Director of Revenue Strategy Job at Marriott Bonvoy (Frankfurt)

Job Description

Functions as the strategic business leader of Revenue Strategy. Responsible for maximizing revenue and profit associated with rooms and function space in participating cluster properties. Position is accountable for preparing forecasts, budgets and projections, as well as pricing, positioning and inventory management. Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis. Works with the sales strategy team to develop the hotel(s)’ sales strategy and ensure implementation. Identifies future revenue opportunities and effectively communicates strategies to the sales organization.

Job Responsibility

Compiles information, analyzes and monitors actual sales against projected sales
Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts
Uses computers and computer systems to program, write software, set up functions, enter data, or process information
Analyzes information and evaluates results to choose the best solution and solve problems
Provides revenue strategy and analysis functional expertise and leadership to general managers, property leadership teams and market sales leaders
Translates or explains what information means and how it can be used
Evaluates effectiveness of property participation in electronic sales channels
Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis
Prepares forecasts of revenue, profit, demand and occupancy for rooms and function space – 3-month and 6 month, long range and budget
Assists hotels with pricing and provides input on business evaluation recommendations
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
Works with Market VP, Market GM and GM’s to assist in pricing analyses for all products in Market
Assists with account diagnostics process and validates conclusions
Utilizes interpersonal and communication skills to lead, influence, and encourage others
advocates sound financial/business decision making
demonstrates honesty/integrity
leads by example
Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.)
Updates market and revenue knowledge and aligns strategies and approaches accordingly
Establishes long-range objectives and specifies the strategies and actions to achieve them
Works closely with Sales and Marketing for business opportunities, aims to increase profitability of the organization
Achieves and exceeds goals including performance goals, budget goals, team goals, etc
Takes a predetermined strategy and drives the execution of that strategy
Thinks creatively and practically to develop, execute and implement new business plans
Explores opportunities that drive profit, create value for clients, and encourage innovation
challenges existing processes/systems/products to make improvements
Manages all revenue, profit and demand data associated with rooms and function space
Provides recommendations to improve effectiveness of revenue analysis processes
Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions
Develops specific goals and plans to prioritize, organize, and accomplish your work
Develops the Business Outlook Strategy
Determines sales strategies and communicates to market sales leadership, marketing communications teams and property leadership
Establishes and maintains effective and rational pricing strategies for rooms and function space
Develops and executes the hotel(s) strategic plan(s)
Oversees the annual pricing process for transient, group and catering rooms, function space and audio-visual
Provides critical input to market leaders for development of property and overall revenue sales strategy
Ensures hotel strategies conform to brand philosophies and initiatives
Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate
Prepares sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings
Conducts sales strategy analysis and refines as appropriate to increase market share for all properties
Develops 6-month, 12-month and 2-year strategic action plans for management of cluster transient revenues
Manages inventory to maximize cluster rooms revenue
Ensures property diagnostic processes (PDP) are used to maximize revenue and profits
Initiates, implements and evaluates revenue tests
Provides market strategy expertise and leadership to general managers, property leadership teams and market sales leaders
Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization
Develops and manages internal key stakeholder relationships
Provides targeted and timely communication of results, achievements and challenges to the stakeholders
Interviews and hires employees with the appropriate skills to meet the business needs of the unit
Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job
Utilizes all available on the job training tools for employees
Communicates performance expectations in accordance with job descriptions for each position and monitors progress
Conducts employee performance appraisals according to Standard Operating Procedures
Administers bonus and incentive programs
Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team
Solicits feedback, utilizes an open door policy and reviews employee satisfaction results to identify and address employee problems and concerns
Manages employee progressive discipline procedures for areas of responsibility
Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results

Requirements

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
German speaking required

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Director of Revenue Strategy

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