Senior Cluster Revenue Manager

JOB SUMMARY 

Responsible for delivering core Revenue Management services to the assigned property (or properties) and conducting all tasks that pertain to the function such as managing rooms inventory, rates, PMS and Revenue Management systems to maximize cluster rooms revenue and market share, forecasting, budgeting, business planning, the preparation of month end and ad-hoc analysis and strategy meeting documentation, the communication of rates, restrictions and strategies to the assigned property (properties) and the implementation of those in PMS and Revenue Management systems (ensuring system information is accurate). It further entails understanding of and communicating various Revenue Management philosophies as they pertain to brand and/or geographic strategies, communicating and educating the hotel(s) on correctly positioned pricing, competitive positioning and restrictions and the impact that they may have on the hotels’ revenue strategies as well as holiday and absence cover of the Revenue Management function for other hotels in the cluster if assigned. 

The individual holding this position will deputize the department in absence of the CDORS, lead Sales Strategy Meetings in all 4 hotels if required, conduct special projects as assigned and is responsible for team supervision and training. 

This position will report to the Cluster Director of Revenue Strategy for the hotels in the current portfolio of 4 hotels: The Ritz-Carlton, Doha, Sharq Village & Spa, a Ritz-Carlton Hotel, Sheraton Grand Doha Resort & Convention Hotel and Al Messila, A Luxury Collection Resort & Spa – of which one or more will be assigned.

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; 4 years experience in Revenue Management on managerial level, preferably with Marriott Intl.

          OR

• 4-year bachelor's degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 2 years experience in Revenue Management on managerial level, preferably with Marriott Intl.

Job Family Core Work Activities

• Aligns Strategy and Market Trends - Updating market knowledge and aligning strategies and approaches accordingly
• Monitoring Actual vs. Projected Sales - Compiling information, analyzing and monitoring actual sales against projected sales
• Demonstrating Leadership - Utilizing interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
• Achieving/Exceeding Goals - Achieving and exceeding goals including performance goals, budget goals, team goals, etc.
• Facilitating Strategy Meetings – Facilitating meetings to communicate and update the room strategy of the hotel to optimize revenue and profit
• Analyzing Data or Information - Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts
• Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them
• Executing on a Strategy - taking a predetermined strategy and driving the execution of that strategy
• Demonstrating Knowledge - Demonstrating knowledge of job-relevant issues, products, systems, and processes
• Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems
• Interacting With Computers - Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information
• Meeting the Needs of Key Stakeholders - Understanding and meeting the needs of key stakeholders (owners, corporate, guests, etc.)
• Communicating Information Timely - Informing and/or updating the executives, the peers and the subordinates on relevant information in a timely manner
• Exploring Business Opportunities - Exploring opportunities that drive profit, create value for clients, and encourage innovation; challenging existing processes/systems/products to make improvements
• Generating and Delivering Accurate and Timely Results - Generating and providing accurate and timely results in the form of reports, presentations, etc.

Job Specific Tasks

• Management of rooms inventory to maximize cluster rooms revenue 
• Managing rates and restrictions and communicating restrictions and strategies to properties 
• Taking a predetermined strategy and driving its execution
• Ensuring that restrictions, rates and strategies are modified market conditions fluctuate
• Preparation of the agenda and other supporting documents for sales strategy meetings and conducting weekly sales strategy meetings
• Providing revenue management functional expertise to property general managers, leadership teams and market sales leaders
• Implementation of hotel sales strategies in the PMS and Revenue Management systems in a timely manner
• Escalating technical questions related to the reservations and property management systems to the correct support desk in a timely manner
• Management of system audits
• Account diagnostics, analytics and monitoring transient and group inventory
• Monitoring the compliance with and participation in Company promotions and eCommerce channels 
• Ensuring that hotel strategies conform to brand philosophies and initiatives
• Checking distribution channels for hotel positioning, information accuracy and competitor positioning
• Completing monthly and full year forecasts as well as budgets and business plans
• Analyzing month end and other available systems data to identify trends, future need periods and obstacles to achieving goals
• Submitting reports in a timely manner, ensuing delivery deadlines
• Ensuring Revenue Management system and tool adoption to drive revenue and profit opportunities
• Completing all required online and off-line trainings
• Deputize the department in absence of the CDORS
• Team supervision and training

Management Competencies

• Leadership

• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace 

• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods

• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose 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

• Managing Execution

• Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals

• 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

• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed

• Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships

• 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 own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit

• Talent Management - Provides support 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 to manage everyday operations

• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct

• 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

• Other

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.