Director Of Revenue Strategy

Hyatt   •  

Scottsdale, AZ

Industry: Hospitality & Recreation

  •  

Less than 5 years

Posted 72 days ago

This job is no longer available.

Summary

Position Objective
Provide leadership in the areas of pricing, distribution, revenue optimization, e-marketing, reservation sales, analysis, evaluation and resources necessary to achieve the hotel’s top-line revenue objectives.

Key Job Responsibilities:

Pricing and Analytics

  • Work jointly with the property ROC team and RVPSM or RDOSM to analyze findings of daily metrics to implement a results-driven action plan.
  • Development and execution of a strategic (demand-based) pricing plan for all room categories. Utilize key 3rd party reports (STR, Hotelligence, rate shopping tool) to aid in effectively pricing units.
  • Understand the hotel’s defined competitive market and defined comp sets and their relevance to each hotel/resort based on current/future market conditions and industry changes and fluctuations.
  • Utilize transient KPI report to identify trends as an early warning system to where future revenue opportunities may lie.
  • On an annual basis, participate in the crafting of the business plan, provide guidance to the mix of business, adr, rate positioning, and overall revenue and penetration strategies.
  • Complete ongoing detailed reservations evaluation including conversion, ACD reports, regrets/denials, call volumes shop call and training execution.

Group Optimization

  • Implement a group evaluation process to manage group inventory and rates based on key factors such as rooms/space ratio, pattern, ancillary contribution, etc. for the group sales team to utilize for a minimum period of twelve-eighteen months at all times.
  • Facilitate a group block management program to ensure contracted blocks are being maintained, forecasted, yielded, and released at appropriate times.

Electronic Distribution

  • Develop and maintain electronic distribution strategy to include 3rd party internet content and positioning, market manager relationships, and GDS distribution.
  • Monitor all electronic distribution sites on a regular basis to ensure all transient rates and available room types are loaded and accessible.
  • Partner with property ROC team, RVPSM, and AVP/Corporate Director Revenue Strategy to ensure property is utilizing the revenue enhancement plan (MK16) to make short-term tactical decisions around pricing, distribution, and a coordinated market effort to reach property goals.
  • Work directly with marketing manager and Sabre Marketing to create and implement web site and search engine optimization (SEOP), search engine advertising (SEA), and online marketing.
  • Work directly with key partners to implement a results-driven action plan to yield during high demand times as well as implement strategies during lower-demand times to steal share.

Metrics

  • Conduct weekly ROC meetings involving strategies for the next 12-18 months, competitive business analysis, financial room forecasts and budgets. DORO is responsible to ensure all key stakeholders show active and consistent participation in the weekly meetings.
  • Produce daily, weekly, monthly core group of reports such as day by day forecasts, market segmentation detail, channel distribution, and pace (group and transient).
  • Work with AVP/Corporate Director Revenue Strategy to ensure that a results-driven action plan is created from feedback received from property audit.
  • Maintain a strategy board to ensure property rates and restrictions are in alignment with overall demand, market pricing, hotel inventory, and rate parity across all distribution channels is adhered to.
  • Create hotel day by day (by segment) budget as part of the annual marketing plan process.
  • Work with key department heads of all ancillary revenue centers to ensure revenue objectives are being met by implementing a core group of reports and regular-scheduled meetings to foster the Revenue Optimization Community (ROC).

Leadership

  • Ability to effectively communicate challenges that arise in either property performance or processes to the GM, DOSM, RVPSM, and property ROC team.
  • Be able to influence change and demonstrate a sense of accountability and level of comfort during interactions with key stakeholders both at the property as well as the regional and corporate offices.
  • Promote a ROC community on-property by taking ownership and accountability of all reports that are produced and ensure meeting participation is solid.
  • Foster a cooperative working relationship with local competitor hotels in order to promote referrals as well as keep abreast of market demand and trends.
  • Develop and maintain a positive rapport with all DH&R hotels, DH&R corporate offices, as well as all market managers of utilized distribution channels, to build a strong, mutually beneficial partnership.
  • Partner directly with key constituents within hotel to ensure ancillary revenue objectives are being met.

Qualifications

Essential Functions

Skills and Abilities

  • Strong written and oral skills
  • Proficient in Excel
  • Willingness to travel 1-2 overnight trips a year for continuing education programs
  • Comprehensive understanding of demand evaluation and effective pricing
  • Ability to evaluate and execute a results-driven action plan
  • Experience managing projects independently and presenting conclusions to fellow team members, property ROC teams, and Regional support teams
  • Ideal candidate would also possess basic knowledge of key sales and revenue systems(Property Management Systems, Delphi, Synxis, and EZ Yield and/or SiteMinder

Experience

  • Minimum 2+ years of on-property hotel revenue management and e-commerce discipline focus
  • Extensive hotel experience with Excel, expert level preferred

Req ID: SCO003197