Director of Revenue Management

The Director of Revenue Management is responsible for the maximization of revenue, profit, and market share associated with rooms and function spaces. Demonstrates excellent leadership skills by educating others and ensures understanding and gains buy-in of the revenue management processes associated with demand, revenue, forecasting, opportunity analysis, and inventory management. Works with hotel leaders to recommend and identify future markets, hotel opportunities, guide hotels sales strategy and pricing for transient, group, and catering. This position can be remote with monthly office/hotel visits.

Responsibilities

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  -Maximizes revenue, profit, and market share associated with rooms and function space of assigned hotels.
  -Partners with GM and Sales Leaders' to ensure a strategic mix of business and pricing strategies are set based on market conditions to achieve sell out efficiency, targeted marketing, maximized revenue, profitability and Annual Budget/Business Plans are aligned.
  -Establish hotel pricing levels in all segments and room types by monitoring competitor rates, positioning, strategies and data; maintain understanding of the local market and demand generators and present action plans to management.
  -Responsible for the daily room inventory management process and daily pricing process.
  -Effectively works with people, creating teamwork, taking charge, generating enthusiasm, motivating and using an uplifting and lead-by-example leadership approach.
  -Ensure sales training is provided to Front Office and Reservation associates.
  -Continuous analysis of competitive set, price positioning, seasonality and mix.
  -Use all Yield Management tools available to maximize efforts. Develop appropriate selling strategies to include recommendations on rate, arrival patterns, length of stay, and discount rate availability.
  -Manage property participation and production through relevant Internet sites and other distribution channels (CRO, GDS, ADS, and Travel Agency Consortiums).
  -Develop monthly room's revenue forecast to be accurate within 5%.
  -Review & analysis of Online Reputation management tool and online marketing analytics.
  -Perform special projects and other responsibilities as assigned. Participate in task forces and committees as requested.
  -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.
  -Responsible for the maintenance of any software programs which contribute to the management of rooms revenue, including the CRS, RMS, PMS and Sales & Catering system.
  -Monitor RevPAR index on STR report and provide critical analysis of performance on weekly and monthly basis.
  -Prepare annual Rooms revenue budget.
  -Chair weekly Revenue Strategy meetings in order to formulate and disseminate strategies and tactics. Ensure that prior decisions are re-visited in this forum in order to evaluate their effectiveness and promote learning.
  -Prepare and present monthly presentations to ownership and the corporate operations team.
  -Ensure all distribution channels have correct content and pricing.
  -Develop and maintain a close relationship with the market manager of all OTAs to maximize the opportunities with these channels.
  -Develop and maintain relationships with other market Directors of Revenue to create a network of peers in your community
  -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 Digital Marketing such as pay per click campaigns, e-mail blasts, GDS advertising, etc.
  -Establish and communicate sales strategy for day, week, month and rolling 12 months.
  -Communicate any strategy changes or update any calendars for the sales team to use.
  -Analyze prior night successes: Did the hotel sell out? Were the right decisions made for overselling?
  -Place test calls to Central Reservation Office (CRO) and property to ensure accuracy of rate quoting, restrictions and selling approach.
  -Manage and communicate group cut off dates and verify pick up to actual block and cut-off dates.
  -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.
  -Review Agency 360 reports for trends, booking windows and sources of business as well as rates compared to competition.
  -Review volume account production with Transient Sales Manager and Director of Sales.

About the Company:
CN Hotels HQ Florida