Director Revenue Management

Job Description

Job Description

The primary purpose of this position is to monitor group and transient business thresholds within the five-year forecast to ensure measurable improvements for demand and availability. Supply critical analysis on the effect of short range decisions effecting occupancy, average rate and rooms profit goals. Analysis of city events and activities and to project the effect of opportunities they create. Monitor competitive analysis.

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.

Business Results

Managing and maintaining group and transient inventory controls :

• Daily review and implementation of room accommodation and rate inventory controls in PMS and RMS. Includes weekly implementation of roll-in controls.
• Ensure group inventory and cut-off dates are managed according to demand.
• Maintain accurate demand information in RMS
• 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. 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 Delphi / DMPE reports : GRC, Backlog (monthly), Daily Transaction, Booking Review, Lost Business, and Booking Status reports. Address concerns and action plans with Director of Sales.
• Ensure FMS and the General Ledger are balanced daily as it relates to past actuals
• Coordinate and implement updates for SSG rates and Transient Protected in FMS and in Delphi / DMPE for the 1 - 5 year window.
• Develop annual transient pricing. Ensure pricing in consistent in all distribution channels (PMS, GDS, Internet).
• Review and implement incentive programs in Front Office and Reservations, with particular focus on need periods.
• Provide critical analysis of strategies, room statistics and demand factors :
• Review end of month rooms statistics reports including FMS, Monthly Revenue Management Reports, STAR, HILSMART, Key Hotel Marketing Reports, Report of Operations, and 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 :
• Prepare all Weekly, Monthly, Rolling Forecasts and Annual Budget using RMS, Excel, MS, Delphi / DMPE, and Netrez / PMS
• Competitive and Demand Analysis :
• Review all competitive shops on a consistent basis (at least once per week) and identify selling strategies and market trends.
• Review Demand calendars, convention calendars and city event calendars to keep abreast of all demand generators.
• Site competitive set and network with competitive set DRM's. Maintain information on the various competitor's products and services for both primary and stealth competitors and how their products and service vary from the hotels

Guest Satisfaction

Leadership

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

Building Relationships

…eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.

Experience

Knowledge and Skills