Complex Director of Revenue Management

Our client is a global hotel group with over 100 hotels in the USA.

The Director of Revenue Management is responsible for identifying and maximizing all potential revenue opportunities for the hotel. In today’s lodging environment, understanding channel and yield management is critical for maximizing revenues. The Director of Revenue Management is responsible for formulating long and short-term Revenue Management strategies and for overseeing their successful execution towards the advancement of RevPAR market share. This includes the analysis of revenue potential generated by the transient and group market segments as well as the market segmentation within transient and group.

One will combine this with catering and space utilization as well as other revenue considerations (i.e.: golf, spa, etc.) in order to determine the appropriate mix of business to achieve revenue potentials every day of every year.

• Establish hotel pricing levels in all segments of the market.
• Responsible for the daily room inventory management process and daily pricing process.
• Monitor competitor rates, positioning, strategies and data; maintain understanding of the dynamics of the local market and demand generators and present appropriate action plans to management.
• Monitor RevPAR index on STR report and provide critical analysis of performance on weekly and monthly basis.
• Monitor and communicate fluctuations in occupancy to operational departments so they can effectively manage staffing requirements and increase efficiency.
• Analyze local events and activities and project the effect of opportunities they create.
• Understand the macro and micro-economic variables affecting supply and demand in the local marketplace, and use this knowledge to create accurate operational and financial room revenue forecasts.
• Perform unconstrained demand analysis to determine optimal business mix.
• Responsible for all short and long term forecasts including Weekly Forecasts, 30 60 90 Forecasts, In the month forecasts, and Full year forecasts.
• Oversee process for evaluating all opportunities for contracted business (group, wholesale, corporate negotiated, etc.) presented through the Sales department. Ensure that process enables high speed of response while maximizing profits.
• Prepare annual Rooms revenue budget.
• Chair weekly Revenue Strategy meetings in order to formulate and disseminate strategies and tactics.
• Prepare and present quarterly presentations to ownership.
• Ensure all distribution channels have correct content and pricing.
• Develop and maintain relationships with other market Directors of Revenue to create a network of peers in your community
• Coordinate survey activities involving marketing and service opportunities to further enhance revenue potential.
• Actively develop all subordinates, ensuring that they have opportunities to grow their Revenue Management and leadership skill base through personal attention, internal/external training and participation in industry events.
• Responsible for Internet Marketing such as pay per click campaigns, e-mail blasts, GDS advertising, etc.
• Communicate any strategy changes or update any calendars for the sales team to use.
• Manage and communicate group cut off dates. Run a group rooms control log (GRC) as well as pick up report from Property Management System (PMS) for 90 days. Verify pick up to actual block, cut off date, and whether or not you should extend, etc.
• Update the Daily Market Segment Analysis (DMSA). Ensure accuracy from the daily Flash Report. Review actual performance versus Potential performance.
• Complete all required month end reports with detailed analysis. If necessary, complete action plans for the property to follow to create additional production/revenue.
• Re…