Area Director of Revenue Management - Washington DC (Finance)
The Area Director of Revenue Management - Complex is responsible for The Doubletree Washington DC - Crystal City, Embassy Suites Crystal City National Airport and Hilton Arlington National Landing.
Coordinates Revenue Management processes and procedures for hotels in a designated geographical area to maximize overall room revenue. Manages and maintains group and transient inventory controls; determines, develops, monitors and adjusts sales and pricing strategies; conducts competitive, forecast and demand analyses; and provides critical analysis of chosen strategies, room statistics and general demand factors. Maintains distribution channel data integrity.
What will I be doing?
• Strategically coordinate the revenue management processes and procedures for hotels in a geographic area to maximize each hotels rooms revenue. This is accomplished by managing and maintaining group and transient inventory controls, developing, monitoring and adjusting sales and pricing strategies, analyze demand factors, forecasting, competitive analysis, and maintaining distribution channel data integrity.
• Managing and maintaining group and transient inventory controls:
• Review of room accommodation and rate inventory controls in Netrez/OnQ PMS and OnQ RMS.
• Make recommendations to each property Director or Assistant Director for implementation.
• Maintain controls of each property, as needed.
• Work with Event Services and Reservations as needed to ensure effective and efficient management of group inventory daily - provide direction when needed on cutoff date extensions and additions to inventory.
• Developing, monitoring and adjusting sales and pricing strategies:
• Attend weekly revenue management meetings for each hotel, providing global insight. Conduct meetings as needed.
• Conduct joint quarterly pricing and sales strategy meetings.
• Consistent review of Delphi/DMPE reports, including the GRC and Backlog Reports. Identify group booking trends and need periods for the five-year window and work with the Director of Sales and Marketing to develop sales strategies
• Coordinate and implement updates for SSG rates and Transient Protected in OnQ FMS and in Delphi/DMPE for the 1 - 5-year window.
• Review each property annual transient pricing and provide recommendations.
• Review Group and Travel and Business Travel pricing strategies and provide recommendations.
• Identify marketing opportunities and work with the Director of Marketing to develop programs for the hotels, particularly focused on distressed periods.
• Review Delphi/DMPE Lost Business and Quick Regrets reports with the Director of Sales and Marketing. Use the reports to determine unconstrained group demand and assist in developing future group pricing.
• Ensure incentive programs in Front Office and Reservations are in place, with particular focus on need periods.
• Ensure property participation and data integrity in all forms of e-Distribution Channels.
• Review end of month rooms statistics reports including FMS, Monthly Revenue Management Reports, STAR, Key Hotel Marketing Reports, Report of Operations, and provide critical analysis on performance vs. forecasts and results of implemented strategies.
• Prepare and analyze combined hotel reports on room and market share statistics.
• Review opportunities for cross-selling hotels and relocating group business to provide way for additional rooms revenue opportunities among the three hotels.
• Review all weekly booking pace reports and analysis on pace, recommending strategy changes when needed. Analyze past and present trends and make recommendations for future strategies
Forecasting:
• Review all weekly and monthly forecasts for each property.
• Participate in the preparation of all Rolling forecasts and Annual Budget for each property using OnQ RMS, Excel, OnQ FMS, DMPE/Delphi and Netrez/OnQ PMS.
• Work with the Directors of Sales and Marketing and Directors of Catering to ensure all Sales and Service Managers are trained on forecasting processes.
• Competitive and Demand Analysis:
• Review all competitive shops in each hotels market and identify selling strategies and market trends.
• Shop hotels as well as competition through the GDS' to ensure proper positioning of each hotel and assess competitive environment.
• Review Demand calendars, convention calendars and city event calendars to keep abreast of all demand generators. Ensure each property contact utilizes all necessary demand information when planning strategies.
• Network with competitive set DRM's to maintain information on the various competitors products and services for both primary and stealth competitors and how their products and services vary from the hotels, Network with Hilton DRM's in major markets to keep abreast of national hotel trends and best practices. Review of historical data on events and performance on any promotions during these demand-generating events.
Qualifications - Internal
What are we looking for?
• Excellent oral and written communication skills.
Understanding of group and transient sales process and forecasting process.
• Excellent organization skills, manages time well, correctly prioritizes and if flexible.
• Ability to work well under pressure and meet deadlines.
• Ability to manage outside departments and agencies.
• Strong interpersonal skills and possession of a full understanding of professional business ethics, decorum and social skills.
• Proficient in use of Microsoft Word, Excel and PowerPoint.
• Understands GDS and Internet systems.
• Understands Revenue Management theory and practice.
• Ability to perform critical analysis.
• Appropriate professional appearance and demeanor.
• Comprehension of technical application of reservations system.
• Full understanding of each hotel product and the market conditions.
• Proficient in the use of Netrez, OnQ PMS, and OnQ RMS.
• Demonstrates self-confidence, energy and enthusiasm.
• Ability to deliver presentations in a concise well-organized manner.
• Team player.
• Detail-oriented.
QUALIFICATION STANDARDS
EDUCATION
Four-year college degree preferred
EXPERIENCE
Minimum one year as Director of Revenue Management in 1,000 room or larger hotel or as Area Director of Revenue Management for multiple hotels. Prior experience with hotel industry revenue management, reservations and hotel property management systems required - Hilton software preferred.
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!
The future of hospitality is bright at Hilton : a leading global hospitality company with a diverse portfolio of world-class brands . Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more than 100-year history. Hilton is proud to have an award-winning workplace culture, and we are consistently named among one of the World's Best Workplaces.
We support the mental and physical wellbeing of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton travel discount program. Hilton prioritizes understanding and integrating our Team Members' unique perspectives and voices-along with those of our Guests, Owners, Suppliers, and Partners-to cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what it's like to be on Team Hilton!
The Benefits - Hilton is proud to have an award-winning workplace culture ranking #2 Best Company To Work For in the U.S. We support the mental and physical wellbeing of all Team Members so they can Thrivepersonally and professionallyin a diverse and inclusive environment, thanks to innovative programs and benefits. Hilton offers its eligible team members a comprehensive benefits package including:
- Medical Insurance Coverage - for you and your family
- Mental health resources including Employee Assistance Program
- Best-in-Class Paid Time Off (PTO)
- Go Hilton travel program: 100 nights of discounted travel
- Parental leave to support new parents
- 401K plan and company match to help save for your retirement
- Employee stock purchase program (ESPP) - purchase Hilton shares at 15% discount
- Debt-free education : Team Members will have access to a wide variety of educational credentials through our partnership with Guild Education, including: college degrees and professional certifications*
- Career growth and development
- Recognition and rewards programs
The annual salary range for this role is $160,000 -$180,000 and is based on applicable and specialized experience and location.
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