Director of Revenue Management - Caribbean Cluster
The Director of Revenue Management - Caribbean Cluster will be responsible for hotels throughout Mexico and the Caribbean, including hotels such as the iconic Caribe Hilton and Canopy Cancun. This position is located in our Miami Regional Office.
The primary purpose of this position is to monitor group and transient business thresholds to ensure measurable improvements for hotel rooms revenue and market share. Supply critical analysis on the effect of short range decisions effecting occupancy, average rate and rooms profit goals within the current 53- week (OnQ) period. Analysis of city events and activities and to project the effect of opportunities they create. Monitor competitive analysis.
What will I be doing?
ESSENTIAL FUNCTIONS
20 % Managing and maintaining group and transient inventory controls:
- Daily review and implementation of room accommodation and rate inventory controls in OnQ R&I, OnQ PM, OnQ FM, GRO and Delphi FDC. Includes weekly implementation of 53rd week roll-in controls.
- Ensure group inventory and cut-off dates are managed according to demand and communicated with Sales team.
- Implement all blackout dates in systems and review monthly to determine if adjustments are needed.
- Maintain accurate demand information in all systems.
- Work with Directors of Front Office to ensure that sellout strategies are in place, and that OnQ PM and OnQ R&I are balanced daily
- Work closely with Reservation Managers/HRCC team to ensure reservation process are efficient and that all systems are updated.
20 % Develop, monitor and adjust sales and pricing strategies:
- Conduct a weekly Revenue Management Meeting where the appropriate booking period is evaluated for proper rate and availability control. The Revenue Manager will provide a synopsis of results vs. decision from the previous week and lead discussion on future issues such as booking pace, pricing strategies, marketing opportunities and the competitive environment.
- Daily review of Delphi FDC reports: GRC, Backlog/Sales Progress Report, Daily Transaction, Booking Review, Lost Business, and Booking Status reports. Address concerns and action plans with Director of Sales and GM at each property.
- Ensure OnQ FM and the General Ledger are balanced daily as it relates to past actuals
- Coordinate and implement updates for SSG/MAR rates and Transient Protected in OnQ FMS and in Delphi FDC for the 1 – 5 year window
- Develop annual transient pricing. Ensure pricing in consistent in all distribution channels (OnQ R&I, OnQ PMS, GDS, Internet).
- Review and implement incentive programs in Front Office and Reservations, with particular focus on need periods.
- Monthly calls with market managers of OTAs and other key accounts to ensure that our strategies are aligned to maximize revenue for our organizations.
20 % Provide critical analysis of strategies, room statistics and demand factors:
- Review end of month rooms statistics reports including OnQ FM, Monthly Revenue Management Reports, STR, Key Hotel Marketing Reports, Report of Operations, and provide critical analysis on performance vs. forecasts and results of implemented strategies
- Conduct displacement analysis of group business, as needed, to determine impact potential business will have on RevPAR.
- Review all tentative and definite group bookings, to ensure that they support implemented strategies.
- Complete weekly booking pace reports and analysis on pace, recommending strategy changes when needed.
- Analyze past and present trends and make recommendations for future strategies.
15 % Forecasting:
- Prepare all Weekly, Monthly, Rolling Forecasts and Annual Budget using OnQ FM, GRO, PEAK, Excel, Delphi FDC, OnQ R&I and OnQ PM
15 % Competitive and Demand Analysis:
- Review all competitive shops (Rate360/OTA Insight, Demand360, Agency 360) on a consistent basis (at least once per week) and identify selling strategies and market trends.
- Review Demand calendars, convention calendars and city event calendars to keep abreast of all demand generators.
- Site competitive set and network with competitive set DRM’s. Maintain information on the various competitors’ products and services for both primary and stealth competitors and how their products and service vary from the hotels.
Maintain historical data on events and performance on any promotions during these demand-generating events
In addition to performance of the essential functions, this position will require you to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.
• Answer other hotel team member's questions regarding revenue management in a friendly and courteous manner.
• Provide training to other hotel team members on revenue management procedures and principles, as needed.
• Ensure that all room’s statistics reports, including FMS, Report of Operations, and any other related reports are accurate and consistent.
• Ensure that all revenue management related systems are maintained, including: GRO, OnQ FMS, OnQ R&I, OnQ PMS, Delphi FDC, OnQ PiM. Employ the assistance of the Directors of Sales, Directors of Front Office, Electronic Sales and Marketing Managers as needed
• Contribute to the development of the marketing plan.
• Maintain an organized and clean work area and hotel environment.
• Travel will be necessary to various Caribbean islands on a monthly basis and other destinations.
• Meetings with Ownership and other key stakeholders.
What are we looking for?
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation.
• Excellent oral and written communication skills
• Ability to communicate clearly and concisely to all interested stakeholders, including, but not limited to, General Managers, Ownership Group, Asset Management, Hilton Regional and Enterprise leadership
• Excellent organization skills and ability to work well under pressure.
• Appropriate professional appearance and demeanor.
• Ability to deliver presentations in a concise, well-organized manner.
• Proficient at statistical and competitive analysis.
• Proficient in Microsoft Word, Excel and PowerPoint. Microsoft Access is a plus.
• Certified in the use of OnQ R&I, OnQ FM, GRO, OnQ PM, Delphi FDC and other related systems or an ability to quickly learn and utilize these systems.
• Strong experience or adaptable training in the use of automated systems, personal computers and software programs.
• Experienced as a Revenue Manager for one or numerous hotels at the same time.
Since being founded in 1919, Hilton has been a leader in the hospitality industry. Today, Hilton remains a beacon of innovation, quality, and success. This continued leadership is the result of our Team Members staying true to our Vision, Mission, and Values. Specifically, we look for demonstration of these Values:
- Hospitality - We're passionate about delivering exceptional guest experiences.
- Integrity - We do the right thing, all the time.
- Leadership - We're leaders in our industry and in our communities.
- Teamwork - We're team players in everything we do.
- Ownership - We're the owners of our actions and decisions.
- Now - We operate with a sense of urgency and discipline
In addition, we look for the demonstration of the following key attributes:
- Quality
- Productivity
- Dependability
- Customer Focus
- Adaptability
What will it be like to work for Hilton?
Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision “to fill the earth with the light and warmth of hospitality” unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!
