Area Director of Revenue Management - CALA

Posting Date Apr 19, 2018
Job Number 180014BK
Job Category Revenue Management
Location CALA Regional Office, Plantation, Florida
Brand Corporate
Schedule Full-time
Relocation? Yes
Position Type Management

Start Your Journey With Us

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed.  We believe a great career is a journey of discovery and exploration.  So, we ask, where will your journey take you?

The Area Director of Revenue Management (ADRM) provides support to cluster and hotel revenue management teams across specified brands or in the defined geographic area they support. This position works closely with Area Vice Presidents (AVPs), General Managers and revenue teams to ensure proper strategies are in place to optimize total hotel revenue, including pricing strategy, mix management, inventory management strategies and business evaluation approaches that drive profitable revenue and RevPAR index.

CANDIDATE PROFILE

• 4-year degree from an accredited university in Business Administration, Finance, Accounting, Hotel and Restaurant Management, or related
• 6 years of relevant professional experience in revenue management or related function, demonstrating progressive career growth and pattern of exceptional performance.
• Fluent in Spanish required

Key Experience

• Experience leading and managing large scale initiatives and managing associated change.
• Experience evaluating business trends.
• History of consistently delivering business results.
• Lodging Industry experience
• Mastery of both the technical and strategic functions of Revenue Management (Inventory Management, Revenue Analysis, Business Evaluation and Market  Strategy).
• Strong working knowledge of the most current pricing and yield management systems, processes, and principles.
• Demonstrated ability to take large volumes of complex information and present it in a clear and concise manner to senior management, owners and franchisees.
• Strong team player; ability to successfully influence stakeholders at all levels in the organization.

• Act as the discipline expert to cluster and hotel leadership.  Provide insight and context to revenue leaders, and help them meet their goals.  Be a sounding-board for revenue management ideas and issues.
• Actively engage in owner support as the discipline advocate.  Develop appropriate franchise and owner relationships. Ensure that owners & franchisees are considered partners in designing and implementing Revenue Management initiatives and practices.
• Provide recommendations on cluster and hotel pricing strategies, including transient, group and catering segments.
• Understand and communicates the value of Marriott International and Marriott Brands as they relate to owners, franchise partnerships, and revenue management opportunities.
• Provide pre-opening and conversion support to ensure effective pricing and revenue strategies are in place prior to hotel opening.
• Ensure that revenue, sales and marketing leaders in the region understand and actively support MI promotion, Digital and Global Distribution strategies.
• Provide insights and solutions to Sales leaders to ensure proper execution of individual hotel segment and revenue strategies. 
• Assist in the development of key company-wide initiatives by providing timely and detailed feedback, as well as commitment and support.  Enlist the help of regional revenue leaders and Sales, Marketing and Revenue Management (SMR) Analytics team as appropriate.
• Ensure brand standards are implemented and complied with in all revenue management efforts.
• Understand, support and implement MI’s overall transient and group pricing strategy.
• Lead the review process to help property teams identify trends and opportunities to maximize revenue for transient, group, and catering segments.
• Direct hotels and clusters on effective Strategy Meetings processes, ensuring a Total Hotel Revenue Management focus.
• Conduct audits to ensure system adoption practices are in place to optimize revenues in distribution, inventory, and yield management systems.
• Determine and communicates best practices and learnings.
• Partner closely with VP Sales & Marketing on cross functional initiatives. Also partners with Marketing and Digital leadership on the pull through of key discipline strategies.
• Combine the latest technology with up-to-date business concepts to maximize total hotel revenue.
• Communicate business trends to all area properties as well as key events in the city that will impact demand.

MANAGEMENT COMPETENCIES

• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action.
• Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.
• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses 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.
• Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

• Building a Successful Team - Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.
• Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.
• 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.

• Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder 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.
• Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

• Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

• Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
• Continuous Learning - Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application.
• Strategy Knowledge - Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage business operations and generate innovative solutions to approach function-specific strategic work challenges.
• 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.
• 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.
• Research-Skill in collecting information from a variety of sources relating to market data, historical use, travel and tourism, real estate, etc. The ability to know when to seek addition information and where to look to find it.
• Analysis-The ability to analyze and summarize detailed data and make recommendations. Included is the creation and maintenance of spreadsheets for storing data.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
• Reading Comprehension - Understands written sentences and paragraphs in work related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience