Director of Revenue Management

General Summary of Duties:

The Director of Revenue Management’s primary responsibility is to lead the property’s revenue strategy and maximize revenue performance across all hotel revenue streams. The role provides strategic oversight of pricing, inventory controls, forecasting, distribution strategy, and revenue management standards, with direct influence on property profitability, market positioning, and commercial decision-making. This position partners closely with the General Manager, Sales, Marketing, Reservations, Finance, Convention Services, and Operations leadership to align revenue strategies with business objectives and ensure measurable improvements in demand, availability, average rate, RevPAR, and rooms profit. Responsible for overall development and implementation of rate, occupancy, and inventory strategies, including monitoring group and transient business thresholds within the three-year forecast. Work with each department to develop property-specific strategies to ensure growth. Analyzes citywide and special events and implements Revenue Management strategies to maximize demand generators. Closely monitors competitors for shifts in demand, rate, and strategy.

Examples of Duties (include but are not limited to the following): 

• Analyze short and long-term forecasting and analyze trends in group inventories and rates to include occupancy, goals, product line, and strategic goals.
• Receive all define and tentative group bookings and provide the General Manager with a qualified analysis of how each booking will impact occupancy, average rate, and rooms profit over the dates in question.
• Understand hotel operations and associate with their needs through the revenue department and quickly adapt to a constantly changing market.
• Oversee hiring and training of all new Reservations team members and ensure they are adhering to all JW Marriott policies, standards, and procedures while providing excellent customer service
• Review contracts and coordinate with the Sales Team, Convention Services, and Accounting to ensure all group information is accurate and current.
• Handle guest interactions and resolve guest issues with the highest level of professionalism and customer service.
• Stay in tune with 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
• Conducts sales strategy analysis and refines as appropriate to increase market share
• Manages room authorizations, rates and restrictions.
• Establishes long-range objectives and specifying the strategies and actions to achieve them.
• Perform additional duties and projects as assigned
• Lead the revenue strategy process for the property, providing direction on pricing, inventory controls, channel mix, segmentation, and displacement decisions to support revenue and profit objectives.
• Provide oversight of revenue management systems, reports, and forecasting tools to ensure accuracy, consistency, and timely communication of revenue opportunities and risks.
• Influence cross-functional business decisions by presenting revenue insights, performance trends, and strategic recommendations to property leadership and commercial stakeholders.
• Partner with Sales and Catering leadership to evaluate group opportunities, contract terms, displacement impact, and total account value to optimize overall property performance.
• Maintain accountability for revenue-related reporting, goal tracking, and communication of performance against budget, forecast, market share, and competitive benchmarks.

Position Requirements:

• Excellent oral and written communication skills.
• Professional demeanor appropriate for a luxury environment.
• Proficient at statistical and competitive analysis. 
• Strong interpersonal skills and possession of a full understanding of professional business ethics, decorum, and social skills. 
• Ability to effectively deal with guest and employee concerns in a friendly and positive manner. This involves listening to the nature of the concern, demonstrating empathy with the customer, and providing positive and proactive solutions
• Experience managing revenue and expense financials and budgeting/forecasting
• Ability to drive the achievement of business goals through aligning people, process, structure, information, and communication systems in a rapidly growing/dynamic market(s).
• Demonstrated ability to influence senior leaders and cross-functional teams through data-driven recommendations and clear business communication.
• Strong leadership capability with experience setting priorities, establishing accountability, and guiding teams through changing market conditions.
• Ability to balance short-term revenue opportunities with long-term brand, market share, profitability, and guest experience objectives.

Education:

• Four Year college degree required. MBA Preferred. 

Experience:

• At least 5 years of experience in the Revenue Management field
• In-Depth knowledge of all industry reports such as STR, Agency 360, Demand 360, etc.
• Proficient in Microsoft Excel, Word, Power Point
• One Yield Version 2 certified user preferred
• In depth knowledge of High Performance Pricing, MARSHA, and FSPMS preferred