Cluster Director of Revenue Management

Principle Responsibilities & Position Purpose:

To strategically coordinate the revenue management processes and procedures for assigned hotels to maximize each hotel's room revenue. This is accomplished by managing and maintaining group and transient inventory controls, developing, monitoring and adjusting sales and pricing strategies, analyze demand factors, forecasting, competitive analysis, and maintaining distribution channel data integrity.

ESSENTIAL FUNCTIONS

Managing and maintaining group and transient inventory controls:

• Review of room accommodation and rate inventory controls in property management system and revenue management system (if applicable). Make recommendations for each property for implementation by yourself or other Revenue Manager(s). Maintain controls of your base property, and other property(s) as needed.
• Work with Convention Services and Reservations as needed to ensure effective and efficient management of group inventory daily - provide direction when needed on cutoff date extensions and additions to inventory.
• Attend each hotels weekly group-pick-up meetings to ensure group inventory management is in place.
• Lead meetings when needed at other property(s)
• Ensure that each property's strategies compliment rather than compete with each other.

Developing, monitoring and adjusting sales and pricing strategies:

• Attend weekly revenue management meetings for each hotel, providing market insight and recommendations as needed.
• Conduct meetings at other property(s) as needed.
• Develop strategies by market segment.
• Conduct joint quarterly pricing and sales strategy meetings
• Consistent review of sales booking system reports, including the GRC and Backlog Reports.
• Identify group booking trends and need periods for the five-year window and work with the Director of Sales to develop sales strategies
• Coordinate and implement updates for SSG rates and Transient Protected numbers in sales booking system for the 1 - 5 year window
• Review each properties annual transient pricing and provide recommendations
• Review Tour and Travel and Business Travel pricing strategies and provide recommendations
• Identify marketing opportunities and work with the Director of Sales & Marketing to develop programs for the hotels, particularly focused on distressed periods
• Review sales booking system's Lost Business and Regrets reports with the Director of Sales. Use the reports to determine unconstrained group demand and assist in developing future group pricing
• Ensure incentive programs in Front Office and Reservations are in place, with particular focus on need periods
• Ensure property participation and data integrity in all forms of e-Distribution Channels.

Provide critical analysis of strategies, room statistics and demand factors:

• Review end of month room statistics reports including any forecast management system reports, Profit Sage, Monthly Revenue Management Reports and STAR, and provide critical analysis on performance vs. forecasts and results of implemented strategies for your base hotel and guide same process at other property(s).
• Prepare and analyze combined hotel reports on room and market share statistics
• Review opportunities for cross-selling hotels and relocating group business to provide way for additional room revenue opportunities among the hotels.
• Review weekly booking pace reports and analysis on pace, recommending strategy changes when needed at base property and feedback to other property(s) as needed.

Analyze past and present trends and make recommendations fo

Forecasting:

• Review all weekly and monthly forecasts for each property.
• Ensure forecasts are done with accuracy in Profit Sage day-by-day at the market segment level.
• Participate in the preparation of all forecasts and Annual Budget for base property using any revenue management system, Excel, forecast management system, property reports, sales booking system reports and Profit Sage for base property and guide the same process at other property(s).

Competitive and Demand Analysis:

• Review competitive shops for each hotel and identify selling strategies and market trends
• Shop hotels as well as competition through the internet/brand websites to ensure proper positioning of each hotel and assess competitive environment
• Review Demand calendars, convention calendars and city event calendars to keep abreast of all demand generators.
• Ensure each property(s) RM utilizes all necessary demand information when planning strategies
• Network with competitive set DRM's to maintain information on the various competitors products and services for both primary and stealth competitors and how their products and services vary from the hotels.
• Review of historical data on events and performance on any promotions during demand-generating events.

Cluster, Administrative and Reservations:

• Oversee the activities and development of other Property Revenue Manager(s).
• Ensure additional hotel(s) Revenue Manager(s) are following all job functions above.
• Ensure goals (forecast, budget) for other Revenue Manager(s) are being met.
• Ensure other Revenue Manager(s) are receiving all brand communications.
• Work with the Reservations Manager to ensure that all strategies are communicated to the reservations sales team, if applicable
• Provide mentoring and training to other Property Revenue Manager(s) on strategies and tools to do job more effectively.

SUPPORTIVE FUNCTIONS

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions.

• Answer other hotel team member's questions regarding revenue management in a friendly and courteous manner.
• Provide training to other hotel team members on revenue management procedures and principles, as needed.
• Ensure that all room statistics reports, including the Financial Statement, and any other related reports are accurate and consistent.
• If needed, attend ECM and Staff meetings as requested by the General Manager.
• Ensure that all revenue management related systems are maintained, including: Revenue Management System (if applicable), Forecast Management System (if applicable), Property Management System, Sales Booking System, Property Information System (if applicable). Employ the assistance of the Director of Sales, Director of Front Office, Electronic Sales and Marketing Manager as needed.
• Contribute to the development of the marketing plan.
• Maintain an organized and clean work area and hotel environment.
• Communicate with Front Office regarding anticipated occupancy and cross-selling opportunities.

OTHER DUTIES

Assimilate into The Crescent Culture through understanding, supporting and participating in all elements of Crescent's standards. Regular attendance in conformance with the standards, which may be established by Crescent from time to time, is essential to the successful performance of this position.

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SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation.

• Excellent oral and written communication skills.
• Understanding of group and transient sales process and forecasting process
• Excellent organization skills, manages time well, correctly prioritizes and if flexible
• Ability to work well under pressure and meet deadlines
• Ability to manage outside departments and agencies
• Strong interpersonal skills and possession of a full understanding of professional business ethics, decorum and social skills.
• Proficient in use of Microsoft Word, Excel and PowerPoint
• Understands GDS and Internet systems
• Understands Revenue Management theory and practice
• Ability to perform critical analysis
• Appropriate professional appearance and demeanor
• Comprehension of technical application of reservations system
• Full understanding of each hotel product and the market conditions
• Demonstrates self-confidence, energy and enthusiasm
• Ability to deliver presentations in a concise well-organized manner
• Team-player
• Detail-oriented

QUALIFICATION STANDARDS

EDUCATION

4 year college degree preferred

EXPERIENCE

Minimum one year as Director of Revenue Management or as Area Director of Revenue Management for multiple hotels. Prior experience with hotel industry revenue management, reservations and hotel property management systems required - Hilton software preferred.