Marriott Careers

Revenue/Reservation Manager

Nara, Japan
Revenue Management


 

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Posting Date Sep 25, 2019
Job Number 19134370
Job Category Revenue Management
Location JW Marriott Hotel Nara, One Marriott Drive, Nara, Japan, Japan VIEW ON MAP
Brand Marriott Hotels Resorts /JW Marriott
Schedule Full-time
Relocation? No
Position Type Management

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Marriott International portfolio of brands includes both JW Marriott and Marriott Hotels.

Marriott Hotels, Marriott International’s flagship brand with more than 500 global locations, is advancing the art of hosting so that our guests can travel brilliantly. As a host with Marriott Hotels, you will help keep this promise by delivering premium choices, sophisticated style, and well-crafted details. With your skills and imagination, together we will innovate and reinvent the future of travel.

JW Marriott is part of Marriott International's luxury portfolio and consists of more than 80 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. It’s as simple as that. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy a true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can really pursue your passions in a luxury environment. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™.


Position Title:

Revenue & Reservation Manager   - Front Line Leader

Date Created:
September, 2019

Functional Job Family:

Revenue Management
 
 

Primary Job Family:

Front Line Leader
 
 

Career Band:

 
 
Reports to:                   

Straight to Sales & Marketing Director

Department:   S&M
 

                                    Dotted line to General Manager (with respect to revenue)           

JOB SUMMARY

 

Leads inventory management and analysis activities and staff at the hotel. The position will partner with stakeholders on setting sales and revenue strategies. Maintains the transient rooms inventory for the hotel and responsible for maximizing transient revenue.  The Revenue & Reservation Manager releases group rooms back into general inventory and ensures clean booking windows for customers.  The position recommends pricing and positioning of the hotel.  In addition, the position oversees the inventory management system to verify appropriateness of agreed upon selling strategies. Position also is accountable for preparing forecasts, budgets and projections.

 

In the meantime, the position oversees reservation sales department of the hotel.

 Responsible for soliciting and managing of reservations sales-related opportunities. Manages and provides training and work assignments to Reservations Sales staff. Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to our customers in order to grow share of the account on behalf of the company.

CANDIDATE PROFILE 

 

Education and Experience

  • 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years’ experience in the revenue management, sales and marketing, reservations sales management, or related professional area.

    OR
  • 4-year bachelor's degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 2 years’ experience in the revenue management, sales and marketing, reservations sales management, or related professional area.

     
    CORE WORK ACTIVITIES
     
    Analyzing and Reporting Revenue Management Data
     
  • Actively participates in the weekly and long range forecasts.

  • 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.

  • Extracts and analyzes data in order to draw viable/actionable business conclusions.

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

  • Generates and provides accurate and timely results in the form of reports, presentations, etc.

  • Prepare forecasts of revenue, profit, demand and occupancy for rooms for prescribed timeframes.

  • Conducts sales strategy analysis and refines as appropriate to increase market share for the hotel.

  • Maintains accurate reservation system information.

  • 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.

  • Assists with account diagnostics process and validates conclusions.

     
    Managing Revenue Management Projects and Strategy
  • Position contributes to sales strategy, evaluates effectiveness and prepares historical and future analysis of revenue and profit opportunities

  • Provides inventory management functional expertise and leadership to sales team

  • Provides revenue management functional expertise and leadership to general manager, and property leadership and sales team

  • Manages room authorizations, rates and restrictions.

  • Manages inventory to maximize hotel room revenue.
  • Ensures that the hotel(s)’ sales strategies are effectively implemented in the inventory systems.

  • Provides recommendations to improve effectiveness of revenue management processes.

  • Promotes and protects brand equity.
  • Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity

  • Updates market knowledge and aligns strategies and approaches accordingly.

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

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

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

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

  • Demonstrates knowledge of job-relevant issues, products, systems, and processes.

  • Understands and accurately represents property sales needs.

  • Explores opportunities that drive profit, create value for clients, and encourage innovation; challenges existing processes/systems/products to make improvements.

  • Prepares sales strategy meeting agenda, supporting documentation then chair the meeting.

     
     

    Managing Reservations Sales Operations

  • Monitors same day selling procedures to maximize room revenue and control property occupancy.

  • Gains understanding of the property’s primary target customer and service expectations

  • Serves the customer by understanding their business, business issues and concerns, to offer better business solution.

  • Conducting Daily Reservations Sales Activities Responds to incoming reservations sales opportunities for the property.

  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

  • Assists in monitoring group reservation forecast data.

  • Coordinates with Sales and Event Planner to process rooming lists and reservation cards.

  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

  • Assists with monitoring accuracy of reservation sales orders within tracking systems.

  • Tracks no-show reservations and processes charges as needed.

  • Checks daily arrivals to ensure all necessary billing instructions are applied to reservations.

  • Manages wait list and prioritizes order of wait list contacts to be made.

  • Prepares work and maintenance orders.

  • Provides excellent customer service consistent with the daily service basics of the brand. Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event. Sets a positive example for guest relations. Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event. Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.

  • Handles guest complaints and disputes following the instant pacification procedures.

 
Building Successful Relationships
  • Develops and manages internal key stakeholder relationships in a proactive manner.

  • Provides targeted and timely communication of results, achievements and challenges to all stakeholders.

  • Inform and/or updates the executives, the peers and the subordinates on relevant information in a timely manner.

  • Acts as a liaison, when necessary, between property and regional/corporate systems support.

     

    Managing and Conducting Human Resources Activities

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

  • 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.

  • Manages employee progressive discipline procedures for areas of responsibility.

  • 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.

  • Monitors reservations sales agents while on phone calls. Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job. Utilizes all available on the job training tools for employees.

  • Creates monthly labor scheduling for team.

     
     
    Additional Responsibilities
  • Informs and/or updates the executives, the peers and the subordinates on relevant information in a timely manner.

  • Attend staff/forecast/long range meetings.

  • Utilizes applicable intranet for resources and information.

  • Creates contracts as required.
 
 
MANAGEMENT COMPETENCIES
Leadership
  • Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities; and communicates both the reasons for change and how it impacts the workplace. 
  • Communication - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner; appropriately interprets verbal and non-verbal behavior; and models active listening to ensure understanding..
  • Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts, identifying and evaluating alternatives and their implications before making decisions, and involving and gaining agreement from others when making key decisions.
  • Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
  • Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
  • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
  • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements for self and/or others to accomplish goals and ensure work is completed.
Building Relationships
  • Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. 
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
  • Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
  • Organizational Capability - Evaluates and adapts the structure of team assignments and work processes to best fit the needs and/or support the goals of an organizational unit.
  • Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
  • Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach team, business, and administrative challenges.
  • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges
    • Revenue Management - Knowledge of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports. 
    • Reservation – Knowledge of reservations and technical use of hotel reservations system.
    • Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.
    • Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek addition information and where to look to find it.
    • Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually in order to maximize revenue/profit across all segments.
    • Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball.
    • Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.
    • Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
    • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
    • Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
    • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
    • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
    • Writing - Communicates effectively in writing as appropriate for the needs of the audience.
 

 
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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