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Director of Revenue
3 months ago
Director of Revenue - Eaton DC
The Director of Revenue is responsible for conceiving and executing a triple bottom-line revenue strategy for Eaton DC, which furthers and drives the mission of Eaton Workshop to support and promote radical, progressive social change for a more just world, while at the same time maximizing revenue and market share associated with rooms and function space. Your inspiring leadership ability will allow you to educate others and help them to buy-in and understand the importance of the revenue management process. You will work with hotel leaders to recommend and identify future markets, hotel opportunities, guide hotel sales strategy and pricing for transient, group, and catering.
The Director of Revenue reports to the Hotel General Manager.
JOB RESPONSIBILITIES:
• Take ownership of mission-driven and purpose-driven Revenue strategy which achieves a triple bottom line: for people, planet, and profit.
• Work innovatively and closely with Brand Pillars team to achieve Pillars goals and overall Eaton Workshop mission while maximizing revenue and retaining profitability.
• Create and execute strategies and tactics that will result in achievement of optimized revenue, profit and RevPAR growth.
• The ability to present business results and interface with ownership groups.
• Work in collaboration with corporate executives, divisional staff and property General Managers to optimize revenue, profit and RevPAR growth.
• Assist in providing recommendations for Corporate and Leisure account strategies based on past production and future expectations.
• Assist in developing 3-month, 6-month, and 12-months strategic action plans for the management of the transient revenues.
• Work with the Sales Department and define booking terms, conditions and allotments for all transient segments.
• Work with Group Sales and Catering to define space release polices, catering minimums, etc.
• Evaluate Daily, Weekly and Monthly Market Share reports to understand trends and opportunities vs. competitive set and the market as a whole and ensure targeted relative RevPAR positioning is achieved.
• Leading the weekly revenue strategy meeting. Attend the weekly group pipeline meeting.
• Providing analysis of demand factors, competitive positioning.
• Actively managing Duetto (RMS).
• Monitoring transient and group production to ensure that an optimal mix is maintained.
• Evaluating group booking requests to ensure that the Hotels are not displacing higher yielding revenue.
• Ensuring that the Hotels' position in the GDS and other distribution channels is consistent with the Hotels' Selling Strategies, includes conducting rate and availability audits.
• Ensuring that all rate plans are built in accordance with established guidelines.
• Assisting in the development of the Hotels' budgets;
• Participating in Revenue conference calls.
• Assisting in managing the relationship with third party online intermediaries.
• Coach Sales & Marketing colleagues on hotel's selling strategies.
• Maintain accurate reservation system information including HOD pages in all Distribution Channels.
• Regularly check GDS systems for hotel positioning, information accuracy and competitor positioning for the hotel.
• Ensure a consistent and rational hotel pricing and yield strategy across all channels and all segments.
• Proactively analyze and communicate business trends and booking pace to revenue team in comparison to the market, last year, forecast and budget.
PHYSICAL:
• Ability to work alone in an established routine.
• Ability to follow instructions.
KNOWLEDGE & EXPERTISE:
• At least five years of progressive experience in a hotel or a related field required; or a 4- year college degree Master degree preferred but not required and minimum one year of related experience.
• Demonstrate a skillset and in-depth knowledge of revenue management and powerful examples of relevant experience.
• Ability to speak, communicate and read effectively in English, both verbally and in writing
• Capable of working in fast paced environment and possess high level attention to detail.
• Eaton is all about Teamwork. We value people with interpersonal skills who are gracious, compassionate, imaginative, friendly, and enjoy working with others.
• Multi-property experience preferred, but not required.
• Travel – 30-50% travel to hotel properties required.
• Excellent mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances.
• Excellent knowledge of transient, group, and catering customer segments.
• Excellent personal management skills; time management, meeting deadlines, effective communication and presentations skills.
• Excellent understanding of total hotel revenue management concepts, processes, and systems.
