Director Of Revenue Management

Job Purpose

The primary job of the Director of Revenue Management (DORM) is to maximize revenue, profit, and market share for available room nights across the GPR family of resorts. Manage the processes associated with demand, revenue, forecasting, opportunity analysis, and inventory management. Partnering both inventory and resort leadership, determine and manage resort pricing strategy of transient and group business. Collaborate marketing to drive direct business, elevate reputation, and identify future market opportunities and effectively communicate through the organization.

Duties and Responsibilities:

• Perform special projects and other responsibilities as assigned. Participate in task forces and committees as requested.
• Play an integral role in the preparation and presentation of strategies to ownership and corporate teams.
• Direct team and strategy using all Yield Management tools available to maximize efforts. Develop appropriate selling strategies to include recommendations on rate, arrival patterns, length of stay, and discount rate availability.
• Define strategy to optimize inventory allocation across both non - revenue and revenue segments.
• Direct Reports Where Applicable: Group Coordinator, Reservations Sales Agents, Inventory Manager or Sales Reporting & System Analyst
• Implement succession planning within each direct report to provide new opportunities as associates develop, to handle company-wide growth, and to mitigate risk if associates leave.
• Effectively deal with associates and peers, creating an environment of teamwork and enthusiasm, while taking charge of all aspects of the Revenue Department
• Manage and consider cost of distribution in all business evaluation decisions.
• Mentor and develop high potential talent and future high potential talent for the organization in line with the organizations talent management strategies.
• Educate team on new trends and technologies.
• Build/maintain relationships w/OTA Market Managers and ensure best representation on 3rd party web sites.
• Research, develop and cultivate new partnerships and emerging channels to ensure property exposure in optimal sales venues.
• Manage SEM program to a positive ROI
• Develop and produce key reports that clearly define the impacts of strategy changes, inventory changes, and use patterns.
• Manage property participation and production through relevant Internet sites and other distribution channels (CRO, GDS, ADS, and Travel Agency Consortiums).
• Manage same day sell strategy with front desk staff to insure sell out efficiency.
• Cultivate Total Resort Revenue Management culture.
• Create and direct revenue strategies and opportunities across all segments to exceed budgeted goals.
• Proactively recommend and implement changes to inventory strategy and allocation to achieve all defined Key Performance Indicators, including an overall occupancy rate of 90%.
• Review & analysis of Online Reputation management tool and online marketing analytics.
• Drive uptick in on-line review scores by using semantic information in pricing strategy.
• Research, recommend, and implement technologies (including RMS platforms) to drive scalable and efficient process and reporting solutions.
• Travel required occasionally (15-25%).
• Develops and implements process to streamline internal processes and set all teams up for success.
• Create scalable forecast model that can be adapted to multiple supply models for perishable inventory.
• Optimize brand initiatives, offers and systems.
• Implement programs to drive growth for direct booking initiatives
• Direct successful onboarding of new resorts to the GPR portfolio.
• Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the resort’s strengths and competitor’s weaknesses
• Ensure a strategic mix of business and pricing strategies are set based on market conditions to maximize revenue and profitability.
• Continuous analysis of competitive set, price positioning, seasonality and mix.
• Work with Sales Leaders and Resort Management to ensure all strategies are aligned through Annual Budget/Business Plan.
• Proactively assess the need for targeted marketing and sales efforts during need times

Required Skills, Experience and Qualifications:

• Change Management
• Revenue and Inventory Forecasting
• Understanding of both Brand strategies and cultures.
• Leadership and management skills
• Presentation skills
• Excellent knowledge of transient, group, and catering customer segments.
• Mastery of total resort revenue management concepts, processes, and systems.
• Microsoft Office; Superior Excel / SQL
• Basic understanding of Timeshare Industry
• Project and process management
• +5 years of related experience with revenue management , revenue operations, and reservations.

Strategic Skills

Skilled in all facets of our business or specific area of specialty. Highly capable with current practices and processes and looks ahead at opportunities to utilize new products, consumer trends, changes in the marketplace, and technology edge. Has natural instincts and insight for finding the best solution to unclear situations, issues and problems. Reflects on their experience to determine numerous future possibilities and outcomes. Can see how the details fit into the big picture. Is a highly capable and resourceful problem solver. Manages the creative process within the business or department to develop unique solutions. Leverages creative solutions in the organization resulting in competitive advantages. Makes great decisions.

Operating Skills

Effectively divides, assigns, and delegates work to meet business objectives and goals. Communicates direction and purpose of work resulting in associate ownership, pride, and quality outcomes. Is able to assess how associates can improve performance and guides their developmental path. Is able to motivate and develop associates to their potential and create promotable talent for the organization.