Complex Director of Revenue Management

Gale Hotels•Miami, FL

About The Position

The Complex Director of Revenue is responsible for identifying and maximizing all potential revenue opportunities for multiple properties. Responsible for formulating long and short-term Revenue Management strategies and for overseeing their successful execution towards the advancement of RevPAR market share. This includes the analysis of revenue potential generated by the transient and group market segments as well as the market segmentation within the transient and group.

Requirements

At least 2 years experience in the Revenue Management field as a manager.
In-depth knowledge of all industry reports such as STR, Demand-Agency 360, etc.
Proficient in Microsoft Excel, Word, and PowerPoint
Must be able to effectively communicate both verbally and written, with all levels of employees and guests in an attentive, friendly, courteous, and service-oriented manner.
Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
Maximize efforts towards productivity, identify problem areas, and assist in implementing solutions.
Must be effective in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
Ability to work flexible hours, including evenings and weekends.
Maintain confidentiality of guest information and pertinent hotel data.
Perform other duties as requested by management.

Responsibilities

Oversee the Reservations Department and ensure the team members have opportunities to grow in the Revenue Management field through personal attention and internal training.
Establish hotel pricing levels in all segments.
Responsible for the daily room inventory management process and daily pricing process.
Monitor competitor rates, positioning, strategies, and data; maintain an understanding of the dynamics of the local market and demand generators and present appropriate action plans to management.
Monitor and communicate fluctuations in occupancy to operational departments so they can effectively manage staffing requirements and increase efficiency.
Understand the macro and micro-economic variables affecting supply and demand in the local marketplace and use this knowledge to create accurate operational and financial room revenue forecasts.
Perform unconstrained demand analysis to determine the optimal business mix.
Responsible for all short- and long-term forecasts including Weekly Forecasts, 30 60 90 Forecasts, In-the-month forecasts, and Budgets.
Oversee the process for evaluating all opportunities for contracted business (group, wholesale, corporate negotiated, etc.) presented through the Sales department.
Ensure that the process enables high speed of response while maximizing profits.
Responsible for the maintenance of any software programs that contribute to the management of room revenue, including the CRS, RMS, PMS, and Sales & Catering system.
Monitor the RevPAR index on the STR report and provide critical analysis of performance on a weekly and monthly basis.
Chair weekly Revenue Strategy meetings to formulate and disseminate strategies and tactics.
Ensure that prior decisions are re-visited in this forum to evaluate their effectiveness and promote learning.
Ensure all distribution channels have correct content and pricing.
Develop and maintain a close relationship with the market manager of Third-Party Intermediaries to maximize the opportunities with these channels.
Develop and maintain relationships with other market revenue managers and Directors of Revenue to create a network of peers in your community.
Coordinate survey activities involving marketing and service opportunities to further enhance revenue potential.
Oversee the Reservations Department and ensure the team members have opportunities to grow in the Revenue Management field through personal attention, internal/external training, and participation in industry events.
Establish and communicate sales strategy for day, week, month, and rolling 12 months.
Communicate any strategy changes or update any calendars for the sales team to use.
Place test calls to the Central Reservation Office (CRO) and property to ensure the accuracy of rate quoting, restrictions, and selling approach.
Manage and communicate group cut-off dates.
Run a group room control log (GRC) as well as a pick-up report from the Property Management System (PMS) for 90 days.
Verify pick up to actual block, cutoff date, and whether we should extend, etc.
Ensure accuracy from the daily Flash Report.
Review actual performance versus Potential performance.
Complete all required month-end reports with detailed analysis.
If necessary, complete action plans for the property to follow to create additional production/revenue.
Review Demand Agency 360 reports on trends, booking windows, and sources of business as well as rates compared to competition.