SVP, Resort Inventory Revenue Management

*Relocation Assistance Provided

Business Title:           SVP, GLOBAL IRM MARKET EXECUTION & BUSINESS

The SVP I, Global IRM Market Execution & Business Support (SVP) functions as the operational business leader of the Global Inventory and Revenue Management processes associated with inventory management for all weeks and points-based products, resort inventory usage strategies, as well as global rental inventory pricing and yield management strategies for all MVW Vacation Ownership (VO) brands. This position has overall accountability for developing business strategies that translate into business actions that maximize revenue and profit associated with inventory utilization and satisfaction across the enterprise. This position also has responsibility and accountability for achieving the short term and long-term operating results of the division’s rental business, as well as providing strategic direction for IRM’s Business Support functions.

This position leads the Inventory and Revenue Management senior executives responsible for developing and executing the operational processes associated with demand, revenue, forecasting, inventory management, opportunity analysis and pricing strategies in a high-performance sustainable work environment that enables associates to achieve performance expectations and a balanced lifestyle. This position partners with the key business process teams and the Senior Leaders from each business segment to develop and ensure cross-process reengineering, enable ongoing process improvements and cross business integration that allows the organization to leverage scarce resources by eliminating work that is not sufficiently value-added and by concentrating on the “critical” few priorities.

The SVP also functions as the business line owner for MVW’s Vacation Ownership rental business. This position works with the field revenue management teams to deploy rental marketing strategies at the enterprise level and ensures compliance and alignment with our multiple brand licensors. This position will be responsible for developing and approving all rental related business assumptions utilized within new project proformas, with a focus on marketing and transient rental assumptions. The SVP is responsible for providing oversight and leadership in the holistic management of all inventory optimization strategies at both the project and portfolio level, as well as insight to the integration and alignment of these strategies to support MVW’s Exchange and Third-Party Business, the delivery of new resort projects, and new business ventures.

Finally, the SVP is responsible for providing strategic direction to the IRM Business Support team that oversees and manages the complex network of systems that support the global operations of IRM. This role involves the administration and optimization of critical systems that are essential to the effective inventory management and compliance of over 11 million keys across the global VO portfolio. These systems ensure that all processes related to inventory are streamlined and comply with both internal and external requirements. 

Expected Contributions

Inventory & Revenue Management Strategy

• Lead development and execution of global rental pricing and inventory use strategies to achieve increased profit from usage inventory (inclusive of all segments) including strategies to match the most profitable customer segments with available resort inventory.
• Ensures appropriate resource allocation to enable the execution and management of all division inventory strategies, holding others accountable for agreed upon results.
• Provide senior management with effective long-term strategic inventory and revenue management leadership in the IRM business processes.
• Develop and lead the implementation of division-wide rational rental pricing strategies and competitive deposit and guarantee policies.
• As a senior leader within IRM, contribute to the identification, development, and deployment of department-wide strategies and initiatives that support both discipline and overall business growth and sustainability.

IRM Operational Leadership

• Lead the design, development and implementation of inventory and revenue management processes, including integration with the key business processes, Marketing & Sales, Owner Services and Resort Operations.
• Responsible for directing and managing efforts against the division’s multi-million-dollar rental business.
• Responsible for the ongoing reengineering of all inventory-related management and pricing processes and the integration of those processes with IRM’s other key business processes.
• Improve business performance by encouraging calculated risk-taking and innovation and by ensuring any potential opportunities or risks are identified.
• Develop and utilize leading inventory and owner behavior performance indicators to get in front of issues before they become problems and to drive problem resolution across the enterprise to meet and/or optimize project and portfolio performance
• Maintain the appropriate balance between striving for innovative business solutions and the need to protect the business from undue risks. Delivers results under difficult circumstances.
• Responsible for developing and leading activity surrounding the critical inventory sources of Owner usage, external exchange partner needs, internal Marketing needs and the ongoing Rental Business.
• Serve as key business interface across other operating and enabling processes for usage inventory, by building relationships across the organization to align own technical area with broader organization direction and facilitate own function and discipline goals.
• Contribute to balanced scorecard results for the discipline initiatives.

