POSITION PURPOSE

The Revenue Manager position is the lead RM role in a hotel where the person has less than 2 years direct experience and is in development for the DORM position. The Revenue Manager is responsible for executing strategic and tactical implementation of Starwood Revenue strategy, maximizing hotel room revenue through effective pricing and inventory management. The functional responsibilities of this position support the Divisional Strategic Plan for Revenue Management, and are aligned with those of a DORM.

This is not an Executive Committee level position. It is considered a career development step towards becoming a DORM and is contingent upon the individual’s contribution, development progress and performance in the PMP process.

ESSENTIAL FUNCTIONS

Functional Pillar: Strategy

• Develop overall pricing strategy, in alignment with Marriott International EAME Divisional Pricing Guidelines, to include all market segments and distribution channels.
• Formulate Retail Pricing Structure, provide guidance on corporate transient negotiated pricing, group pricing for each group, wholesale pricing and acceptance.
• Ensure effective pricing strategies are in place to reflect asset strength relative to the competition in each market
• Effectively manage inventory and pricing strategy in all distribution channels including branded web, 3rd party sites, and the GDS
• Collaborate with the Internet Merchandising Manager and Director of Sales & Marketing in the decision making process of promotion participation and rates thereof
• Enforce logical leisure pricing hierarchy for marketing promotions.
• Closely monitor competitive pricing and understand the impact of relative pricing decisions on property performance. Set selective sell guidelines for groups and coordinate management of group business closely with the sales and banquet teams.
• Pro-actively identify Soft Spot periods and prepare a Soft Spot Revenue Management Plan, in cooperation with Sales, Marketing and On-Line, with the engagement of Corporate and Regional resources.
• Drive Market Share and Revenue Performance through proper pricing and mix management.
• Analyze competitive reports and formulate appropriate strategies through use of Deloitte & Touche Reports,The Bench, Hotelligence and Market Vision

Functional Pillar: Operations

• Responsible for effective implementation and compliance with all Marriott International Revenue Management Standards, Policies & Procedures. (Rate Plans, Rate Categories, Market Segmentation, Profiles and all other PMS/IPS related RM functionality.)
• All Rate Solicitations acted upon in a timely manner and rate plans maintained and extended as appropriate. The Revenue Manager has sole responsibility for the quality of all pricing setup in the PMS system for the hotels under his/her jurisdiction (in the event of complex properties). Act upon CRMT Audit Results and Recommendations.
• Ensure Best Rate Guarantee compliance, and minimize/eliminate BRG claims against the hotel/complex

Functional Pillar: Technology

• Ensure effective understanding and implementation of all Revenue Management related systems and tools. Including: Opera PMS/S&C or Fidelio PMS/Delphi, IPS, PRSNet, TLPe, TLGO if applicable, Market Vision, Enterprise Channel Reports, Revenue Plan, CMD.
• Initiate training requests where knowledge gaps exist, and secure the appropriate technology training for direct reports.
• Take the lead role in property PMS Conversions
• Take the lead role in property TLPE if non-complexed. Support the DORM in maintenance if complexed. Ensure setup of TLPE/TLGO is complete and accurate. Seed Data frequently managed and compressed when necessary and Group forecast updated in TLPe. TLGO utilized and group strategy updated. Educate the sales team on the effective use of TLGO and Opera S&C/Delphi to improve profitability of group bookings.

Functional Pillar: Reporting

• Strong analytical capabilities to review, understand and formulate strategy changes based on the extensive reporting data available to Starwood hotels. This includes: All Revenue Plan reports: Rooms Rollup, Pace, Group Backlog, Geographic Data, Forecasting Tool, Reports, CMD, IPS Reports, PMS Reports, ASD, etc.
• Pro-active adoption of new reporting capabilities, Micro-Strategy, Market Vision

Functional Pillar: Education

• Revenue Manager will have successfully completed the Basic RMA and Revenue Plan training courses, and have planned (if not completed) the Intermediate RMA Courses.
• Actively participate new training offerings, via classroom or webinar.
• Additional training classes as determined by GM/RDRM may be added based developmental needs.
• If the Revenue Manager has direct reports, then he/she is responsible to assess the educational and development needs of the direct reports and coordinate participation in the appropriate courses.

COMMUNICATION RESPONSIBILITIES

• Ensure hotel team members understand the concept of Revenue Management and their role. Clearly communicate to hotel team the strategic vision and objectives on how to drive revenues and improve performance
• Member of Hotel Executive Committee and responsible to provide Executive Committee with regular Revenue Management updates, including market share, segment performance, and channel metrics
• Work closely with the Regional DRM to communicate hotel issues and update on Rev Mgt opportunities.
• Share best practices and key learning with peers, Area/Regional Director of Revenue Management and Divisional RM team
• Identify and communicate to either Regional or Divisional RM team bugs/enhancements affecting Revenue Management from all RM tools, including PMS, IPS, Revenue Plan, Channel Reports, and branded websites

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

We do expect that you do have the experiences/ behaviors below. You:

• Have the ability to effectively communicate with other departments;
• Embrace and value operational guidelines and brand standards;
• Possess superior analytical skills;
• Have the ability to plan and prioritize in order to achieve deadlines;
• Have the awareness of maximizing the returns to all stakeholders;
• Are adaptable to the ideas of different cultures, settings and situations;
• Enjoy working in a team setting;
• Do build lasting relationships with internal and external customers;
• Have immaculate personal presentation e.g. grooming and conversational ability;
• Demonstrate effective problem solving skills and analysis of issues and trends, in order to develop and apply appropriate strategies;
• Have knowledge of hotel computer systems and other IT related applications;
• Uphold ethical business practices.

EDUCATION

Bachelor degree required.

PSYCHICAL CONDITION REQUIRED FOR YOUR ROLE

• This job often requires sitting behind a computer for extended periods of time;
• This job often requires standing or walking for extended periods of time;
• This job often requires bending, reaching or lifting;
• This job requires operating computers and computerized equipment.

EMPLOYMENT CONDITIONS

• This job may require you to work on holidays and/ or weekends;
• This job may require you to work a shift other than a day shift, including first, second, and swing or overnight shift;
• This job often requires extended hours beyond a typical work week;
• This job requires you to conform to a conservative, formal grooming, attire and jewelry policy that will be monitored on a regular basis and may be addressed as seen fit by your manager;
• Sheraton Grand Hotel has a very strong commitment to safety and requires that you follow safety procedures closely;
• Our hotel has a no-tolerance policy regarding unlawful discrimination and harassment, and requires that you follow our anti-discrimination and anti-harassment policies.