JOB SUMMARY

• Responsible for maximizing revenue and profit associated with rooms and function space inventory in participating cluster properties
• Accountable for pricing, positioning, and inventory management of transient, group and catering in a given cluster
• Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis
• Works with the sales strategy team to develop the hotel(s)’ sales strategy and ensure implementation
• Identifies future revenue opportunities and effectively communicates strategies to the sales organization.

MAIN DUTIES / RESPONSIBILITIES:

Job Family Core Work Activities:

• Meeting the Needs of Key Stakeholders - Understanding and meeting the needs of key stakeholders (owners, corporate, guests, etc.)
• Aligns Strategy and Market Trends - Updating market knowledge and aligning strategies and approaches accordingly.
• Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.
• 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.
• Working with Sales and Marketing - Working closely with Sales and Marketing for business opportunities, aiming to increase profitability of the organization.
• Achieving/Exceeding Goals - Achieving and exceeding goals including performance goals, budget goals, team goals, etc.
• Monitoring Actual vs. Projected Sales - Compiling information, analyzing and monitoring actual sales against projected sales.
• Executing on a Strategy - Taking a predetermined strategy and driving the execution of that strategy.
• Analyzing Data or Information - Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Developing and Executing Business Plans - Thinking creatively and practically to develop, execute and implement new business plans.
• Interacting With Computers - Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
• Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
• Interpreting the Meaning of Information for Others - Translating or explaining what information means and how it can be used.
• Attending Strategy and Management Meetings - Attending meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
• Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.

Job Specific Tasks:

• Provides market strategy expertise and leadership to general managers, property leadership teams and market sales leaders.
• Develops the Business Outlook Strategy.
• Determines sales strategies and communicates to market sales leadership, marketing communications teams and property leadership.
• Establishes and maintains effective and rational pricing strategies for rooms and function space.
• Develops and executes the hotel(s) strategic plan(s).
• Oversees the annual pricing process for transient, group and catering rooms, function space and audio-visual.
• Evaluates effectiveness of property participation in electronic sales channels.
• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
• Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization.
• 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 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.
• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.
• Develops 6-month, 12-month and 2-year strategic action plans for management of cluster transient revenues.
• Manages inventory to maximize cluster rooms revenue.
• 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 Leadership and GMs to assist in pricing analyses for all products in Market.
• Assists with account diagnostics process and validates conclusions.
• Ensures property diagnostic processes (PDP) are used to maximize revenue and profits.
• Initiates, implements and evaluates revenue tests.
• Develops and manages internal key stakeholder relationships.
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.