Apr 17, 2017
Description Marriott International offers you the opportunity to find the hospitality job and career journey that’s right for you. With more than 4400 properties and 19 brands you’ll find us in your neighborhood and in more than 87 countries across the globe. Find Your World™ at Marriott. Qualifications Job Summary: Functions as the Strategic Business Leader of the Revenue Management Remote Solutions Team for the Middle East and Africa; has overall responsibility for maximizing revenue and profit associated with rooms revenue in the participating properties. Position is accountable for pricing, positioning and inventory management of transient and group segments. 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 ensures implementation. Identifies future revenue opportunities and effectively communicates strategies to the sales organization. Accountable for managing the Revenue Management Remote Solutions business unit with 4 direct reports. Business Context: The Director of Revenue Strategy – Revenue Management Remote Solutions Middle East and Africa, is accountable for the strategic performance of 17 Hotels across the continent with 3,688 rooms and total annual revenues of $200M. Responsible for setting the strategic direction and developing the pricing strategy in all segments for the cluster hotels with the ultimate goal of driving maximum profitable total rooms revenue and growing market share for Marriott managed properties in the shared services. Developing and managing all stakeholder relationships are crucial for this role coupled with leading a team of 4 associates. Candidate Profile: Experience • Previous Marriott Director of Revenue Strategy for multi-property / cluster • Equivalent experience from International Competitor Chain Skills and Knowledge • Knowledge of technical and managerial applications of reservation systems and their utilization by each brand • Knowledge of total hotel revenue management concepts and processes • Knowledge of transient, group and catering customer segments and strategy • Knowledge of the pricing process for Business Travel Sales accounts • Knowledge of all Marriott Lodging products, cultures and brand strategies • Knowledge of need time strategy as developed by Revenue Management • Ability to interpret market data and apply to sales strategy • Knowledge of group segment strategy, pricing processes and tools used • Ability to set accurate account and revenue goals for different properties • Ability to develop and implement successful sales strategies for multiple properties • Knowledge of guest rooms and hotel operations • Financial management skills e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning • Strong presentation and platform skills • Strong customer and associate relation skills • Strong communication skills (verbal, listening, writing) • Effective decision making skills • Ability to influence others • Effective coaching and development skills • Good training/facilitator skills • Strong organization skills • Ability to use standard software applications, complex spreadsheet software, analytical tools and hotel systems including SFA, NGS, Delphi, etc. • Strategic planning skills • Ability to evaluate business trends and modify business strategies accordingly • Ability to execute against the strategy; drive results • Strong problem-solving skills • Strong consensus building skills • Strong analytical skills • Good negotiation skills • Effective conflict management skills • Effective change management skills • Ability to develop and maintain relationships e.g., associates, customers, vendors • Ability to use standard software applications and hotel systems • Knowledge of overall hotel operations as they affect department Education or Certification • High school diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred. Technical Expertise: The following are specific responsibilities and contributions critical to the successful performance of the position: Market Strategy • Provides market strategy expertise and leadership to general managers, property leadership teams and market sales leaders. Understands and accurately represents individual property sales needs. • 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. • 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. • Evaluates effectiveness of property participation in electronic sales channels. • Continually analyzes competitive sets, price positioning, seasonality, mix and displacement. • Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization. • Provides critical input to market leaders for development of property and overall market sales strategy. • Ensures hotel strategies conform to brand philosophies and initiatives; ensures brand systems are used to manage inventory, demand and pricing. • 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. • Proactively manages inventory to maximize cluster rooms revenue. • 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. Makes recommendations and works with hotel leaders to accomplish brand/market objectives and initiatives. • Each period, generates updates on transient segment; continually analyzes transient booking patterns. • 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. • Ensures property diagnostic processes (PDP) are used to maximize revenue and profits. • Initiates, implements and evaluates revenue tests. • Proactively develops and manages internal key stakeholder relationships. • Provides targeted and timely communication of results, achievements and challenges to the stakeholders. • Provides recommendations to improve effectiveness of revenue management processes. • Communicates brand initiatives, demand and market analysis to hotels/clusters/franchise partners/owners. • Communicates market direction to revenue management, sales and hotel leaders. • Understands and communicates the value of the Marriott name as it relates to franchise partnerships and revenue management opportunities. • Promotes and protects Marriott brand equity. • Is liaison, when necessary, between property and regional/corporate systems support. • Accurately prepares and participates in the weekly and long range forecasts. • Participates in quarterly regional reviews. • Works with sales strategy team to ensure proper pricing and positioning of the properties in the market. • Attend sales strategy meetings to provide input on weekly and overall sales strategy. • Contributes to development of segment strategy group, transient and catering. Human Resources • Train sales strategy team members on key areas of revenue and yield management. • Administers bonus and incentive programs. • Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the operation. • Develops, implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job. • Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes. • Communicates performance expectations in accordance with job descriptions for each position and monitors progress. • Conducts hourly associate performance appraisals according to Standard Operating Procedures. • Administers the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities. • Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team. • Actively solicits associate feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems or concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary. • Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process. • 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. • Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an ongoing associate recognition program. Financial Management • Collaborates with Director of Finance to develop annual operating budget for all hotels. • Reviews and manages budget including controllable expenses such as operating supplies, travel expenses, etc. within budget guidelines. • Participates in preparation of transient rooms budgets and is actively involved in preparation of total rooms budget. • Manages staffing levels to meet business needs. Oversees labor scheduling and corresponding expenses for wages, bonuses and benefits. • Processes period end reporting and critique. Communicates financial results to appropriate stakeholders. Other • Performs other duties as assigned to meet business needs. Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws .
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