Marriott Careers

Director of Revenue Strategy

Hong Kong S.A.R., Hong Kong S.A.R.
Revenue Management


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Posting Date Mar 24, 2020
Job Number 20032475
Job Category Revenue Management
Location Hong Kong Tung Chung SH, Lot 38, 43a, Tung Chung, Hong Kong S.A.R., Hong Kong, Hong Kong S.A.R. VIEW ON MAP
Brand Sheraton Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
At Sheraton, we go above and beyond in everything we do. We are inspired by our guests and one another – and are driven to make things better. We love what we do, and we give it all we’ve got – on property and off. When guests stay with us, it’s not just a room with a bed that they’re buying. It’s an experience. We’re looking for someone who is ready to go beyond in everything they do. If you are someone with a genuine drive to improve your life and the lives of those around you, we encourage you to explore careers with Sheraton.


  • Leads inventory management and analysis activities in a multi-property market
  • Manages pricing, positioning and inventory for hotel or hotels within area of purview
  • Monitors all processes associated with demand, revenue, inventory, forecasting and opportunity analysis
  • Develops and recommends sales strategy for pricing of the transient customer, wholesale, and group segments
  • Identifies new revenue opportunities and effectively communicates sales strategy and pricing to all key stakeholders
  • Acts as primary contact and maintains productive relationships with all stakeholders, including hotel General Managers, sales leaders and owners


Education and Experience

  • A degree in revenue management, sales and marketing, business or hospitality discipline is preferred
  • Minimum 6 years working experience in revenue management, sales and marketing or hospitality industry
  • Good command of written and conversational English, Cantonese and Mandarin


Managing Revenue Management Projects and Strategy

  • Determines sales strategy, evaluates effectiveness and prepares historical and future analysis of revenue and profit opportunities
  • Monitors the annual pricing process for transient, group and catering rooms, and function space
  • Establishes and maintains effective dynamic and rational pricing strategies for rooms and function space
  • Develops and executes the hotel(s) strategic plan(s)
  • Prepares sales strategy meeting agenda, monitors preparation of supporting documentation and leads property meetings
  • Establishes long-range objectives and specifies the strategies and actions to achieve them
  • Works closely with Sales and Marketing for business opportunities and aims to increase profitability of the organization
  • Manages room authorizations, rates and restrictions
  • Utilizes brand’s revenue management systems and tools to ensure that revenue and profit are maximized
  • Prepares budgets for transient, group and catering
  • Updates market knowledge and aligns strategies and approaches accordingly
  • Serves as a demand expert for team members, GMs, and regional stakeholders
  • Verifies that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate
  • Promotes and protects brand integrity and positioning
  • Participates in quarterly regional reviews
  • Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example
  • Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions
  • Verifies property diagnostic processes (PDP) are used to maximize revenue and profits
  • Demonstrates knowledge of job-relevant issues, products, systems, and processes
  • Explores opportunities that drive profit, create value for clients, and encourage innovation; challenges existing processes/systems/products to make improvements
  • Thinks creatively and practically to develop, execute and implement new business plans
  • Develops 6-month, 12-month and 2-year strategic action plans for management of property room and catering revenues
  • Performs regular quality checks to verify strategies are implemented correctly and producing desired results, ensuring any gaps are identified and addressed

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
  • Analyzes information and evaluates results to choose the best solution and solve problems
  • Uses computers and computer systems (including hardware and software) to, set up functions, enter data, or process information
  • Generates and provides accurate and timely results in the form of reports, presentations, etc.
  • Prepares forecasts of revenue, profit, demand and occupancy for rooms for prescribed timeframes
  • Prepares revenue and profit opportunity analysis
  • Provides revenue analysis functional expertise and leadership to general managers, property leadership teams and sales leaders
  • Compiles information, analyzes and monitors actual sales against projected sales
  • Assists with account diagnostics process and validates conclusions
  • Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals
  • Checks distribution channels regularly for hotel positioning, information accuracy and competitor positioning

Building Successful Relationships

  • Develops and manages internal and external key stakeholder relationships
  • Provides targeted and timely communication of results, achievements and challenges to all stakeholders
  • Informs and/or updates the executives, the peers and the subordinates on relevant information in a timely manner
  • Develops strong partnerships and relationship with regional team members to successfully achieve regional goals and priorities

Managing and Conducting Human Resources Activities

  • Interviews and hires employees with the appropriate skills to meet the business needs of the operation
  • 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 verifies 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 on a continuous bases
  • Verifies 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

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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