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Director, Revenue Management Advisory Service, Japan

Tokyo Area Office & CEC
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JOB SUMMARY 

Oversees a team of revenue managers to service hotels that opt into RMAS Managed Hotel Support, as the strategic business leader of revenue strategy for those properties.  Provides recommendations on strategic and analytical leadership, as well as expertise to drive top-line property revenues for Revenue Management Advisory Services (RMAS) participating properties across a defined geographic area. Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis.  Provides recommendations primarily in the areas of pricing strategy and mix management. Drives consistency in operational execution for the hotels they support.  Manages team, verifying services are effectively deployed and providing day-to-day direction to Revenue Managers.  Provides revenue support to Business Partners in other disciplines (e.g., Sales and Finance). 

CANDIDATE PROFILE 

Education and Experience

  • 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 6 years’ experience in the revenue management, sales and marketing, or related professional area.

OR

  • 4-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years’ experience in the revenue management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES

Managing Revenue Management Projects and Strategy 

  • Provides strategic and analytical leadership and expertise to drive top-line property revenues for RMAS contracted managed properties. 
  • Communicates the services that the RMAS team provides and solves for existing gaps.
  • Provides account management for key ownership and stakeholder accounts.
  • Serves as revenue management operational leadership contact for AVPs, Area Directors and General Managers.
  • Manages team, verifying services are effectively deployed and providing day–to-day direction to Revenue Managers.
  • Provides revenue insight and context to help property leaders meet their goals. 
  • Partners with property leaders to discuss and develop revenue management ideas, strategies, and identify issues.
  • Identifies creative and practical opportunities and develops efficiencies. 
  • Provides critical input to market leaders for development of property and overall market sales strategy.
  • Executes and implements new processes to support business model.
  • Develops and directs the efforts of key department and discipline objectives.
  • Provides input to enhance and develop tools for better and more efficient analysis.
  • Develops specific goals and plans to prioritize, organize, and accomplish work.
  • Sells ideas and influences diverse group of stakeholders, including Area Vice Presidents, Area Directors and GMs on revenue strategies. 
  • Proactively sells services to increase participation
  • Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).
  • Provides Revenue Support to Business Partners in other disciplines (e.g., Sales and Finance). 
  • Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions. 

Analyzing and Reporting Revenue Management Data

  • Provides strategic and analytical leadership for managed hotels participating in RMAS to verify the achievement of (hotel) revenue objectives.
  • Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
  • Analyzes information and evaluates results to choose the best solution and solve problems.
  • Translates or explains what information means and how it can be used.

Managing and Conducting Human Resources Activities

  • Builds teams to support the organizational needs.
  • Interviews and hires employees with the appropriate skills to meet the business needs of the units.
  • Uses all available on the job training tools for employees.
  • Communicates performance expectations in accordance with job descriptions for each position and monitor’s progress.
  • Conducts employee performance appraisals according to Standard Operating Procedures.
  • Establishes and maintains open, collaborative relationships with employees and verifies employees do the same within the team.

Building Successful Relationships

  • Identifies and communicates revenue and profit opportunities to area and property leadership teams and sales organization.
  • Develops and manages internal key stakeholder relationships.
  • Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

MANAGEMENT COMPETENCIES 

Leadership
  • Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment. 
  • Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.
  • Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
  • 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.
Managing Execution
  • Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
  • Driving for Results - Focuses and guides others in accomplishing work objectives.
  • Planning and Organizing  - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.
Building Relationships
  • Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer 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.
Generating Talent and Organizational Capability
  • Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, 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 Personal Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
  • Business Acumen - Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
  • 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.
  • 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 and interpreting pricing and inventory reports. 
  • Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.
  • Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek addition information and where to look to find it.
  • Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually in order to maximize revenue/profit across all segments.
  • Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball.
  • Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.
  • Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
  • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
  • Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
  • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
  • Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.