• With a general planning horizon of 3 – 5 years, shapes and/or set strategy for area(s) of responsibility in alignment with discipline, business and/or enterprise strategy.
• Leveraging knowledge and experience in area of expertise, leads and/or contributes to major task forces as the discipline representative and/or leads the design and delivery large-scale, enterprise-wide projects.
• Manages and integrates large and/or multiple departments, processes and/or projects within a discipline. Generally, influences work of cross-functional or extended teams.
• Makes resource decisions that have a significant financial impact as well as an impact on meeting discipline and/or business goals.
• Responsible for building a highly talented team and enabling them to perform at an optimum level by applying personal expertise in organizational capability.
• Enhance process capabilities through effective staffing and development of Inventory & Revenue Management associates including:

• developing recruiting strategies based on evolving needs and profile of the business
• investing to ensure the knowledge and skills necessary to sustain world-class performance are present and/or in the pipeline.
• setting and maintaining high standards for team and individual performance.
• providing timely coaching and feedback.
• making and rewarding distinctions in performance.

• Ensure the standardized training and development for all Resort Inventory & Revenue Management associates is based upon current materials available and coordinates the continuous improvement process for updating and revising all Resort Inventory & Revenue Management training materials.

• Contributes to achievement of business results by:
  • contributing to the development of long-term discipline, business and enterprise strategy.
  • leveraging own strategy through linkages with other disciplines and/or businesses.
  • achieving results against budget within scope of responsibility and leading budget process.
  • building and leveraging relationships to build cross-discipline support for new ideas.
  • responding to complex or ambiguous situations without losing focus of key objectives.
  • making decisions that balance short- and long-term business objectives.
  • anticipating and seizing opportunities to improve business performance.
  • looking outside MVW to identify and implement innovations that improve performance.
• Promotes an organizational environment that rapidly assimilates new information to improve performance and acts independently to improve and increase skills and knowledge.

Candidate Profile

Education

• Minimum of four (4) years college degree in business or strategy preferred or equivalent work experience.
• Master's degree in Business or Finance would be an advantage.

Experience

• Proven leader with more than 10 years of professional leadership experience with strong knowledge of revenue management, inventory management, real estate pricing strategies, rental pricing strategies, rental marketing, strategic planning, project execution, and management of large departments or groups.
• Experience leading large teams that are both centralized (i.e. corporate-based) and in the field.

• Extensive experience within the vacation ownership or hospitality industry preferred. Experience leading and managing large-scale initiatives and managing associated change.
• Experience evaluating business trends and developing and successfully implementing new business programs and strategies that enhance multi-unit business performance.

Skills and Attributes:

• Highly developed and effective verbal and written communication skills and strong interpersonal skills, with an ability to work with people at many levels and establish trust necessary to influence and drive business decisions.
• Strong project management skills: ability to integrate and balance priorities of groups, work resources and activities for the benefit of multiple key stakeholders and brands.
• Demonstrated ability to influence vertically and horizontally; proven ability to develop and maintain effective relationships with a broad group of stakeholders in order build trust and influence key decisions.
• Ability to explain complex ideas clearly and concisely in a manner appropriate to the audience.
• Conceptual thinker.
• Demonstrated leadership skills and ability to manage conflict.
• Collaborative, inclusive predisposition toward creative problem solving.
• Senior level, executive presence.
• Ability to conduct successful, senior-level business discussions / negotiations in a variety of cultures.
• Proven ability to challenge organizational norms and accepted thinking to improve effectiveness.
• Proven track record of consistently delivering business results in large and highly complex situations.
• Strong track record of leadership experience in diverse, fast changing environment.
• Strong analytical and process management skills.
• Demonstrated ability to manage conflict.
• Advanced proficiency in all Microsoft Suites applications.
• Ability to travel 30%.

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Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.