Job Summary
Responsible for directing the overall coordination and implementation of sales, distribution, and revenue management initiatives to maximize performance at portfolio properties. Ensuring property performance is achieved through the sales, distribution, and revenue success for the region. Work with the regional and corporate teams to effectively communicate and develop sales plans and actions to drive financial results for both domestic and outbound revenue performance to the portfolio.
Essential Duties and Responsibilities
General
· Reviews and provides input to the annual business plan and longer-term strategic plans of the hotels, ensuring these are in line with the Group’s sales and revenue goals and overall objectives of the Company.
· Works with the brand and revenue teams to develop the annual campaign calendar, offers and activation of corporate campaigns in the region. Works closely with the properties to ensure all global and local offers and channels are optimized to achieve KPIs.
· Works closely with property DOSM, Regional Sales, corporate digital, communications, and operations teams to determine appropriate strategies to leverage revenue opportunities and optimize asset performance.
· Works closely with global sales to determine appropriate strategies to leverage market penetration and business opportunities to optimize asset performance.
· Supports the opening planning for all hotels with go to market sales strategies, rate, and business mix.
· Reviews Room Mix Charts for new build Hotels and concurs any changes to inventory that may originate through the renovation process (in conjunction with Sales/Revenue and Operations team).
· Works with the Chief Commercial Officer to develop and updates policies as related to the Division/Department, for implementation in the field, while ensuring compliance to the same for consistency across the respective brand(s)
· Actively participates in and leads recruitment and talent development for the division/department and properties, to meet both current and future needs.
· Works closely with the Operations team to provide support to all properties, working with the onsite team to build strategies to achieve targeted revenue objectives.
· Serves as subject matter expert and key adviser to hotels in annual budget process; represent commercial perspective in regional leadership and owner forums.
· Is always a “Brand Ambassador” and ensures brand integrity and clarity are always maintained.
· Models the Company’s culture, vision, mission, and core values at all times.
· Performs any other ad hoc duties as may be assigned from time to time.
Sales
· Reviews the Hotels’ pre-opening sales strategy.
· Manages pre-opening plans with hotels to ensure go to market planning is active for successful opening.
· Reviews the overall Sales plans and strategies for individual properties, with emphasis on pricing and yield initiatives, providing sales direction to the ADS&M and DOS&M's as required.
· Works with the hotels, regional DOSM and corporate revenue team to ensure hotels have an effective channel and distribution strategy in place, ensuring that hotels are represented suitably.
· Ensures the hotel teams are utilizing the sales systems and corporate technology platforms effectively for optimum performance.
Marketing
· Collaborates with the Brand Marketing team to ensure strategic objectives are aligned for individual properties, with emphasis on effective pricing positioning within the market.
· Provides pre-opening sales and revenue support and assists in developing the hotel pre-opening plan, with the Regional DOSM and ADOS&M/DOS&M of the respective Hotel.
· Coordinates with the various internal functional heads and the property marketing teams for both brand and group tactical promotional activities, ensuring these activities meet brand standards/requirements and are cost efficient.
· Works with HR in the identification of potential DOSMs and Sales personnel to hire and develop a strong bench of talent.
Revenue Management & Distribution
· Provides direction to the Revenue Management team with regards to the execution of strategies and adoption of tools and technology in revenue management.
· Reviews area business performance and consumer marketing research data & analysis to understand competitor practices & performance, economic & consumer trends, and the dynamic of the market & demand generators. Uses this knowledge to identify and implement opportunities to generate incremental revenues via the development of revenue and pricing strategies with adequate ROI for all subscriber Hotels.
· Ensures Revenue Management Strategies and Initiatives are synchronized and communicated throughout the area (Regional team, Hotels, etc.), regional and global best practices (internal and external) are collected and shared in the area with activities tailored to specific hotels, countries.
· Participates in the development and implementation of Global Revenue Management, Pricing and Distribution initiatives and provides constructive feedback on continuous improvement opportunities.
· Develops and maintains Distribution partnership opportunities originating in the Americas.
While this job description is intended to be an accurate reflection of the duties involved in this position, the Company reserves the right to add, remove or alter duties when business need dictates.
Required Skills
· High level of responsibility and initiative work independently and deadline sensitive.
· Multi-brand knowledge.
· Good analytical, negotiation, problem solving and presentation skills.
· Ability to orchestrate people and resources in ways that are both coordinated and flexible; sees obstacles as potential resources.
· Can apply input from multiple sources (people, data, and ideas) within the market and elsewhere, for strategic advantage.
· High ethical standards and the ability to conduct business with integrity.
· Proven track record in business development.
· Proficiency in Microsoft Office, Internet, Adobe Acrobat, usage of notebook computer, E-mail - a must.
· Good command of oral and written English.
This position is open to candidates based in Los Angeles, CA, Dallas, TX, or New York City. The salary range for this position is $200,000-$225,000 annually. This is the pay range for this position that the company reasonably expects to pay. This position also may be eligible for bonuses. Decisions regarding individual salaries will be based on a number of factors, such as experience, type of experience, location, and education.