Corporate Director of Revenue Management

1 month ago

Orlando, United States Kessler Collection Full time

An inspiring career awaits you

The Kessler Collection is a portfolio of luxury boutique hotels, unique restaurants and experiences with a Bohemian twist. The collection's captivating hotels feature curated art, original music, unique architecture and stories around every corner, all located in destinations people want to be. Our mission of inspiring places, intuitive service, and exuberant guests means we are committed to our Grand Performers learning, development, and well-being. We believe people want to be inspired

Grand Performers may enjoy a range of benefits, including:

  • Marriott Employee Discounts Worldwide
  • Competitive Wage & Discretionary Bonus Program
  • Medical, Dental, Vision Insurance
  • Company-Sponsored Life Insurance
  • Short & Long-Term Disability Insurance
  • Tuition Reimbursement Program
  • 401(K) with Discretionary Company Matching Contributions
  • Employee Assistance Program
JOB SUMMARY

The Corporate Director of Revenue Management is responsible for leading the revenue management team to yield revenue at a portfolio of multiple properties and maximize potential profit through employed rates and strategies in order to hit budgeted goals. The desired candidate must possess strong leadership and communication abilities and analytical skills to use systems data to make successful yield decisions.

STANDARDS & CULTURE

Individuals must serve as a cultural ambassador by upholding and promoting our standards.
  • Image & Presence: Our team is sophisticated and purposeful in their communication and body language.
  • Service: Intuitive. Our team inspires the guest (and Grand Performer) experience with warmth and deliberate elegance.
  • Performance: Extraordinary. Our team rises to outperform and consistently be at our best for even better.
CORE RESPONSIBILITIES

Primary areas of responsibility include, but are not limited to the following:
  • Oversee the ADORM's (Area Director of Revenue Management) in pricing and performance strategies for the hotels based on pace, demand, competition, market trends and budget, continually reviewing and updating as needed.
  • Present and communicate to corporate leadership and hotel ownership on performance metrics, trends and concerns, coming up with solutions for challenges to implement with thoughtful planning and synergy with other departments.
  • Work together with the Corporate Director of Sales to align revenue and business mix goals and group processes.
  • Ensure optimal setup of brand and third-party channels, room types and rate categories, including types of discounts available and pricing tiers.
  • Attend yield calls of each property on a quarterly basis to review hotel's performance, current pace, daily pricing and strategies. Lead regular strategy review sessions (Playbooks) for high risk properties.
  • Oversee forecasting process to accurately determine hotels' pace to budgeted goals, communicating pace concerns with the corporate team, and monitoring forecast accuracy.
  • Monitor the usage and performance of the brand revenue management systems, working with the ADORM's to improve system accuracy.
  • Stay current in brand developments and lead implementation of all revenue management initiatives, determining optimal processes and responsibilities.
  • Oversee strategic planning with the ADORM's to determine collection-wide marketing activities and promotions based on all hotels' needs, including eBlasts, OTA specials, and brand promotions. Review promotion production following each campaign period.
  • Monitor performance of the ADORM's providing guidance to their strategy and individual hotel interactions. Deliver regular feedback, compile monthly balanced scorecard reviews, and complete annual performance appraisals of the ADORM's.
  • Oversee the GRC team (Group & Reservations Coordinators), incorporating the property Directors of Sales for performance and challenges.
  • Communicate new brand changes with hotels and corporate leadership to guide process and implement needed strategies.
  • Review reporting as it relates to overall revenue performance, communicating strategy changes and implications to corporate leadership.
  • Work with the Corporate Directors of Business Transient and Luxury Sales to align strategies for those segments, looking for new account and revenue opportunities and determine seasonal pricing for annual corporate and wholesaler accounts, working with the ADORM per property to analyze production and strategies.
  • Communicate need periods and high priority properties to the Marketing department, and determine special seasonal campaigns for visibility efforts.
  • Lead the annual budget process for the rooms department, setting budgets by month and segment for the upcoming year.
  • Manage key partners, including Marriott Revenue Management team, Central Reservations Office call center, brand contacts, and STR with responsibility of Trend reporting, STAR distribution lists.
  • Provide support to DOSC's of on-property Group Coordinator management for recruiting, hiring and training of all GRC's.
  • Lead weekly meetings with the revenue management team and attend weekly and monthly meetings of the sales executive team to ensure inter-departmental communication of needs and strategies.
  • Lead bi-weekly meetings of GRC team to identify challenges and areas of progress to improve performance.
  • Be the expert on global industry trends, behaviors and conditions to communicate to corporate and hotel leadership with implications to hotel performance and appropriate changes in forward strategy.
  • Train all new ADORM's with ongoing support and development.
  • Complete feasibility studies and analytics for new hotel development opportunities.
  • Responsible for revenue management responsibilities of new properties to include systems configuration, strategy determination, budget build, and all other pre-opening planning and needs.
  • Designated travel to perform property revenue audits, competitor site visits, industry conferences and departmental required events.
MINIMUM QUALIFICATIONS

Education, License, Certifications, Experience
  • Associate's degree - preferred
  • Hospitality or related industry experience - required
  • Previous revenue management experience - required
  • Proficient in Microsoft Office and Excel - required
  • Valid Driver's License - required
  • Knowledgeable of hotel market - preferred
SUPERVISORY RESPONSIBILITIES
Supervisory and leadership responsibilities include achieving results through providing direction and accountability of the following Grand Performers within the culture and policies established by the Kessler Collection.
  • Area Directors of Revenue
  • Regional Group Coordinators
  • Revenue Coordinators
KNOWLEDGE, SKILLS, AND ABILITIES

To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent.
  • Strategic business leader - Works strategically to devise plans in alignment with organizational goals.
  • Cultivates engagement - Builds loyalty to the company and not to themselves. Proven ability to host/facilitate effective meetings, motivate teams to produce results with tight timeframes while simultaneously managing several projects.
  • Generates alignment - Ensures proper time and effort is spent to build high level performance and consistency throughout collection.
  • Leads with courage - Provides a culture of accountability.
  • Execution of plans - Utilizes our systems, tools and resources to accomplish results and achieve goals.
WORK ENVIRONMENT

The work environment/conditions described herein are representative of those that an incumbent may experience.
  • Must be comfortable working in a shared space, with constant noise, without the use of a private office.
  • Must be able to cope with frequent changing priorities and deadlines with a high degree of optimism, professionalism & collaboration.
  • Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.
PHYSICAL DEMANDS

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.
  • While performing the duties of this job, the incumbent is regularly required to move 10lbs on a daily basis.
  • Push, pull, and lift up to 50lbs on a weekly basis.
  • While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane or other means of transportation which require sitting, waiting and standing for long and short periods of time


The Kessler Collection is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

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