Complex Director of Revenue Management

Job Number
Job Category Revenue Management
Location Le Royal Méridien Doha, Building No. 153 Street No. 347, Lusail, Qatar, Qatar VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management

POSITION SUMMARY

Responsible for maximizing revenue and profit associated with rooms and function space. Develops and recommends sales strategy for pricing of the transient customer, wholesale, and group segments. Oversees all the processes associated with demand, revenue, price positioning, forecasting, inventory management and opportunity analysis. Works with the Sales Strategy Team to develop the hotel sales strategy and ensures implementation and evaluation.Identifies future revenue opportunities and effectively communicates strategies within the Hotel Team. Fosters productive relationships with Hotel Stakeholders.

This role is also responsible for the recruitment, mentoring and supervision of team members; and is considered support for the Market/Cluster Director.

SCOPE

Functions as a senior Revenue Management leader within a Market or Cluster Organization, and in some cases with Area Leadership approval may support a single property.

KEY RESPONSIBILITIES

Managing Projects and Priorities

• Provides revenue strategy expertise and leadership to the Property Leadership team/s.

• Ensures full Revenue Management system and Revenue Management tool adoption to drive revenue & profit opportunities for the hotel(s).

• Determines sales strategies and communicates recommendations to Property Leadership.

• Prepares, communicates and critiques weekly and monthly hotel rooms projections.

• Establishes and maintains effective and rational pricing strategies for rooms and function space.

• Oversees the annual pricing process for transient, group and catering segments.

• Supports the annual business planning process and generates annual room revenue budget.

• Evaluates effectiveness of property participation in electronic sales channels. Validating hotel participation, rate set up, information accuracy and competitor positioning.

• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.

• 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.

• Identifies and communicates revenue and profit opportunities to property leadership team.

• Ensures hotel strategies conform to brand philosophies and initiatives.

• Prepares sales strategy meeting agenda, supporting documentation and leads property meetings.

• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.

• Assists hotels with pricing and provides input on business evaluation recommendations.

• Ensures that all rates are loaded correctly and in a timely manner and selling through all relevant distribution channels.

• Ensures execution of regional and/or market demand generation activities; implementation and analysis.

• Checks distribution channels for hotel positioning, placement, rate parity and information accuracy.

• Ensures hotel strategies conform to brand philosophies and initiatives.

• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.

• Ensures compliance with Marriott policies and procedures.

• Enforces Marriott's Best Rate Guarantee and monitors rate parity across all channels.

Building Successful Relationships

• Develops and manages internal key stakeholder relationships, working closely with the Hotel Leadership Team/s.

• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.

• Drives team engagement with motivation and recognition.

Leading Discipline Team

• Manages the LPA process for any direct reports and supports career progression through utilization of career pathing and training resources.

• Ensures that the interview and selection process is followed as per Marriott standards, and all new team members receive a structured onboarding.

• Develops, implements and maintains onboarding / training of Revenue Managers / Executives.

• Communicates performance expectations in accordance with job descriptions and monitors progress.

• In a Market or large Cluster team, this position will deputize for the Director in their absence.

CANDIDATE PROFILE

EDUCATION

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 6 years experience in the revenue management, sales and marketing, or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in the revenue management, sales and marketing, or related professional area.

EXPERIENCE

• Minimum of 3 years experience in Revenue Management discipline; in at least 2 different properties (preferred).

SKILLS & KNOWLEDGE

• Meeting the Needs of Key Stakeholders - Understanding and meeting the needs of key stakeholders (hotel leadership teams, owners, corporate, guests, etc.).

• Demonstrating Leadership - Utilizing interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.

• Demonstrating Knowledge - Demonstrating knowledge of job-relevant issues, products, systems, and processes.

• Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.

• Executing on a Strategy - taking a predetermined strategy and driving the execution of that strategy.

• Communicating Information Timely - Informing and/or updating the executives, the peers and the subordinates on relevant information in a timely manner.

• Generating and Delivering Accurate and Timely Results - Generating and providing accurate and timely results in the form of reports, presentations, etc.

• Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.

• Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.

• Intermediate Computer Skills – Utilizing the internet for job related search and information. Intermediate or higher mastery level of Microsoft Excel

• Job Specific Computer Skills - MARSHA, Opera S&C, HPP, MarRFP, eFast, MRDW, One Yield

• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.

• Writing - Communicating effectively in writing as appropriate for the needs of the audience.

• Mathematics - Using mathematics to solve problems. The ability to add, subtract, multiply, or divide quickly and correctly.

• Developing Others – Participate actively in the development and training of team members / peers to grow skill set and future pipeline talent.

LEADERSHIP 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 Personal 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 and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.

o Revenue Management - Knowledge of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports.

o Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.

o Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek additional information and where to look to find it.

o Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually in order to maximize revenue/profit across all segments.

o Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball.

o Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.

o Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.

Marriott International is an equal opportunity employer.We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture.We are committed to non-discrimination onanyprotectedbasis, such as disability and veteran status, or any other basis covered under applicable law.

At Le Méridien, we are inspired by the era of glamorous travel, celebrating each culture through the distinctly European spirit of savouring the good life. Our guests are curious and creative, cosmopolitan culture seekers that appreciate moments of connection and slowing down to savour the destination. We provide authentic, chic and memorable service along with experiences that inspire guests to savour the good life. We're looking for curious and creative people to join our team. If you appreciate connecting with like-minded guests and have a deep desire to create memorable experiences, we invite you to explore career opportunities with Le Méridien. In joining Le Méridien, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing globalteam, and become the best version of you.
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