westdrift Manhattan Beach- Area Director of Revenue

POSITION PURPOSE: The Area Director of Revenue is the strategy leader responsible for the revenue management function for all hotels participating in the area revenue management model. Based on the needs of the company, the Area Director of Revenue will be responsible for up to four full-service hotels, representing multiple brands. This position is a remote position, with required monthly travel to Southern California, and quarterly travel to Texas and New Jersey. Ideal candidates will be geographically located in the Pacific or Mountain time zone.

EXAMPLE OF DUTIES: Analyze short and long term forecasting. Analyze trends in group and transient inventories to include occupancy, rates, product line and strategic sales goals. Prepare Revenue Management report information for all related meetings.

ESSENTIAL PERFORMANCE FUNCTIONS:

Worked Performed:

Executes strategies to maximize overall hotel revenue for rooms and food and beverage through the implementation of effective pricing and distribution strategies.

Outperform direct competitors by winning market share with rational and competitive pricing, distribution strategy backed by targeted marketing, and careful management of hotel inventory to maximize topline revenue and yield high net profits.

Manage and oversee revenue management analytical functions to produce reporting that supports and evaluates hotel business strategies.

Provide guidance and support on sales and marketing initiatives that are targeted at meeting the needs of the hotel.

Produce accurate revenue forecasts that help set hotel goals and outgrow the competition.

Facilitate weekly Revenue Strategy Meetings based on business levels. Communicate strategy, analytical data, and action plans.

Lead Daily Business Review (DBR) to provide group pricing, F&B minimums, and displacement analysis.

Create and maintain the room revenue forecast in the brand revenue management system, in collaboration with the hotel General Manager and Sales Leader, and enter the forecast into Profit Sword.

Facilitate the annual Rooms Budget process with business partners.

Collaborate with Director of Sales & Marketing to provide pricing guidance for Business Travel segment.
Provide mentorship, guidance, and support to the properties' strategy teams.
Manage and maintain key OTA partnerships.
All other work as required to complete the primary purpose of the position.
This position reports to the Head of Revenue, while collaborating with the property General Manager, Sales Leader, Catering Leader, Front Office Manager, and hotel leadership team members to achieve the revenue goals.

Managing and maintaining group and transient inventory controls:

Daily review and implementation of room accommodation and rate inventory controls. Includes weekly implementation of roll-in controls.

Ensure group inventory and cut-off dates are managed according to demand.

Implement all blackout dates and review monthly to determine if adjustments are needed.

Work with Director of Front Office to ensure that sellout strategies are in place.

Develop, monitor and adjust sales and pricing strategies:

Conduct a weekly Revenue Management Meeting where the appropriate booking period is evaluated for proper rate and availability control. The Revenue Director will provide a synopsis of results vs. decision from the previous week and lead discussion on future issues such as booking pace, pricing strategies, marketing opportunities and the competitive environment.

Daily review of booking reports: GRC, Daily Transaction reports and Overrides report. Address concerns and action plans with Director of Sales.

Develop annual transient pricing. Ensure pricing in consistent in all distribution channels.

Provide critical analysis of strategies, room statistics and demand factors:

Review end of month, provide critical analysis on performance vs. forecasts and results of implemented strategies.

Conduct displacement analysis of group business, as needed, to determine impact potential business will have on RevPAR.

Review all tentative and definite group bookings, to ensure that they support implemented strategies.

Complete weekly booking pace reports and analysis on pace, recommending strategy changes when needed.

Analyze past and present trends and make recommendations for future strategies.

Forecasting / Budgeting

Prepare all weekly, monthly, rolling forecasts as well as annual budgets,

Competitive and Demand Analysis:

Review all competitive shops on a consistent basis and identify selling strategies and market trends.

Review Demand calendars, convention calendars and city event calendars to keep abreast of all demand generators.

Maintain historical data on events and performance on any promotions during these demand-generating events.

OTHER:

Regular attendance in conformance with the standards is essential to the successful performance of this position. Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.

Upon employment, all employees are required to fully comply with rules and regulations for the safe and efficient operation of hotel facilities. Employees who violate Hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment.

SUPPORTIVE FUNCTIONS:

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the hotel.

• Answer other hotel team member's questions regarding revenue management in a friendly and courteous manner.
• Provide training to other hotel team members on revenue management procedures and principles, as needed.
• Ensure that all room's statistics reports, including report of operations, and any other related reports are accurate and consistent.
• Attends property Staff meetings, and other property specific meetings as requested by the General Manager.
• Ensures that all revenue management related systems are maintained. Employ the assistance of the Director of Sales or the Director of Front Office as needed
• Contribute to the development of the marketing plan.
• Maintain an organized and clean work area and hotel environment.

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

• Excellent oral and written communication skills
• Excellent organization skills
• Ability to work well under pressure.
• Appropriate professional appearance and demeanor.
• Ability to deliver presentations in a concise, well-organized manner.
• Proficient at statistical and competitive analysis.
• Proficient in Microsoft Word, Excel and PowerPoint.
• Strong experience or adaptable training in the use of automated systems, personal computers and software programs.

QUALIFICATION STANDARDS

5 years of Director level position in hotel industry revenue management discipline.

Must have expert knowledge of Marriott revenue systems, including OneYield v2, MARSHA, FSPMS, Lightspeed, HPP, and CI/TY.

Knowledge of Hilton and Hyatt brand RMS (GRO, PrO) is helpful.

Strong organization and an analytical approach to problem solving.

Intermediate or expert skill level in the use of the Microsoft Office suite of products.

Strong ability to utilize and analyze business intelligence tools, including Amadeus products (Agency360/Demand360), CoStar, Lighthouse.

Ideal candidates must be located in the Pacific or Mountain time zone.

The ability to travel to the Los Angeles area monthly, and ability to travel to other hotels (Texas, New Jersey) once quarterly for team visits.

US-based candidates only, please. No relocation is provided for this role. Must have US work authorization.