of reports and presentations.
• Demonstrate knowledge of job-relevant issues, products, systems, and processes.
• Analyze information to identify current and potential problems and propose solutions.
• Observe, receive, and obtain information from all relevant sources.
• Submit reports in a timely manner, ensuring delivery deadlines are met.
• Maintain accurate reservation system information.
• Provide support with cluster selling initiatives to all reservation centers.
• Analyze period-end and other available systems data to identify trends, future need periods, and obstacles to achieving goals.
• Generate updates on the transient segment each period and continually analyze transient booking patterns.
• Work with Market VP, Market GM, and GMs to assist in pricing analyses for all products in the market.
• Assist with the account diagnostics process and validate conclusions.

Revenue Management Strategy and Projects

• Execute predetermined strategy and contribute to strategy execution.
• Work with other people to gather information necessary to manage projects, achieve goals, and resolve problems.
• Provide revenue management functional expertise and leadership to general managers, property leadership teams, and market sales leaders.
• Provide critical input to market leaders for development of property and overall market sales strategy.
• Ensure hotel strategies conform to brand philosophies and initiatives.
• Ensure that sales strategies and rate restrictions are communicated, implemented, and modified as market conditions fluctuate.
• Prepare sales strategy meeting agendas, supporting documentation, and lead property and/or cluster meetings.
• Conduct sales strategy analysis and refine as appropriate to increase market share for all properties.
• Assist with development of 6-month, 12-month, and 2-year strategic action plans for management of cluster transient revenues.
• Manage inventory to maximize cluster rooms revenue.
• Assist hotels with pricing and provide input on business evaluation recommendations.
• Provide recommendations to properties for Business Transient Sales account strategies.
• Lead efforts to coordinate strategies between group sales offices.
• Check distribution channels regularly for hotel positioning, information accuracy, and competitor positioning.
• Ensure property diagnostic processes (PDP) are used to maximize revenue and profits.
• Initiate, implement, and evaluate revenue tests.
• Provide recommendations to improve effectiveness of revenue management processes.
• Communicate brand initiatives, demand, and market analysis to hotels, clusters, franchise partners, and owners.
• Communicate market direction to revenue management, sales, and hotel leaders.

Stakeholder Relationships

• Develop constructive and cooperative working relationships with others and maintain them over time.
• Develop and manage internal key stakeholder relationships.
• Provide targeted and timely communication of results, achievements, and challenges to stakeholders.
• Act as primary contact and maintain productive relationships with all stakeholders, including hotel General Managers, sales leaders, franchisees, owners, and regional team.

Communications and Administration

• Inform and update executives, peers, and subordinates on relevant information in a timely manner.
• Enter, transcribe, record, store, or maintain information in written or electronic form.

Qualifications & Experience

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major, plus 1 year of experience in 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.