Senior Revenue Manager at Marriott International

JOB SUMMARY

Responsible for balancing the financial objectives of different lodging products to maximize total revenues and profit associated with guest rooms. 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. Maintains productive relationships with stakeholders, including hotel General Managers, sales leaders, franchisees and owners.

CANDIDATE PROFILE 

Education and Experience 

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 3-year experience in the 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; 1-year of experience in the revenue management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES 

• Executing Revenue Management Projects and Strategy 
• Manages room authorizations, rates and restrictions.
• Manages function space authorizations, restrictions and rental.
• Manages rooms’ inventory to maximize cluster rooms revenue.
• Maintains the transient rooms inventory for the hotel(s) and responsible for maximizing transient revenue.
• Releases group rooms back into general inventory and verifies clean booking windows for customers
• Verifies that the hotel(s) sales strategies are effectively implemented in the reservation system and the inventory system.
• Prepares sales strategy critique.
• Monitors transient and group inventory daily to ensure straight-line availability and maximization of revenue potential for all brands.
• Verifies that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Supports cluster selling initiatives by working with all reservation centers.
• Uses reservations system and demand forecasting systems to determine, implement and control selling strategies.
• Verifies property diagnostic processes (PDP) are used to maximize revenue and profits.
• Initiates, implements and evaluates revenue tests.
• Provides recommendations to improve effectiveness of revenue management processes.
• Verifies compliance and participation in company promotions and eCommerce channels
• Verifies all hotels follow brand strategies that will maintain and/or increase the hotel(s) revenue per available room (RevPAR) and revenue per available square foot (RevPAS).
• Understands the working relationship between sales, reservations and property management systems.
• Participates in quarterly regional reviews
• Promotes and protects brand equity.
• Achieves and exceeds goals including performance goals, budget goals, team goals, etc.
• Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
• Establishes long-range objectives and specifying the strategies and actions to achieve them.
• Takes a predetermined strategy and drives the execution of that strategy.
• Demonstrates knowledge of job-relevant issues, products, systems, and processes.
• Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).
• Explores opportunities that drive profit, create value for clients, and encourage innovation; challenges existing processes/systems/products to make improvements.

Analyzing and Reporting Revenue Management Data

• Analyzes information, identifies current and potential problems and proposes solutions.
• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Generates updates on transient segment each period and continually analyzes transient booking patterns.
• Assists with account diagnostics process and validates conclusions.
• Maintains accurate reservation system information.
• Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning.
• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Generates and provides accurate and timely results in the form of reports, presentations, etc.
• Observes, receives, and otherwise obtains information from all relevant sources.
• Submits reports in a timely manner, ensuring delivery deadlines.
• Analyzes weekly and monthly STAR information to assist in analyzing past strategies; identifies areas needing improvement, identifies competitor set strengths, and develops strategies to best capture available Market Share.
• Analyzes STAR information to assist in development of RevPAR Index forecasts.
• Generates yearly room revenue budget.

Managing Revenue Management Strategy 

• Provides critical input to property leaders for development of market sales strategy.
• Provides revenue management functional expertise and leadership to general managers and property leadership teams
• Implements and evaluates revenue tests.
• Verifies that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Assists hotels with pricing and provides input on business evaluation recommendations.
• Provides recommendations to improve effectiveness of revenue management processes.
• Verifies property diagnostic processes (PDP) are used to maximize revenue and profits.

Building Successful Relationships

• Communicates brand initiatives, demand and market analysis to hotels/clusters/franchise partners/owners.
• Communicates market direction to revenue management, sales and hotel leaders.
• Develops constructive and cooperative working relationships with others, and maintains them over time.
• Develops and manages internal key stakeholder relationships.
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

Additional Responsibilities 

• Informs and/or updates executives, peers and subordinates on relevant information in a timely manner.
• Enters, transcribes, records, stores, or maintains information in written or electronic form.
• Works with other people to gather the information necessary to manage projects, achieve goals, and resolve problems.
• Demonstrates knowledge of job-relevant issues, products, systems, and processes.
• Provides information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.