This position will be under the direct supervision of the General Manager with support from Central and Regional Revenue Management. This position does not have direct reports and the primary responsibilities are to identify and maximize all potential revenue opportunities for assigned hotels This position will be required to do all administrative duties.
To identify and maximize all potential revenue opportunities for assigned hotels. 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 in order to determine the appropriate mix of business to achieve revenue potentials.
Education & Experience:
• At least 5 years of progressive experience in a hotel or a related field required; or a 4-year college degree and
at least 1 year of related experience.
• Previous supervisory responsibility preferred.
• High school diploma required
• Working knowledge of Microsoft Word, Excel, Office, e-mail.
• Capable of creating word documents, working charts, and spreadsheets.
• Understanding of general hotel operations and the philosophy of yield management.
• Flexible and long hours sometimes required. Typically a 47.5 hour work week.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or
constantly to lift, carry, push, pull or otherwise move objects.
• Must be able to convey information and ideas clearly.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must be able to work well in stressful, high-pressure situations, including ability to handle guest objections
and disputes to satisfactory results.
• Must be able to show initiative in job performance, including anticipating what needs to be done before it
becomes a necessity.
• Must maintain composure and objectivity under pressure.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and
solving problems as necessary.
• Must have the ability to assimilate complex information, data, etc., from disparate sources and consider,
adjust or modify to meet the constraints of the particular need.
• Must be effective at listening to, understanding, and clarifying the concerns and issues raised by co-workers
• Must be able to work with and understand financial information and data, and basic arithmetic functions.
DUTIES & FUNCTIONS
• Present a friendly, service oriented outlook when dealing with guests and employees.
• Approach all encounters with guests and employees in a friendly, service-oriented manner.
• Maintain regular attendance in compliance with standards, as required by
• Maintain high standards of personal appearance and grooming, which include wearing the proper attire.
• Comply at all times with standards and regulations to encourage safe and efficient
•Comply with certification requirements as applicable for position to include: Food Handlers, Alcohol Awareness, CPR & First Aid
• The ability to be able to sell strategic decisions to gain optimal business mix.
• Ability to manage upward with good debate and consensus skills with objectivity.
• Self directed and motivated.
• Complete, Analyze and Report on Future Demand Strategy Analysis (FDSA).
• Establish and communicate sales strategy for day, week, month and rolling 12 months.
• Make Yield Management decisions and update CRS/GDS/PMS inventory directly through the systems.
• Communicate any strategy changes or update any calendars for the sales team to use.
• Review the Central Reservation System (CRS) Daily Wrap Up, Denials, Call conversion reports, View
Availability Calendar and Allotment Calendar.
• Analyze prior night successes: Did the hotel sell out? Were the right decisions made for overselling?
Address the opportunities in Aimbridge Business Review morning meeting.
• Schedule and complete call arounds using the Market Pricing Analysis (MPA) and determine the pricing
and compression compared to our competition.
• 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. Discuss making any changes necessary to system.
• Complete Group Analysis Worksheet when needed. (Use this if FDSA demand indicator is A or B on the
group dates or taking the group pushes the date to A or B)
• Run a list of groups that went from Tentative to Definite, determine what groups will effect availability
and restrict or price accordingly for rolling 12 months.
• Monitor the status of the hotel throughout the day. Adjust any inventory controls that need to be modified
through CRS/GDS/PMS and communicate to the strategy team. This must occur at a minimum of twice a
day with more frequent monitoring for high demand/revenue time frames.
• Place test calls to Central Reservation Office (CRO) and property to ensure accuracy of rate quoting,
restrictions and selling approach.
• As necessary, complete any rate changes through CRS/GDS.
• Work with the strategy team to forecast accurately as well as projecting future transient demand.
• Work with the strategy team in analyzing actual performance vs. potential to identify future revenue
• Update the Historic Demand Analysis (HDA) daily. Ensure accuracy from the daily Flash Report. Review
actual performance versus Potential performance.
• Update the following persons of the successes/shortfalls: General Manager, Director of Sales &
Marketing, & the Rooms Director.
• Forecast projected transient demand for next 90 days using FDSA.
• Update the four Potential Lost Revenue Worksheets. Ensure accuracy from the HDA. Review Actual
performance versus Potential performance.
• Facilitate weekly sales strategy meeting following the established agenda.
• Complete a recap of Strategy Meeting, putting into place items/actions discussed.
• Forward the recap of Strategy Meeting, FDSA, MPA for current month plus next 3 future months as well
as HDA, potential lost revenue worksheets, group analysis worksheets and strategy meeting notes via
email to the Regional Director of Revenue Management (RDRM).
• Update, Analyze and Report on FDSA for rolling 12 months.
• Analyze the following CRS Reports: CRO Productivity, Company and Travel Agency Production, City
and State Production. If necessary, complete action plans for the property to follow to create additional
• Analyze the Star Report. For hotels that have a 3-month Revenue Market share decline, provide written
update to the Regional Director of Revenue Management in preparation for the Revenue Meeting.
• Analyze the CRO Productivity Report for any necessary action.
• Review Phaser reports and analyze for incorrect restrictions, rates of the competitive set and restrictions
of the competitive set.
• Review Hotelligence reports for trends, booking windows and sources of business as well as rates
compared to competition.
• Review volume account production with Directors.
• Facilitate monthly sales strategy meeting with the General Manager and Reservations Manager to discuss
trends, review prior month information, and determine upcoming events and future strategies.
• Assist with Annual Budget, Annual Strategic Pricing and Market Plan process.
• Review/Update CRS/GDS Hotel Description information when necessary
• Attend meetings/training as required by management.
• Perform other duties as requested by management.