Director of Revenue Management

About the Role

The Director of Revenue Management is responsible for analyzing and maximizing revenue efforts across all hotel revenue streams. This role involves maintaining revenue management standards, measuring performance against established goals, and developing strategies to drive rate and occupancy growth. The position requires close collaboration with various departments to implement property-specific strategies and monitor market trends to ensure measurable improvements in demand and availability.

Responsibilities

• Analyze short and long-term forecasting and trends in group inventories and rates, including occupancy, goals, product lines, and strategic objectives.
• Review and analyze all defined and tentative group bookings, providing the General Manager with a qualified impact assessment on occupancy, average rate, and rooms profit.
• Understand hotel operations and adapt quickly to a constantly changing market.
• Oversee hiring and training of new Reservations team members, ensuring adherence to JW Marriott policies, standards, and procedures while delivering excellent customer service.
• Review contracts and coordinate with the Sales Team, Convention Services, and Accounting to ensure all group information is accurate and current.
• Handle guest interactions and resolve issues with professionalism and exceptional customer service.
• Monitor daily, weekly, and monthly market share reports to identify trends and opportunities versus the competitive set, ensuring targeted relative RevPAR positioning is achieved.
• Conduct sales strategy analysis and refine strategies to increase market share.
• Manage room authorizations, rates, and restrictions.
• Establish long-range objectives and specify strategies to achieve them.
• Perform additional duties and projects as assigned.

Requirements

• Excellent oral and written communication skills.
• Professional demeanor appropriate for a luxury environment.
• Proficiency in statistical and competitive analysis.
• Strong interpersonal skills and a full understanding of professional business ethics, decorum, and social skills.
• Ability to effectively address guest and employee concerns with empathy and proactive solutions.
• Experience managing revenue and expense financials, budgeting, and forecasting.
• Ability to align people, processes, structure, information, and communication systems to achieve business goals in a dynamic market.

Qualifications

• Four-year college degree required; MBA preferred.
• At least 5 years of experience in the Revenue Management field.
• In-depth knowledge of industry reports such as STR, Agency 360, and Demand 360.
• Proficient in Microsoft Excel, Word, and PowerPoint.
• One Yield Version 2 certification preferred.
• In-depth knowledge of High Performance Pricing, MARSHA, and FSPMS preferred.

Physical and Mental Demands

• Ability to stand, walk, and sit for extended periods.
• Ability to bend, stoop, and crouch as needed.
• Use of hands to reach, grasp, handle, pull, and push.
• Good near and far vision.
• Ability to hear, talk, and smell.