Complex Director of Revenue Management

Role Overview

Complex Director of Revenue Management at Marriott International. This role is responsible for balancing the financial objectives of different lodging products to maximize total revenues and profit associated with guest rooms across an area of purview.

Role Purpose

Position is accountable for pricing, positioning and inventory of all hotels within area of purview. 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.

Key Responsibilities

Analyzing and Reporting Revenue Management Data

• Analyze information, identify current and potential problems and propose solutions.
• Analyze period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Generate updates on transient segment each period and continually analyze transient booking patterns.
• Assist with account diagnostics process and validate conclusions.
• Maintain accurate reservation system information.
• Check distribution channels regularly for hotel positioning, information accuracy and competitor positioning.
• Identify the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Generate and provide accurate and timely results in the form of reports, presentations, etc.
• Observe, receive, and otherwise obtain information from all relevant sources.
• Submit reports in a timely manner, ensuring delivery deadlines.
• Analyze weekly and monthly STAR information to assist in analyzing past strategies; identify areas needing improvement, identify competitor set strengths, and develop strategies to best capture available market share.
• Analyze STAR information to assist in development of RevPAR Index forecasts.
• Generate yearly room revenue budget.

Managing Revenue Management Strategy

• Provide critical input to property leaders for development of market sales strategy.
• Provide revenue management functional expertise and leadership to general managers and property leadership teams.
• Implement and evaluate revenue tests.
• Ensure that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Assist hotels with pricing and provide input on business evaluation recommendations.
• Provide recommendations to improve effectiveness of revenue management processes.
• Ensure property diagnostic processes are used to maximize revenue and profits.

Stakeholder Management

• Maintain productive relationships with stakeholders, including hotel General Managers, sales leaders, franchisees and owners.
• Communicate brand initiatives, demand and market analysis to hotels, clusters, franchise partners and owners.
• Communicate market direction to revenue management, sales and hotel leaders.
• 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.

General Operations

• Inform and/or update executives, peers and subordinates on relevant information in a timely manner.
• Enter, transcribe, record, store, or maintain information in written or electronic form.
• Work with other people to gather the information necessary to manage projects, achieve goals, and resolve problems.
• Demonstrate knowledge of job-relevant issues, products, systems, and processes.
• Provide information to supervisors, co-workers, and subordinates by telephone, in written form, email, or in person.

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 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.

Additional Information

Marriott International is dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. The company actively fosters an environment where the unique backgrounds of associates are valued and celebrated. Marriott is committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.