JOB SUMMARY
Responsible for maximizing revenue and profit associated with rooms and catering across the segments within transient, contract, group and catering. The Cluster Revenue Manager is a Hotel's first point of contact for revenue management support and leads weekly sales strategy meetings and maintains relationships with key stakeholders at hotel level; recommending and maintaining pricing, positioning and the management of inventory for rooms and function space across the Cluster. This role drives the rooms projections and communicates at hotel level as appropriate. Utilizes tools and resources to ensure recommendations provided to sales strategy teams are based on market conditions, comp set pricing, demand, booking pace and other relevant supporting data. Monitors daily transient and group transactions for significant changes and ensures rates and restrictions are optimized in all channels through a seasonal KDATE strategy.
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; 2 years 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; no work experience required.
CORE WORK ACTIVITIES
Managing Revenue Management Priorities and Strategy
- Provides revenue management functional expertise to designated Cluster hotels.
- Leverages One Yield functionality to maximize room revenue and profit.
- Ensures full Revenue Management system and tool adoption.
- Communicates and implements sales strategies and rate restrictions.
- Conducts analysis to maximize room revenue and profit.
- Develops and implements strategies with the General Manager and Sales Strategy Team.
- Critiques property performance for Transient, Group & Catering segments.
- Analyzes competitive performance and makes recommendations.
- Prepares sales strategy meeting agenda and supporting documentation.
- Conducts weekly Sales Strategy meetings.
- Prepares and critiques weekly and monthly rooms projections.
- Manages inventory tasks and ensures timely implementation of strategy changes.
- Manages transient promotions and checks distribution channels for accuracy.
- Ensures compliance with brand philosophies and initiatives.
- Executes eChannel/OTA strategies and evaluates special events and holiday strategies.
- Monitors and analyzes STR market share performance.
Analyzing and Reporting Revenue Management Data
- Breaks down information into separate parts for analysis.
- Identifies problems and proposes solutions.
- Generates accurate and timely reports and presentations.
- Conducts sales strategy analysis and refines it to increase market share.
- Assists hotels with pricing and business evaluation recommendations.
- Maintains accurate reservation system information.
- Analyzes period end data to identify trends and obstacles.
- Generates updates on the transient segment.
- Assists with account diagnostics and ensures property diagnostic processes are used.
- Initiates, implements, and evaluates revenue tests.
Managing and Executing Revenue Management Projects
- Drives the execution of predetermined strategies.
- Demonstrates knowledge of job-relevant issues, products, systems, and processes.
- Gathers information to manage projects and resolve problems.
- Provides functional expertise to cluster general managers and market sales leaders.
- Ensures strategies conform to brand philosophies and initiatives.
- Communicates proactively with properties regarding rate restrictions and strategy.
- Manages rooms inventory to maximize cluster rooms revenue.
- Coordinates strategies between group sales offices.
- Supports cluster selling initiatives and uses forecasting systems.
- Provides recommendations to improve revenue management processes.
- Communicates brand initiatives and market analysis to stakeholders.
- Promotes and protects brand equity.
Building Successful Relationships
- Develops constructive and cooperative working relationships with others, and maintaining them over time.
- Develops and manages internal key stakeholder relationships in a proactive manner.
- Acts as a liaison, when necessary, between property and regional/corporate systems support.
Additional Responsibilities
- Informs and/or updates the executives, the peers and the subordinates on relevant information in a timely manner.
- Enters, transcribes, records, stores, or maintains information in written or electronic form.
- Attends staff/forecast/long range meetings as requested by properties.
MANAGEMENT COMPETENCIES
Leadership
- Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
- Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
- Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
- Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
- Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
- Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
- Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
- Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
- Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company's service standards.
- Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
- Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
- Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
- Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
- Business Acumen - Understands and utilizes business information to manage everyday operations.
- Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
Basic Competencies
- Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
- Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
- Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
- Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
- Writing - Communicates effectively in writing as appropriate for the needs of the audience.
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