Director of Revenue Management
Company: The Scottsdale Plaza Resort
Location: Paradise Valley
Posted on: January 27, 2023
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Job Description:
Highgate Hotels Highgate is a leading real estate investment and
hospitality management company widely recognized as an innovator in
the industry. Highgate is the dominant player in major U.S. gateway
cities including New York, Boston, Miami, San Francisco and
Honolulu, with a growing Caribbean and Latin America footprint. The
hospitality forward company provides expert guidance through all
stages of the property cycle, from planning and development through
recapitalization or disposition. Highgate has a proven record of
developing its diverse portfolio of bespoke lifestyle hotel brands,
legacy brands, and independent hotels and resorts with contemporary
programming and digital acumen. The company utilizes
industry-leading revenue management tools that efficiently identify
and predict evolving market dynamics to drive outperformance and
maximize asset value. With an executive team consisting of some of
the most experienced hotel management leaders, the company is a
trusted partner for top ownership groups and major hotel brands.
Highgate maintains corporate offices in New York, Chicago, Dallas,
London, Miami, and Seattle. www.highgate.com . Location An
authentic Arizona experience awaits at the Scottsdale Plaza Resort,
where 40 lush acres and 50,000 square feet of flexible event space
provide a perfect, palm-lined retreat for family getaways, business
meetings and milestone celebrations. Five pools, a full-service
salon and day spa, and nearby championship golf set the stage for
memorable experiences framed by elegant Spanish Mission-inspired
architecture, fragrant gardens filled with desert flowers, and
stunning views of Camelback and Mummy Mountain. Overview The
Director of Revenue Management is responsible for identifying and
maximizing all potential revenue opportunities for the hotel. In
today's lodging environment, understanding channel and yield
management is critical for maximizing revenues. The Director of
Revenue Management is responsible for formulating long and
short-term Revenue Management strategies and for overseeing their
successful execution towards the advancement of RevPAR market
share. This includes the analysis of revenue potential generated by
the transient and group market segments as well as the market
segmentation within transient and group. One will combine this with
catering and space utilization as well as other revenue
considerations (i.e.: golf, spa, etc.) in order to determine the
appropriate mix of business to achieve revenue potentials every day
of every year. Responsibilities Maintain a warm and friendly
demeanor at all times. Must be able to effectively communicate both
verbally and written, with all level of employees and guests in an
attentive, friendly, courteous and service oriented manner. Must be
effective at listening to, understanding, and clarifying concerns
raised by employees and guests. Must be able to multitask and
prioritize departmental functions to meet deadlines. Approach all
encounters with guests and employees in an attentive, friendly,
courteous and service-oriented manner. Attend all hotel required
meetings and trainings. Participate in M.O.D. coverage as required.
Maintain regular attendance in compliance with Highgate Hotel
Standards, as required by scheduling, which will vary according to
the needs of the hotel. Maintain high standards of personal
appearance and grooming, which include wearing nametags. Comply
with Highgate Hotel Standards and regulations to encourage safe and
efficient hotel operations. Maximize efforts towards productivity,
identify problem areas and assist in implementing solutions. Must
be effective in handling problems, including anticipating,
preventing, identifying and solving problems as necessary. Must be
able to understand and evaluate complex information, data, etc.
from various sources to meet appropriate objectives. Must be able
to maintain confidentiality of information. Perform other duties as
requested by management. Establish hotel pricing levels in all
segments. Responsible for the daily room inventory management
process and daily pricing process. Monitor competitor rates,
positioning, strategies and data; maintain understanding of the
dynamics of the local market and demand generators and present
appropriate action plans to management. Monitor and communicate
fluctuations in occupancy to operational departments so they can
effectively manage staffing requirements and increase efficiency.
Analyze local events and activities and project the effect of
opportunities they create. Understand the macro and micro-economic
variables affecting supply and demand in the local marketplace, and
use this knowledge to create accurate operational and financial
room revenue forecasts. Perform unconstrained demand analysis to
determine optimal business mix. Responsible for all short and long
term forecasts including Weekly Forecasts, 30 60 90 Forecasts, In
the month forecasts, and Full year forecasts. Oversee process for
evaluating all opportunities for contracted business (group,
wholesale, corporate negotiated, etc.) presented through the Sales
department. Ensure that process enables high speed of response
while maximizing profits. Responsible for the maintenance of any
software programs which contribute to the management of rooms
revenue, including the CRS, RMS, PMS and Sales & Catering system.
Monitor RevPAR index on STR report and provide critical analysis of
performance on weekly and monthly basis. Prepare annual Rooms
revenue budget. Chair weekly Revenue Strategy meetings in order to
formulate and disseminate strategies and tactics. Ensure that prior
decisions are re-visited in this forum in order to evaluate their
effectiveness and promote learning. Prepare and present quarterly
presentations to ownership. Ensure all distribution channels have
correct content and pricing. Develop and maintain a close
relationship with the market manager of Third Party Intermediaries
to maximize the opportunities with these channels. Develop and
maintain relationships with other market Directors of Revenue to
create a network of peers in your community Coordinate survey
activities involving marketing and service opportunities to further
enhance revenue potential. Actively develop all subordinates,
ensuring that they have opportunities to grow their Revenue
Management and leadership skill base through personal attention,
internal/external training and participation in industry events.
Responsible for Internet Marketing such as pay per click campaigns,
e-mail blasts, GDS advertising, etc. Establish and communicate
sales strategy for day, week, month and rolling 12 months.
Communicate any strategy changes or update any calendars for the
sales team to use. Analyze prior night successes: Did the hotel
sell out? Were the right decisions made for overselling? Address
the opportunities in Highgate Hotel Business Review (HHBR) morning
meeting. Place test calls to Central Reservation Office (CRO) and
property to ensure accuracy of rate quoting, restrictions and
selling approach. Manage and communicate group cut off dates. Run a
group rooms control log (GRC) as well as pick up report from
Property Management System (PMS) for 90 days. Verify pick up to
actual block, cut off date, and whether or not you should extend,
etc. Update the Daily Market Segment Analysis (DMSA). Ensure
accuracy from the daily Flash Report. Review actual performance
versus Potential performance. Complete all required month end
reports with detailed analysis. If necessary, complete action plans
for the property to follow to create additional production/revenue.
Review Agency 360 reports for trends, booking windows and sources
of business as well as rates compared to competition. Review volume
account production with Transient Sales Manager and Director of
Sales....
Keywords: The Scottsdale Plaza Resort, Phoenix , Director of Revenue Management, Executive , Paradise Valley, Arizona
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