Area Director of Revenue Management - Kessler Collection

An inspiring career awaits you! 
 
The Kessler Collection is a portfolio of luxury boutique hotels, unique restaurants and experiences with a Bohemian twist. The collection's captivating hotels feature curated art, original music, unique architecture and stories around every corner, all located in destinations people want to be. Our mission of inspiring places, intuitive service, and exuberant guests means we are committed to our Grand Performers learning, development, and well-being. We believe people want to be inspired!

Grand Performers may enjoy a range of benefits, including:

• Marriott Employee Discounts Worldwide
• Competitive Wage & Discretionary Bonus Program
• Medical, Dental, Vision Insurance
• Company-Sponsored Life Insurance
• Short & Long-Term Disability Insurance
• Tuition Reimbursement Program
• 401(K) with Discretionary Company Matching Contributions
• Employee Assistance Program

JOB SUMMARY

The Area Director of Revenue Management is responsible for overseeing strategy and revenue performance at a portfolio of multiple properties, leading a team of Revenue Managers to maximize potential profit in order to hit budgeted goals per property.  The desired candidate must possess strong leadership, analytical, and communication skills with the ability to use systems data to make successful yield decisions.

STANDARDS & CULTURE

Individuals must serve as a cultural ambassador by upholding and promoting our standards.

Image & Presence: Our team is sophisticated and purposeful in their communication and body language.

Service: Intuitive. Our team inspires the guest (and Grand Performer) experience with warmth and deliberate elegance.

Performance: Extraordinary. Our team rises to outperform and consistently be at our best for even better.

CORE RESPONSIBILITIES

Primary areas of responsibility include, but are not limited to the following: 

• Lead and oversee multiple Revenue Managers, including internal Grand Performers and external third-party brand services to provide guidance and feedback of ongoing strategy decisions, not limited to pricing, restrictions, inventory, and systems management for assigned territory of properties.
• Monitor performance of internal RM’s by providing guidance to their strategy and individual hotel interactions. Deliver regular feedback, and complete annual performance appraisals. 
• Monitor and guide strategy of third-party brand services to ensure that employed strategy meets the goals and needs of the company rather than potential brand preferences, directing usage of the brand systems as appropriate.  Provide feedback on third-party service performance, and be primary point of contact for third-party on strategy decisions.
• For all properties in territory under third-party services, complete all revenue management needs not covered by services, including but not limited to: forecasting determined and updated weekly in Kessler system (KHMS), guiding group strategy with strategic review and approval of all group leads, property performance review and investor reporting, and any ad hoc analytics and reporting needs.
• Analyze various competitor set reports on a monthly basis to including STAR, Demand360, and Kalibri Hummingbird for strategy opportunities to improve hotel’s results.
• Train new Revenue Managers for their territory, communicating the company’s standard operating procedures. 
• Brainstorm with RM’s to identify need periods and create proactive, innovative strategies and campaigns, aligned with other Kessler Collection hotels and implement through Marketing as needed.
• Review RM’s forecasting recommendation on a monthly basis to ensure accuracy, explainable reasons for shortfalls, and guided strategy to improve performance.
• Attend and participate in Yield Calls at least once a month for each hotel in territory (bi-monthly for critical hotels).
• Lead and execute revenue management projects as mandated from Brand and Kessler initiatives, delegating action items as appropriate to RM’s, following and communicating performance on an ongoing basis to determine needed adjustments and success.
• Participate in monthly P&L reviews to explain revenue management performance and initiatives, especially as pertaining to bottom line profitability.  
• Review and analyze top line performance for all non-rooms revenue streams as needed, including catering, F&B outlets, gallery, spa, and miscellaneous areas.
• Review significant group Business Evaluations from the property level with the RM to ensure optimal profitability between the group and transient segments when approving pricing recommendations. 
• Work with the Corporate Directors of Business Transient and Luxury Sales in addition to the Corporate Director of Revenue Management on property specific strategies and performance to determine seasonal pricing for annual corporate accounts and wholesale agreements.
• Cultivate a relationship with market CVBs and local and state tourism offices to manage Kessler digital content and promote any need periods.  
• Work with the Marketing and PR department to determine and set up campaigns and promotions to be executed through the property’s various marketing channels.
• Provide performance data as requested for Digital Marketing and eCommerce campaigns to align funds appropriately for optimal performance based on property need.
• Provided dotted line oversight of Group Coordinators on property to ensure alignment with revenue management input and proper completion of systems and inventory tasks.
• Continued Education requirements include reading economic and market trends, attending approved webinars and conference events, and communicating learnings with property and corporate leadership.
• Knowledge ownership in various brand systems to be able to pull custom data reports for analysis, update hotel information, and optimize the brand relationship by utilizing all applicable opportunities available to the hotel. 
• Participating in annual budget review on behalf of Room Revenue. 
• Review the monthly and quarterly summary reports as detailed by the RMs prior to sending to the team on property. 
• Designated travel to perform property revenue audits, competitor site visits, industry conferences and quarterly departmental required events.

MINIMUM QUALIFICATIONS

Education, License, Certifications, Experience 

• Associate’s degree – preferred
• Hospitality or related industry experience - required
• Previous revenue management experience – required
• Proficient in Microsoft Office and Excel - required
• Valid Driver’s License – required
• Knowledgeable of hotel market - preferred

SUPERVISORY RESPONSIBILITIES
Supervisory and leadership responsibilities include achieving results through providing direction and accountability of the following Grand Performers within the culture and policies established by the Kessler Collection.

• Revenue Managers

KNOWLEDGE, SKILLS, AND ABILITIES

To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent. 

• Strategic business leader - Works strategically to devise plans in alignment with organizational goals.
• Cultivates engagement - Builds loyalty to the company and not to themselves. Proven ability to host/facilitate effective meetings, motivate teams to produce results with tight timeframes while simultaneously managing several projects.
• Generates alignment - Ensures proper time and effort is spent to build high level performance and consistency throughout collection.
• Leads with courage - Provides a culture of accountability.
• Execution of plans - Utilizes our systems, tools and resources to accomplish results and achieve goals.

WORK ENVIRONMENT

The work environment/conditions described herein are representative of those that an incumbent may experience. 

• Must be comfortable working in a shared space, with constant noise, without the use of a private office.
• Must be able to cope with frequent changing priorities and deadlines with a high degree of optimism, professionalism & collaboration.
• Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.

PHYSICAL DEMANDS

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role. 

• While performing the duties of this job, the incumbent is regularly required to move 10lbs on a daily basis.
• Push, pull, and lift up to 50lbs on a weekly basis.
• While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane or other means of transportation which require sitting, waiting and standing for long and short periods of time. 

The Kessler Collection is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.