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Director of Revenue Strategy, Fairfield Japan (Michi-no Eki Project, Osaka Based)

Tokyo, Japan
Revenue Management


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Posting Date Oct 04, 2019
Job Number 19139442
Job Category Revenue Management
Location Tokyo Area Office & CEC, Tokyu Land Corporation Ebisu Bldg 2F, Tokyo, Tokyo-To, Japan VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

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Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed.  We believe a great career is a journey of discovery and exploration.  So, we ask, where will your journey take you?


The Fairfield by Marriott Michi-no Eki portfolio of hotels will be across five prefectures in Japan – Kyoto, Wakayama, Mie, Gifu and Tochigi. This is a long-standing collaboration with Japanese real estate developer, Sekisui House. Each of the hotels will be newly-built standalone properties featuring between 49 to 96 rooms with its own warm atmosphere, located within short walking distance of the roadside service areas of Michi-no-Eki that will provide a convenient access to notable leisure attractions in the region. All properties are expected to open by 2021, with the first dozen hotels scheduled to open in late 2020.




This position provides the leadership that will ensure a consistent and efficient execution of the Fairfield openings in the Michi-no Eki portfolio of hotels. Effectively managing each opening and the owner/ franchisee relationship to create mutually beneficial outcomes.The Fairfield Michi - no Eki Project Office will be set up in Osaka and incumbent will be based in Osaka.


Oversees a team of revenue management associates for a set of hotels and functions as the strategic business leader of revenue strategy for the given market.  Responsible for maximizing revenue and profit associated with rooms and function space for different lodging products within the cluster.  Position is accountable for pricing, positioning and inventory management of transient, group and catering.  Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis.  Works closely with the hotel GM and sales strategy team to develop the hotel(s)’ sales strategy and ensure implementation.  Identifies future revenue opportunities and effectively communicates strategies to the sales organization.

Education and Experience
  • Prior Cluster Director of Revenue Management or Revenue Strategy, Pre-Opening, Franchise and Above Property experience is preferred and highly advantageous to the role/responsibilities

  • Prior experience working under Japanese corporate structure is also highly preferred and highly advantageous to the role and responsibilities

    Skills and Competencies
  • Fluent in Japanese language.
    Managing Revenue Management Projects and Strategy
  • Provides market strategy expertise and leadership to Project Director, Director of Operations and sales leaders.

  • Develops the Business Outlook Strategy.

  • Determines sales strategies and communicates to sales leadership, marketing communications teams and Director of Operations.

  • Establishes and maintains effective and rational pricing strategies for rooms and function space.

  • Develops and executes the hotel(s) strategic plan(s).

  • Oversees the annual pricing process for transient and group.

  • Provides critical input to market leaders for development of property and overall market sales strategy.

  • Ensures hotel strategies conform to brand philosophies and initiatives.

  • Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.

  • Prepares sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings.

  • Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.

  • Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).

  • Updates market knowledge and aligns strategies and approaches accordingly.

  • Establishes long-range objectives and specifies the strategies and actions to achieve them.

  • Works closely with Sales and Marketing for business opportunities, aims to increase profitability of the organization.

  • Achieves and exceeds goals including performance goals, budget goals, team goals, etc.

  • Takes a predetermined strategy and drives the execution of that strategy.

  • Thinks creatively and practically to develop, execute and implement new business plans.

  • Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.

  • Develops specific goals and plans to prioritize, organize, and accomplish your work.

  • Develops 6-month, 12-month and 2-year strategic action plans for management of cluster transient revenues.

  • Manages inventory to maximize cluster rooms revenue.

  • Ensures property diagnostic processes (PDP) are used to maximize revenue and profits.

  • Initiates, implements and evaluates revenue tests.


    Analyzing and Reporting Revenue Management Data

  • Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.

  • Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.

  • Assists hotels with pricing and provides input on business evaluation recommendations.

  • Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.

  • Generates updates on transient segment each period.

  • Works with Market VP, Market GM and GM’s to assist in pricing analyses for all products in Market.

  • Compiles information, analyzes and monitors actual sales against projected sales.

  • Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

  • Uses computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

  • Analyzes information and evaluates results to choose the best solution and solve problems.

  • Translates or explains what information means and how it can be used.

  • Evaluates effectiveness of property participation in electronic sales channels.

  • Assists with account diagnostics process and validates conclusions.


    Managing and Conducting Human Resources Activities

  • Interviews and hires employees with the appropriate skills to meet the business needs of the units.

  • Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job.

  • Uses all available on the job training tools for employees.

  • Communicates performance expectations in accordance with job descriptions for each position and monitors progress.

  • Conducts employee performance appraisals according to Standard Operating Procedures.

  • Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team.

  • Solicits feedback, utilizes an “open door” policy and reviews employee satisfaction results to identify and address employee problems and concerns.

  • Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.


    Building Successful Relationships

  • Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization.

  • Develops and manages internal key stakeholder relationships.

  • Provides targeted and timely communication of results, achievements and challenges to the stakeholder



    Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws                                                                                                  

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