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Director of Revenue Management

Firenze, Italy; Firenze, Italy
Revenue Management

Job Description

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Posting Date Jan 29, 2018
Job Number 18000AHT
Job Category Revenue Management
Location The Westin Excelsior, Florence, Firenze, Firenze VIEW ON MAP
Brand Westin Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

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The St. Regis Florence and The Westin Excelsior are situated in the beautiful city of Florence and are managed as a hotel complex.
St. Regis Florence: 99 rooms & suites. Historic palace designed by Brunelleschi in the historic center of Florence and ideally located along the Arno River, minutes away from the city's finest shopping, museums and the world famous Ponte Vecchio. Gastronomy is the heart of The St. Regis Florence experience, home to an innovative cuisine concept serving unforgettable flavours, from classic Florentine recipes to tastes from the Mediterranean. SPA - Iridium Suites My Blend by Clarins. 1 Michelin Star Restaurant - Winter Garden by Caino.
The Westin Excelsior Florence: An undisputed masterpiece of its own right: a stunning renaissance Palace with cutting edge contemporary interiors however flawlessly paired with unique renaissance features. A perfect mix of style and design: 171 guest rooms & suites  each beautifully decorated in period style, offering a taste of Florentine tradition.

Sales & Marketing - Revenue Management
Job Description
Complex General Manager with a dotted line to the Regional Director of Revenue Management, Southern Europe.
The Director of Revenue Management is responsible for the effective strategic and tactical implementation of Marriott Revenue strategy, maximizing hotel room revenue through effective pricing and inventory management. The responsibilities of this position will align with the Regional Strategic Plan for Revenue Management, based on the RM functional pillars. The DORM is responsible for employing Marriott's technology and operations processes to maximum advantage and aligning the Hotel Revenue Management strategy with 'Oneteame' objectives. This is an Executive Committee level position. The divisional standard is to have one DORM per property, with additional RM support for DORM's with multiple hotel complexes.
  • Develop overall pricing strategy, in alignment with Marriott Europe Regional Pricing Guidelines, to include all market segments and distribution channels.
    • Formulate Retail Pricing Structure, provide guidance on corporate transient negotiated pricing, group pricing for each group, wholesale pricing and acceptance.
    • Ensure effective pricing strategies are in place to reflect asset strength relative to the competition in each market.
  • Effectively manage inventory and pricing strategy in all distribution channels including branded web, 3rd party sites and the GDS
  • Lead the Regional Internet Merchandising Manager and Director of Sales & Marketing in the decision making process of promotion participation and rates thereof
  • Enforce logical leisure pricing hierarchy for marketing promotions.
  • Closely monitor competitive pricing and understand the impact of relative pricing decisions on property performance. Set selective sell guidelines for groups and coordinate management of group business closely with the sales and banquet teams.
  • Pro-actively identify Soft Spot periods and prepare a Soft Spot Revenue Management
  • Plan, in cooperation with Sales, Marketing and On-Line, with the engagement of Corporate and Regional resources.
  • Drive Market Share and Revenue Performance through proper pricing and mix Management.
  • Analyze competitive reports and formulate appropriate strategies through use of Deloitte & Touche Reports,The Bench, Hotelligence and Market Vision
  • Responsible for effective implementation and compliance with all Marriott Revenue Management Standards, Policies & Procedures. (Rate Plans, Rate Categories, Market Segmentation, Profiles and all other PMS/IPS related RM functionality.
  • All Rate Solicitations acted upon in a timely manner and rate plans maintained and extended as appropriate. The DORM has sole responsibility for the quality of all pricing setup in the PMS system. Act upon CRMT Audit Results and Recommendations.
  • Ensure Best Rate Guarantee compliance, and minimize/eliminate BRG claims against the hotel/complex
  • Ensure electronic distribution systems are returning appropriate availability and pricing for the following 550 days
  • Responsible for administration of the online Revenue Plan and the accuracy of all rooms data as input into the system.
  • Responsible for the preparation of 30-60-90 day fully updated Forecasts in the Revenue Plan Forecast Tool on a monthly basis. Also responsible for preparation of the 'mid-month forecast by the 15th of each month, plus the 13th month outlook, following the close of each calendar month.
  • Forecasting Accuracy: to achieve 5% of Monthly Total FRS Room Revenue Forecast on a 30-60-90 basis. Calculation based on absolute variance of forecast submitted to actual month by month.
  • Responsible for the preparation of 30-60-90 day fully updated Forecasts in the Revenue Plan Forecast Tool on a monthly basis. Also responsible for preparation of the ‘mid-month forecast by the 15th of each month, plus the 13th month outlook, following the close of each calendar month for both Rooms and F&B revenue.
