Cluster Director of Revenue Management, Hong Kong

JOB SUMMARY
Functions as the Strategic Business Leader of Revenue Strategy in the Market. This position has overall responsibility for balancing the financial objectives of its properties to maximize total revenues.  Position is accountable for pricing, positioning and inventory of all hotels within the market.  Works along side with other business partners to oversees all processes associated with demand, revenue, inventory, forecasting and opportunity analysis.  Will Act as primary contact for and maintains productive relationships with all stakeholders including hotel GM’s, sales leaders, franchisees, owners and area team.
Responsible for maximizing revenue and profit associated with rooms and function space inventory across the three customer segments of transient, group and catering for a cluster of hotels.  Recommends and maintains pricing, positioning, and the management of inventory for rooms and function space.  Oversees the processes associated with maximizing revenue from existing demand, forecasting and opportunity analysis (to include seasonality, competitive, positioning and displacement); Ensures these strategies are effectively implemented.  Identifies future opportunities and effectively communicates strategies to the sales organization.

CANDIDATE PROFILE 
Education and Experience:
•    Bachelor’s Degree from an accredited university in Hospitality Management or Business Administration is preferred.
•    Market experience is a strong plus
•    Multi brand experience requested
•    Team Management within a complex market required
•    Experience within the sales organization is a plus

Skills and Knowledge:
•    Pricing knowledge for Business Travel Sales accounts.
•    Interpret market data to inform sales strategy.
•    Set accurate revenue goals for different properties.
•    Develop and implement successful sales strategies for multiple properties.
•    Strong analytical skills for market, inventory, and pricing analysis.
•    Knowledge of guest rooms and hotel operations.
•    Financial management skills for P&L analysis, budgeting, forecasting, and planning.
•    Excellent presentation and communication skills (verbal, listening, writing).
•    Effective decision-making and influence skills.
•    Strong coaching, development, and training abilities.
•    Strong organizational and strategic planning skills.
•    Execute strategy and drive results.
•    Adapt strategy based on business trends.
•    Strong problem-solving and consensus-building skills.
•    Good negotiation and conflict management skills.
•    Effective change management abilities.
•    Build and maintain relationships with associates, customers, vendors and owners.
•    Proficiency in standard software applications and hotel systems.
•    Overall knowledge of hotel operations and their impact on the department.

CORE WORK ACTIVITIES:
I.    Major Responsibilities:
•    Revenue Management in combination with Sales Strategy Team 
•    Leadership determines sales strategies and communicates to market 
•    Sales leadership, marketing communications teams and property leadership.
•    Recommend and maintain effective and rational pricing strategies for rooms and function space.
•    Leads the annual pricing process for transient, group, catering, function space and audiovisual.
•    Develop and execute the hotel(s) strategic plan and budget.
•    Evaluates participation in electronic channels

II.    Technical Skills:
Revenue Management  
•    Provides revenue management functional expertise and leadership to general managers, Market office and property leadership teams and market sales leaders. Understands and accurately represents individual property sales needs.
•    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.
•    Develops 6-month, 12-month and 2-year strategic action plans for management of market revenues.
•    Proactively manages inventory to maximize cluster rooms revenue.
•    Assists hotels with pricing and provides input on business evaluation recommendations.
•    Works with MDRS Analytics to analyze 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.
•    Assists with account diagnostics process and validates conclusions.
•    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.

Human Resources 
•    Ensures managers participate in the unit’s orientation program and receive the appropriate new hire training to successfully perform their job.
•    Selects staff with the appropriate skills in a timely manner to meet the business needs of the unit.
•    Train sales strategy team members on key areas of revenue and yield management.
•    Sets goals and expectations for direct reports using the performance appraisal process and holds staff accountable for successful performance; coaches team by providing specific feedback to improve performance.  Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.
•    Creates appropriate developmental plans and develops team members based on their individual strengths, development needs, career aspirations and abilities.
•    Administers bonus and incentive programs.
•    Establishes and maintains open, collaborative relationships with direct reports and all members of the team; is visible and accessible to associates.
•    Ensures that regular, ongoing communication is happening with the team (e.g., staff meetings).
•    Utilizes associate feedback and an “open door” policy to identify and address associate problems or concerns in a timely manner.  Ensures associates are treated fairly and equitably; brings issues to the attention of Human Resources as necessary.
•    Ensures disciplinary procedures and documentation are completed according to Standard Operating Procedures (SOPs).
•    Celebrates successes and publicly recognizes the contributions of team members.
•    Ensures participation in community service events sponsored by Marriott International to build teamwork and enhance community relationships (e.g., Community Clean-up Day, visits to senior citizens homes, homeless shelters).

Financial Management
•    Collaborates with Directors of Finance and MDRS Analytics to develop annual operating budget.
•    Reviews and manages Revenue Management Market budget including controllable expenses such as operating supplies, travel expenses, etc. within budget guidelines.
•    Manages staffing levels to meet business needs.  Oversees labor scheduling and corresponding expenses for wages, bonuses and benefits.

Other
•    Performs other duties as assigned to meet business needs.

MANAGEMENT COMPETENCIES 
Leadership

•    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.

Managing Execution
•    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.

Building Relationships
•    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.

Generating Talent and Organizational Capability 
•    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.

Learning and Applying Professional Expertise
•    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.
o    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.
•    Basic Competencies - Fundamental competencies required for accomplishing basic work activities. 
o    Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
o    Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
o    Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
o    Reading Comprehension - Understands written sentences and paragraphs in work related documents.
o    Writing - Communicates effectively in writing as appropriate for the needs of the audience.