Complex Director, Revenue Strategy

POSITION PURPOSE

The position is responsible for maximizing room and food/beverage revenues and profits for the hotel complex through analyzing, communicating and implementing revenue strategies. This includes monitoring all distribution channels to ensure effective selling through inventory management, market mix and pricing; marketing involvement, analyzing past and future revenue opportunities, and maintaining constant communication with key hotel personnel and lodging executives. 

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Inventory Management: Ensure daily inventories are set appropriately for hotel complex based on the hotel and market conditions.  Manage the use of restrictions and over sell opportunities for current and future dates in collaboration with group room authorizations while maintaining straight-line availability for extended stay reservations. Set and manage strategies for the optimization of function space.
• Strategic Planning: Maintain market share by setting prices based on market conditions, competitive analysis, and hotel turndown data. Recommend strategies for current and future peak and off peak periods based on previous performances, market conditions, citywide activities and internal or external compression. Evaluate prospective business in terms of both room and food/beverage revenues. Participate in the decision making process of group and special corporate account negotiation.  Collect and maintain information based on turndown data along with restrictions and strategies to report successes or failures.  Prepare and participate in weekly or bi-weekly revenue management strategy meetings leading strategy team participants into a strategic plan for current and future dates. 
• Forecasting and Market Segmentation: Review hotels forecasts to aid in the determination of future strategies.  Assist hotels in the completion of forecasts and yearly budget day by day processes by lending knowledge of market and/or hotel trends or changes in business behaviors.  Monitor and work with hotels to ensure daily segmentation is accurate and up to date. Review market segmentation with hotels discussing the impact of hotel’s mix compared to previous performances. Assist in the decision making process for potential group or contract business by performing displacement analysis for specific time periods.
• Systems Accuracy: Ensure accuracy of all systems pertaining to revenue management.  Build and maintain hotel data in brand CRS, GDS, and applicable Internet sites.  Perform periodic system audits in CRS, RMS systems, EPIC, brand RFP systems and CMS BI Cognos reporting documents.
• Training/Development: Lead training of hotel strategy team on revenue management efforts and initiatives. Responsible to educate hotel strategy team on key areas of revenue management and explain sales strategies and terminology to new revenue management team members. Ensure all attendees of strategy meetings understand the importance of development and execution of current and future strategies which contribute to the overall success of the hotel complex.
• Self/Workload Management: Responsible for effective and timely self/workload management.  Demonstrates clear written and verbal communication skills. Promotes collaboration and positive, professional work environment.  Attends all daily, weekly and/or monthly department/company meetings to ensure proper communication/planning occurs. Adheres to all CSM Standard Operating Procedures.

REQUIRED SKILLS AND EXPERIENCE

Education: Bachelor’s degree in Finance, Hotel Administration, Business or related discipline.   

Experience/Knowledge/Skills/Abilities: 

• 5 years experience as a Director of Revenue Management or in a revenue manager role overseeing multiple properties is required. Requires system knowledge of reservations and/or revenue management technology. 
• Ability to identify relevant data and use it to draw inferences with reference to impact on hotels revenue.
• In-depth understanding of tools- spreadsheets, statistical methods for analyzing data.
• Strong analytical skills. 
• Knowledge of hotel operations, including marketing plans, security and safety programs, personnel and labor relations, preparation of business plans, repairs, maintenance, budget forecasting, quality assurance programs, hospitality law, and long-range planning. 
• Ability to learn and use PMS, reservation and Marriott revenue management systems to forecast and implement optimal strategies. 
• Must have working knowledge of Microsoft Excel and Word. 
• Excellent communication skills.  

PHYSICAL DEMANDS

• Must be able to sit or stand at a desk for up to 8 hours per day. 
• Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.