Address
Form of workThe Kessler Collection is made up of 11 artful hotel and resort properties, 25 restaurants, and over 1,800 Grand Performers across 7 states, we continue to grow and so will you! The opportunities are endless. Our mission of inspiring places, intuitive service, and exuberant guests means we are committed to our Grand Performers learning, development, and well-being.
We believe people want to be inspired!
Our Grand Performers Receive Many Benefits Including:
- Marriott Employee Discounts Worldwide
- Competitive Wage & Discretionary Bonus Program
- Medical, Dental, Vision Insurance
- Company-Sponsored Life Insurance
- Short & Long-Term Disability Insurance
- Pet Insurance
- Tuition Reimbursement Program
- 401(K) with Discretionary Company Matching Contributions
- Employee Assistance Program
The Corporate Director of Revenue Management is responsible for leading the revenue management team to yield revenue at a portfolio of multiple properties and maximize potential profit through employed rates and strategies in order to hit budgeted goals. The desired candidate must possess strong leadership and communication abilities and analytical skills to use systems data to make successful yield decisions.
CORE RESPONSIBILITIESPrimary areas of responsibility include, but are not limited to the following:
1. Oversee the ADORM’s (Area Director of Revenue Management) in pricing and performance strategies for the hotels based on pace, demand, competition, market trends and budget, continually reviewing and updating as needed.
2. Present and communicate to corporate leadership and hotel ownership on performance metrics, trends and concerns, coming up with solutions for challenges to implement with thoughtful planning and synergy with other departments.
3. Work together with the Corporate Director of Sales to align revenue and business mix goals and group processes.
4. Ensure optimal setup of brand and third-party channels, room types and rate categories, including types of discounts available and pricing tiers.
5. Attend yield calls of each property on a quarterly basis to review hotel’s performance, current pace, daily pricing and strategies. Lead regular strategy review sessions (Playbooks) for high risk properties.
6. Oversee forecasting process to accurately determine hotels’ pace to budgeted goals, communicating pace concerns with the corporate team, and monitoring forecast accuracy.
7. Monitor the usage and performance of the brand revenue management systems, working with the ADORM’s to improve system accuracy.
8. Stay current in brand developments and lead implementation of all revenue management initiatives, determining optimal processes and responsibilities.
9. Oversee strategic planning with the ADORM’s to determine collection-wide marketing activities and promotions based on all hotels’ needs, including eBlasts, OTA specials, and brand promotions. Review promotion production following each campaign period.
10. Monitor performance of the ADORM’s providing guidance to their strategy and individual hotel interactions. Deliver regular feedback, compile monthly balanced scorecard reviews, and complete annual performance appraisals of the ADORM’s.
11. Oversee the GRC team (Group & Reservations Coordinators), incorporating the property Directors of Sales for performance and challenges.
12. Communicate new brand changes with hotels and corporate leadership to guide process and implement needed strategies.
13. Review reporting as it relates to overall revenue performance, communicating strategy changes and implications to corporate leadership.
14. Work with the Corporate Directors of Business Transient and Luxury Sales to align strategies for those segments, looking for new account and revenue opportunities and determine seasonal pricing for annual corporate and wholesaler accounts, working with the ADORM per property to analyze production and strategies.
15. Communicate need periods and high priority properties to the Marketing department, and determine special seasonal campaigns for visibility efforts.
16. Lead the annual budget process for the rooms department, setting budgets by month and segment for the upcoming year.
17. Manage key partners, including Marriott Revenue Management team, Central Reservations Office call center, brand contacts, and STR with responsibility of Trend reporting, STAR distribution lists.
18. Provide support to DOSC’s of on-property Group Coordinator management for recruiting, hiring and training of all GRC’s.
19. Lead weekly meetings with the revenue management team, and attend weekly and monthly meetings of the sales executive team to ensure inter-departmental communication of needs and strategies.
20. Lead bi-weekly meetings of GRC team to identify challenges and areas of progress to improve performance.
21. Be the expert on global industry trends, behaviors and conditions to communicate to corporate and hotel leadership with implications to hotel performance and appropriate changes in forward strategy.
22. Train all new ADORM’s with ongoing support and development.
23. Complete feasibility studies and analytics for new hotel development opportunities.
24. Responsible for revenue management responsibilities of new properties to include systems configuration, strategy determination, budget build, and all other pre-opening planning and needs.
25. Designated travel to perform property revenue audits, competitor site visits, industry conferences and departmental required events.
KNOWLEDGE, SKILLS, AND ABILITIESTo perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent.
1. Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
2. Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
3. Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
4. Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
5. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
6. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
7. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
8. Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
9. Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
10. Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
11. Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
12. Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
13. Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
14. Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
15. Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
16. Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
17. Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
18. Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
19. Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
20. Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
MINIMUM QUALIFICATIONSEducation, Certifications, Work Experience:
1. Associate’s degree - preferred
2. Hospitality or related industry experience - required
3. Previous revenue management experience – required
4. Proficient in Microsoft Office and Excel - required
5. Valid Driver’s License – required
6. Knowledgeable of hotel market - preferred
WORK ENVIRONMENTThe work environment/conditions described herein are representative of those that an incumbent may experience.
- Must be comfortable working in a shared space, with constant noise, without the use of a private office.
- Must be able to cope with frequent changing priorities and deadlines with a high degree of optimism, professionalism & collaboration.
- Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.
The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job.
- While performing the duties of this job, the incumbent is regularly required to move 10lbs on a daily basis.
- Push, pull, and lift up to 50lbs on a weekly basis.
- While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane, or other means of transportation which require sitting, waiting, and standing for long and short periods of time.
