The Corporate Director of Revenue Strategy will report directly to the Corporate Vice-President of Sales and Marketing and will have responsibility for the holistic revenue strategy across all hotel assets. The Corporate Director of Revenue Strategy will assist any property transition team during new hotel openings, development due diligence, and execution of strategic property revenue plans.
The Director will provide leadership in the areas of pricing, distribution, revenue optimization, digital marketing , reservations, analysis, evaluation and resources necessary to achieve each hotel's total top line and profit budget . Additionally, the Director is to be an early warning resource so that properties and management teams can address potential revenue shortfalls well in advance to reporting relationships above and work closely with all resources to mitigate revenue shortfalls.
General Duties & Responsibilities:
Pricing and Analytics
Work jointly with the property Revenue Teams and Corporate Vice-President of Sales & Marketing to analyze findings during property audits to implement a results-driven action plan
Partner directly with the property Revenue team in the development and execution of a strategic pricing plan for all room categories
Understand the hotel's defined competitive market and defined comp sets and their relevance to each hotel/resort based on current/future market conditions and industry changes and fluctuations
Utilize transient Key Indicators to identify trends as an early warning system to where future revenue opportunities may lie
On an annual basis, participate in the crafting of the business plan, provide guidance to the mix of business, ADR, rate positioning, and overall revenue and penetration strategies.
Complete ongoing detailed reservations evaluation of Meritage Collection CRO and the branded properties CRO including conversion, ACD reports, regrets/denials, call volumes, shop call and training execution
Proactively identify opportunities to drive ancillary revenues including but not limited to spa, F&B and meeting & events
Effectively identify E-Commerce challenges and implement a results-driven e-commerce action plan for all properties
Partner with the property Revenue Team to ensure property is optimizing reach and exposure by strategically utilizing all distribution channels effectively
Work with property and corporate Marketing teams in the tactical implementation of strategic initiatives for all properties
Develop and conduct on-property audit for each property a minimum of (1) times per year to determine effectiveness of pricing, optimizing, and distribution practices
Partner with key corporate and property stakeholders ' to ensure each property is utilizing the Revenue enhancement plan to make short-term tactical decisions around pricing, distribution, and a coordinated marketing effort to reach property goals
Provide ongoing updates to the Vice-President of Sales & Marketing to ensure that all properties are optimizing their ability to generate revenue
Effectively communicate challenges that arise in either property performance or processes corporate and hotel leadership.
Influence change and demonstrate accountability and confidence during interactions with key stakeholders both in the field and the corporate office
Extensive travel to visit properties to assist and support the on-boarding of key Revenue team members
In partnership with corporate and hotel resources create a task force contingency plan for coverage in situations of empty chairs. The Director will assist the hotel Revenue Teams during openings and transitions of the new properties and play a pivotal role in departmental set-up.
Partner with IT to develop a world-class business intelligence platform for field-based applications and reporting
Liaison with IT in launch of interfaces and distribution channel enhancements
Oversee installation or upgrades to technology and new operating platforms
Qualifications (relevant education, experience and skills):
7+ years overall of hotel revenue management experience is required; minimum of 4 years' experience in a similar role with multi-hotel (area and/or regional) revenue management oversight is required
Must possess experience with both luxury and branded concepts; those with independent luxury hotel experience are highly preferred; Hilton and Marriott experience also strongly preferred
Ability to travel domestically up to 40% of the time
Experience managing projects independently and presenting conclusions to fellow team members, property teams, and corporate team
Strong written and oral communication skills with excellent presentation skills
Superior proficiency with MS Office, in particular Excel
Ability to exhibit a comprehensive understanding of demand evaluation and effective pricing
Demonstrate ability to coordinate and implement effective revenue optimization practices as well as evaluate and execute a results-driven action plan
Previous Regional Revenue Optimization experience strongly preferred but not required
Extensive hotel experience with various Property Management Systems, Opera,, Synxis, iDeas, Delphi,, and automated revenue management solutions
Bachelor's degree in related field is required
Additional Salary Information: Incentive eligible, full complement of benefits including health, dental, vision and 401(k).
About Pacific Hospitality Group
A Premier Hotel Management & Investment Company with Strategic Vision and Strong Core Values
Since 1987, Pacific Hospitality Group has maintained a strategic vision and strong core values as guiding principles for business success. With luxury hotel properties from Napa Valley to Southern California, PHG’s growing portfolio of hotel and resort investments reinforces the company’s cohesive vision and ensuing success.
PHG manages, develops, finances, and owns hotels and resorts located in California, Hawaii, Arizona, Texas and Louisiana. We currently own and manage 11 hotels and resorts, representing over 2,219 rooms and 144,552 square feet of premier indoor meeting and event space.