JOB SUMMARY
Leads inventory management and analysis activities and staff in a given hotel or multi-property market. Manages pricing, positioning and inventory for hotel or hotels within area of purview. Monitors all processes associated with demand, revenue, inventory, forecasting and opportunity analysis. 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. Acts as primary contact and maintains productive relationships with all stakeholders, including hotel General Managers, sales leaders, franchisees and owners.
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
- Determines sales strategy, evaluates effectiveness and prepares historical and future analysis of revenue and profit opportunities.
- Monitors the annual pricing process for transient, group and catering rooms, and function space.
- Establishes and maintains effective dynamic and rational pricing strategies for rooms and function space.
- Develops and executes the hotel(s) strategic plan(s).
- Prepares sales strategy meeting agenda, monitors preparation of supporting documentation and leads property meetings.
- Establishes long-range objectives and specifies the strategies and actions to achieve them.
- Works closely with Sales and Marketing for business opportunities and aims to increase profitability of the organization.
- Manages room authorizations, rates and restrictions.
- Utilizes brand’s revenue management systems and tools to ensure that revenue and profit are maximized.
- Prepares budgets for transient, group and catering.
- Updates market knowledge and aligns strategies and approaches accordingly.
- Serves as a demand expert for team members, GMs, and regional stakeholders
- Verifies that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
- Promotes and protects brand integrity and positioning.
- 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.
- Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
- Verifies property diagnostic processes (PDP) are used to maximize revenue and profits.
- 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.
- Thinks creatively and practically to develop, execute and implement new business plans.
- Develops 6-month, 12-month and 2-year strategic action plans for management of property room and catering revenues.
- Performs regular quality checks to verify strategies are implemented correctly and producing desired results, ensuring any gaps are identified and addressed.
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.
- Compiles information, analyzes and monitors actual sales against projected sales.
- Assists with account diagnostics process and validates conclusions.
- Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
- Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning
Building Successful Relationships
- Develops and manages internal and external 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.
- Develops strong partnerships and relationship with regional team members to successfully achieve regional goals and priorities.
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.
- Establishes and maintains open, collaborative relationships with employees and verifies 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.
- Verifies regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
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.
At Westin, we are committed to empowering guests to regain control and enhance their well-being when they need it most while traveling, ensuring they can be the best version of themselves. To achieve the brand mission of becoming the preeminent wellness brand in hospitality, we need passionate and engaged associates to bring the brand’s unique programming to life. We want our associates to embrace their own well-being practices both on and off property. You are the ideal Westin candidate if you are passionate; you are active and take pride in how you maintain your well-being; you are optimistic; you are adventurous. Be where you can do your best work, begin your purpose, belong to an amazing globalteam, and become the best version of you.
