[TEMPORAL] - Director-Revenue Management Support

The Director, CALA Revenue Management Support is responsible for ensuring effective Revenue Management tools, systems, processes, and training are provided to hotels to assist in driving topline revenues. This includes being able to identify, escalate, and address gaps and to find solutions for the division in the short term and partner with global teams for long-term solutions. This role will need to collaborate with and develop strong partnerships with several regional and corporate teams, including Sales, Marketing, Finance, Franchise Support, Operations, Regional and Area teams, and other disciplines as appropriate. The role should be able to manage both small- and large-scale projects to support the field and the area teams that work day to day with the field, and think creatively and practically to develop and refine existing and new tools for the division.

EXPECTED CONTRIBUTIONS

Strategic Leadership

• Identify emerging business opportunities and risks to determine Revenue Management implications, provide feedback to key stakeholders, and participate in decision-making.
• Develop systemic approaches for surfacing markets, areas, and hotels where opportunities or concerns exist; be strategic in selecting the highest-impact focus areas to drive revenue growth.
• Partner with Global Revenue Management Field Support to influence the development of systems, processes, training materials, and communication efforts to meet the needs of the division.
• Demonstrate a strong understanding of operating principles, resource needs, terminology, and the interdependence of all relevant functions to support successful discipline operations.

Drive for Results

• Identify and address causes of ineffective use of systems and tools for hotels within the specific geography.
• Provide training, conduct audits, and ensure systems adoption and effectiveness are in place to drive success.
• Create and/or execute ongoing revenue and sales decisions and initiatives to ensure the final approach meets stakeholder needs.
• Ensure the Senior Manager of Revenue Management Support has clear expectations, training, and timelines to complete all projects; recognize and celebrate success and provide coaching to ensure success.
• Serve as the primary Revenue Management business partner in the overall Demand Generation process, including the development and execution of Demand Generation strategies and maintaining and improving the Demand Generation Playbook (DGP).

Managing Execution

• Lead key Operations Support efforts for Revenue Management.
• Recommend the yearly, quarterly, and monthly work plan that results in meeting the needs of continent stakeholders and achieving continent MBOs.
• Partner with Sales and Revenue Management leadership to define the annual MBOs and goal measurement processes.
• Lead the effort to establish and collect annual bonus measurements for Sales and Revenue Management.
• Consult with regional teams to define gaps between HQ process support and unique continent needs for key business processes (i.e., goal setting, RevPAR budgets and business plans, BT Pricing).
• Be accountable for sustaining and evolving the support infrastructure required to support opportunity identification for managed and franchised portfolios.
• Investigate opportunities to leverage operational efforts to create efficiency gains at regional and market levels.
• Consult with analysis teams on other continents to share insights and learnings that may have relevance outside of CALA.
• Examine and respond to portfolio concerns identified by CALA Senior Leadership.
• Manage the development of the Senior Manager of Revenue Management Support and oversee the workflow of this team, ensuring the highest-value tasks are prioritized and completed. Negotiate alternative completion plans for lower-priority requests.
• Consult as the CALA Operations lead on various data sources; identify opportunities to leverage data for decision-making and efficient workflow; collaborate across teams and disciplines to streamline analytical approaches and provide a consistent structure and framework.
• Act as a key liaison between the CALA team and corporate partners; stay abreast of all current initiatives.
• Establish methods to measure the effectiveness of continent pull-through discipline initiatives (i.e., AMPED, Forecast Accuracy, etc.).
• Maintain and leverage partnerships with the Field Support organization in CALA and HQ for the development of requirements and business logic for new tools to support Americas business priorities.
• Monitor, evaluate, and contribute to enhancing the efficiency and effectiveness of Revenue Management systems, tools, and processes.
• Coordinate resources for hotels requiring additional support, at times providing deeper analytical support at the hotel level as required.
• Partner with operations research and systems personnel in creating and developing enhancements.
• Lead and support any other initiatives needed to drive topline revenues and support area and regional teams.

CANDIDATE PROFILE - KEY TALENTS AND EXPERIENCE DESIRED

REQUIRED

• A minimum of 5 years of work experience.
• Strong hotel/market experience and/or knowledge, with familiarity with Marriott lodging products, brands, and hotel operations.
• Strong knowledge of Marriott Revenue Management and/or Sales.
• Fluent in Spanish and English, with the ability to create and deliver content in both languages.
• Excellent project management skills, with the ability to independently manage multiple projects.
• Ability to communicate data specifications, deadlines, and project requirements to suppliers clearly and concisely.
• Team player who builds strong relationships and collaborates with regional and corporate stakeholders.
• Ability to interface with stakeholders at all levels of the organization.
• Excellent written and oral communication skills.

EDUCATION

• Bachelor's degree, preferably a four-year degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or a related major; four years of experience in Revenue Management, Sales and Marketing, or a related professional area.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.