  • Responsible for preparation and presentation of Rooms Revenue Management element as part of the annual budget process. (Market Analysis, Comp Pricing, Product Quality, Rooms Production etc).
  • Improve Sell Outs on 95% Nights. Improve the sell out efficiency ratio by moving more room nights from 90-95% nights to 95+ and 95-97% nights to 98%+ nights. It's recommended that if this is a DRM goal it's also a FOM goal for maximum effectiveness.
  • Responsible for Revenue Mgt monitoring of the "Smart Contracting" process and facilitate account evaluations in coordination with sales.
  • Lead the property's weekly Revenue Management/Strategy Meeting and contribute to the Daily Operations Meeting.
  • Represent the Hotel/Complex and contribute RM strategic vision during all Regional and Divisional Property Reviews and/or Pricing Meetings, Round Table presentations and Conferences.
  • Maintain an RM succession plan for the hotel, in coordination with the Regional DRM.
  • Ensure that the Rev Mgt Executive under direct report is fully able to complete the 90 Day forecast using the Revenue Plan, run a Rev Max meeting, TLPE daily tasks, all IP checklist items, and can manage all aspects of reservations (cut off dates, rooming lists, guest complaints)
  • Hold regular and ongoing training sessions to keep team members of the reservations & marketing team in touch with new and changing initiatives.
  • Be involved in relevant Regional Openings for support, leadership and guidance for pricing, positioning and setup.
  • Participate in the Talent Review, PMP process
  • Complete understanding and effective execution of current and new Revenue Management systems and Tools. Includes Opera PMS/S&C or Fidelio PMS/Delphi, IPS, PRSNet, TLPe, TLGO if applicable, Market Vision, Enterprise Channel Reports, Revenue Plan, StarTrack, CMD.
  • Initiate training requests where knowledge gaps exist, and secure the appropriate technology training for direct reports.
  • Take the lead role in property PMS Conversions.
  • Take the lead role in property TLPE. Installation and ensure on-going setup of TLPE/TLGO is complete an accurate. Seed Data frequently managed and compressed when necessary and Goup forecast updated in TLPe. TLGO utilized and group strategy updated. Educated the sales team on the effective use of TLGO and Opera S&C/Delphi to improve profitability of group bookings.
  • Responsible for Rooms and F&B Budgeting .
  • Strong analytical capabilities to review, understand and formulate strategy changes based on the extensive reporting data available to Marriott hotels. This includes: All Revenue Plan reports: Rooms Rollup, Pace, Group Backlog, Geographic Data, Forecasting Tool, plus StarTrack Reports, CMD, IPS Reports, PMS Reports, ASD, etc.
  • Pro-active adoption of new reporting capabilities, Micro-Strategy, Market Vision.
  • The Director of Revenue Management will have successfully completed the Basic and Intermediate RMA Courses, and will actively participate new training offerings, via classroom or webinar.
  • DORM has 4 direct reports and is responsible to assess the educational and development needs of the team and coordinate participation in the appropriate courses.
  • Ensure hotel team members understand the concept of Revenue Management and their role. Clearly communicate to hotel team the strategic vision and objectives on how to drive revenues and improve performance.
  • Member of Hotel Executive Committee and responsible to provide Executive Committee with regular Revenue Management updates, including market share, segment performance, and channel metrics.
  • Work closely with the Regional DRM to communicate hotel issues and update on Revenue Management opportunities.
  • Share best practices and key learning with peers, Regional Director of Revenue Management and Divisional RM team.
  • Identify and communicate to either Regional or Divisional RM team bugs/enhancements affecting Revenue Management from all RM tools, including PMS, IPS, Revenue Plan, StarTrack, Channel Reports, and branded websites.
  • Prepare projection as required.
This is an ideal role for a passionate, energetic, results orientated individual who is passionate about the hotel industry.  A self-starter who is highly driven, persistent and adaptable to change. You must be highly organized with a strong ability to multi-task as part of a pre-opening environment. Excellent communication skills and networking abilities are essential. Hotel pre-opening experience would be a distinct advantage.
  • Ability to quickly adapt to a constantly changing market with a revenue positive effect.
  • Analytical approach to problem solving and demonstrated ability to "think out side of the box".
  • Ability to analyze financial statements and market data.
  • Detail orientated and hands on.
  • Team player with strong interpersonal skills.
  • Requires excellent communication skills, both verbal and written, and strong command of English and Italian in both.
  • Effective ability to lead, motivate and develop associates.
  • Ability to develop and deliver effective presentations.
  • Demonstrate self-confidence, energy and enthusiasm.
  • Must possess strong computer skills, inc Microsoft Office, (Excel/PowerPoint/Word) Opera PMS/S&C or Fidelio/Delphi, IPS*, PRSNet*,TLPe*,TLGO*&Revenue Plan, *where applicable Certification of Basic and Intermediate RMA Module in EAME.
Education: Professional Certification (University Degree, Hotel School Diploma)
Experience: Minimum 5 years’ experience as a Hotel Revenue Manager, additional Hotel experience an asset.
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.