Overview

The Director of Revenue Management will play an integral part in the success of the hotel's overall business strategy and optimization. The position will be responsible for leading the overall property strategy in pricing, distribution, total revenue optimization, e-marketing, reservations, and yield management; all while focused on achieving the hotel’s top-line revenue objectives. This proven revenue executive will be part of a dynamic team focused on total profit management, group conversion, marketing, and exemplary guest service.

Responsibilities

Analysis, Reporting and Strategy: Work jointly with the property ROC team(s) and CoralTree Home Office team to develop and execute a strategic (demand-based) pricing plan, as well as understand the hotel’s defined competitive market, comp sets and their relevance based on current/future market conditions and industry changes and fluctuations.

• Work jointly with the property ROC team and Home Office to analyze findings of daily metrics to implement a results-driven action plan.
• Development and execution of a strategic (demand-based) pricing plan for all room categories. Utilize key 3rd party reports (STR, TravelClick, rate shopping tool, etc.) to aid in effective pricing.
• Understand the hotel’s defined competitive market and comp sets, and their relevance to the hotel based on current/future market conditions and industry changes and fluctuations.
• Utilize proprietary internal reporting platform report to identify trends as an early warning to where future revenue opportunities may lie.
• Ongoing detailed reservations evaluation including conversion, regrets/denials, and call volume.
• Accurate preparation and distribution of daily, weekly, monthly resort forecasts.
• Maintain rate parity.
• Monitor full-year pickup for risks/opportunity in strategies.
• Lead weekly revenue pricing and optimization meetings and full resort ancillary strategies.
• Participate in optimization of full resort pricing strategy including Spa, Catering/Banquets, outlet menus, recreation, parking, etc.
• Facilitate the group block management process as determined in concert with the sales leader to ensure contracted blocks are being maintained, forecasted, yielded, and released at appropriate times.
• Maintain same day sellout strategies including rates and channel distribution.
• On an annual basis, participate in the crafting of the business plan and budget; provide guidance to the mix of business, ADR, rate positioning, and overall revenue and penetration strategies.
• Responsible for overseeing Reservations team and ensure performance exceeds guest and hotel service expectations.

Group Optimization: Implement a group evaluation process to manage group inventory and rates based on key factors such as rooms/space ratio, pattern, ancillary contribution, etc.

• Facilitate a group block management program to ensure contracted blocks are being maintained, forecasted, yielded, and released at appropriate times.
• Facilitate a daily business review process that thoroughly reviews each piece of group business and its value to the over profitability of the property.

Electronic Distribution: Develop and maintain electronic distribution strategy to include 3rd party internet content and positioning, market manager relationships, and GDS distribution

• Monitor all electronic distribution sites on a regular basis to ensure all transient rates and available room types are loaded and accessible.
• Partner with property ROC team and Home Office team to ensure property is activating a short-term tactical marketing plan around pricing and distribution
• Work directly with marketing to create and implement web site and search engine optimization (SEOP), search engine advertising (SEA), and online marketing.
• Work directly with key partners to implement a results-driven action plan during high demand times as well as implement strategies during lower-demand times to steal share.

Metrics: Conduct weekly ROC meetings involving strategies for the next 12-18 months, competitive business analysis, financial room forecasts and budgets. DORS is responsible to ensure all key stakeholders show active and consistent participation in the weekly meetings.

• Produce daily, weekly, monthly core group of reports such as day by day forecasts, market segmentation detail, channel distribution, and pace (group and transient).
• Ensure that a results-driven action plan is created and implemented.
• Create hotel day by day (by segment) budget as part of the annual marketing plan process.
• Work with key department heads of all ancillary revenue centers to ensure revenue objectives are being met by implementing a core group of reports and regular-scheduled meetings to foster the Revenue Optimization Community (ROC).

Qualifications

• Comprehensive understanding of demand evaluation and effective pricing.
• Ability to evaluate and execute a results-driven action plan.
• Highly technical and proficient in the systems Synexis, Opera PMS, and IDEAS.
• A strong user of Excel and Power Point; Power BI knowledge is a must.
• Analytical approach to problem solving.
• Detail oriented with xcellent time management skills.
• Articulate and provide clear direction of a strategy.
• Is a proactive, self-starter who can work well both independently and as part of a team.