Market Director Revenue Strategy – Paris

JOB SUMMARY 

Provides leadership to a team of revenue management associates for a set of hotels and functions as the strategic business leader of revenue strategy for Paris (single unit hotels in the French provinces and/or Maghreb Countries might be also part of the remit).  Responsible for maximizing revenue and profit associated with rooms and function space within the cluster.  Position is accountable for pricing, positioning and inventory management of transient, group and catering. Works closely with the hotel GMs and sales strategy teams to develop the hotels’ sales strategy and ensure implementation. 

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 revenue management preferably in a cluster leadership role.

OR

• 4-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in revenue management preferably in a cluster leadership role.

CORE WORK ACTIVITIES

Managing Revenue Management Projects and Strategy 

• Provides market strategy expertise and leadership to general managers, property leadership teams and market sales & marketing leaders.
• Identifies and communicates revenue and profit opportunities to property leadership teams and the sales & marketing organization and determines sales strategies to maximise the opportunities.
• Establishes and maintains effective and rational pricing strategies for rooms and function space.
• Responsible for forecasting for Rooms and Catering revenues; Budgeting and Business Planning.
• Analyses competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
• Develops and executes the hotel(s) strategic plan(s).
• Ensures hotel strategies conform to brand philosophies and initiatives.
• Optimises and evaluates effectiveness of property participation in electronic sales channels.
• Monitors demand patterns to determine sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate to meet hotel goals.
• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.
• Monitor yield management efforts to maximize revenue and profit, working with Marriott’s proprietary award-winning yield management system.
• Assists hotels with pricing and provides input on business evaluation recommendations.
• Analyses demand and pace to identify trends, future need periods and obstacles to achieving goals.
• Acting as a business partner to proactively enable discussions with stakeholders regarding mix and strategy across multiple years into the future for Transient, Group and Catering segments.
• Develops and manages internal key stakeholder relationships.
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.
• Participate in weekly sales strategy meeting, providing strategic direction, recommendations and supporting documentation.
• Communicates brand initiatives, demand and market analysis to stakeholders, proactively seeks Market Intelligence to give context to performance and strategy.
• Developing and managing key stakeholder relationships in a proactive manner including the Hotel General Manager & Leadership Team; the Area & Continent Leaders and Asset Managers / Owners.
• Promote discipline awareness amongst stakeholders and facilitate training in the revenue management function.

Analyzing and Reporting Revenue Management Data

• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.
• 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.
• Generates updates on transient segment each period.
• Works with Area Director, Market GM and GM’s to assist in pricing analyses for all products in Market.
• Compiles information, analyzes and monitors actual sales against projected sales.
• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Uses computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
• 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.
• Evaluates effectiveness of property participation in electronic sales channels.
• Assists with account diagnostics process and validates conclusions.

Managing and Conducting Human Resources Activities

• Interviews and hires employees with the appropriate skills to meet the business needs of the units.
• Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job.
• Uses all available on the job training tools for employees.
• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.
• Conducts employee performance appraisals according to Standard Operating Procedures.
• Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team.
• Solicits feedback, utilizes an “open door” policy and reviews employee satisfaction results to identify and address employee problems and concerns.
• 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.

MANAGEMENT COMPETENCIES