Milan Market Director of Revenue Management
Westin Hotels & ResortsTipologia Full-TimeTrasferimento? NTipo posizione ManagementLavora da remoto? N Negli hotel Westin ci adoperiamo per garantire il benessere dei nostri ospiti offrendo un ambiente stimolante, servizi funzionali e un programma rigenerante che li faccia ripartire sentendosi meglio di quando sono arrivati. Poiché sappiamo che viaggiare può sconvolgere l'equilibrio dei nostri ospiti, ci prefiggiamo il compito di aiutarli a ritrovare il controllo e il benessere durante il loro soggiorno. Tutto ciò che facciamo è volto ad aiutare i nostri ospiti a ritrovare un benessere a 360 gradi. Gli ospiti apprezzano il nostro atteggiamento collaborativo, il nostro servizio attento e ogni nostro gesto diretto a rendere piacevole il loro soggiorno. Cerchiamo persone dinamiche desiderose di unirsi al team e sempre disposte a intervenire per dare una mano. Se siete persone positive, adattabili, intuitive e sinceramente interessate a favorire il benessere di chi vi circonda, vi invitiamo a scoprire come possiamo crescere insieme negli hotel Westin. JOB SUMMARY Milan is the leading financial center and the most prosperous manufacturing and commercial city in Italy. Among many attributes, Milan is recognized as one of the world’s four fashion capitals, serving as headquarters of global fashion houses such as Armani, Dolce & Gabbana, Luxottica, Prada, Versace, Valentino, and Zegna. Milan also has one of the most enviable locations in Central Europe, situated between the Ligurian coastline, both the Alps and Dolomite mountain ranges, Piedmont wine country and many beautiful lakes. Responsible for leading the revenue management discipline across 4-hotels in Milan, including the Westin Palace Milan, Sheraton Diana, Sheraton San Siro and Sheraton Malpensa Hotels (total 1,084 rms). The role is based in the Westin Palace Milan with expectation of partial time spent across all of the hotels. The role oversees a team of revenue management associates and functions as the strategic business leader of revenue strategy for the market. Responsible for maximizing revenue and profit associated with rooms and function space for different lodging products within the cluster. Position is accountable for pricing, positioning, and inventory management of transient, group and catering. Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis. Works closely with the hotel GM and sales strategy team to develop the hotel(s)’ sales strategy and ensure implementation. Identifies future revenue opportunities and effectively communicates strategies to the sales organization. CANDIDATE PROFILE Education and Experience 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 6 years experience in the revenue management, sales and marketing, or related professional area. OR 4-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in the revenue management, sales and marketing, or related professional area. CORE WORK ACTIVITIES Managing Revenue Management Projects and Strategy Provides market strategy expertise and leadership to general managers, property leadership teams and sales leaders. Develops the Business Outlook Strategy. Determines sales strategies and communicates to sales leadership, marketing communications teams and property leadership. Establishes and maintains effective and rational pricing strategies for rooms and function space. Develops and executes the hotel(s) strategic plan(s). Oversees the annual pricing process for transient, group and catering rooms, function space and audio-visual. Provides critical input to market leaders for development of property and overall market sales strategy. Ensures hotel strategies conform to brand philosophies and initiatives. Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate. Prepares sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings. Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example. Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.). Updates market knowledge and aligns strategies and approaches accordingly. Establishes long-range objectives and specifies the strategies and actions to achieve them. Works closely with Sales and Marketing for business opportunities, aims to increase profitability of the organization. Achieves and exceeds goals including performance goals, budget goals, team goals, etc. Takes a predetermined strategy and drives the execution of that strategy. Thinks creatively and practically to develop, execute and implement new business plans. Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions. Develops specific goals and plans to prioritize, organize, and accomplish your work. Develops 6-month, 12-month and 2-year strategic action plans for management of cluster transient revenues. Manages inventory to maximize cluster rooms revenue. Ensures property diagnostic processes (PDP) are used to maximize revenue and profits. Initiates, implements and evaluates revenue tests. Analyzing and Reporting Revenue Management Data Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis. Conducts sales strategy analysis and refines as appropriate to increase market share for all properties. Assists hotels with pricing and provides input on business evaluation recommendations. Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals. Generates updates on transient segment each period. Works with Market VP, Market GM and GM’s to assist in pricing analyses for all products in Market. Compiles information, analyzes and monitors actual sales against projected sales. Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts. Uses computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information. Analyzes information and evaluates results to choose the best solution and solve problems. Translates or explains what information means and how it can be used. Evaluates effectiveness of property participation in electronic sales channels. Assists with account diagnostics process and validates conclusions. Managing and Conducting Human Resources Activities Interviews and hires employees with the appropriate skills to meet the business needs of the units. Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job. Uses all available on the job training tools for employees. Communicates performance expectations in accordance with job descriptions for each position and monitors progress. Conducts employee performance appraisals according to Standard Operating Procedures. Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team. Solicits feedback, utilizes an “open door” policy and reviews employee satisfaction results to identify and address employee problems and concerns. Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results. Building Successful Relationships Identifies and communicates revenue and profit opportunities to property leadership teams and sales organization. Develops and manages internal key stakeholder relationships. Provides targeted and timely communication of results, achievements and challenges to the stakeholders. MANAGEMENT COMPETENCIES Leadership Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment. Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action. Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions. Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values. Managing Execution Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members. Driving for Results - Focuses and guides others in accomplishing work objectives. Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed. Building Relationships Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals. Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards. Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential. Generating Talent and Organizational Capability Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit. Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives. Learning and Applying Professional Expertise Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others. Business Acumen - Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges. Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges. Revenue Management - Knowledge of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management. Skill in using a Yield Management system and interpreting pricing and inventory reports. Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data. Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek addition information and where to look to find it. Inventory Management - The ability to manage rooms and function space restrictions and thresholds using systems or manually in order to maximize revenue/profit across all segments. Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball. Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data. Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics. Basic Competencies - Fundamental competencies required for accomplishing basic work activities. Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.). Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues. Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences. Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents. Writing - Communicates effectively in writing as appropriate for the needs of the audience. Marriott International applica una politica di pari opportunità. Crediamo nel valore di una forza lavoro diversificata e promuoviamo una cultura inclusiva che mette le persone al primo posto. Ci impegniamo a non operare discriminazioni in base a qualsiasi caratteristica personale protetta dalla legge, come disabilità o condizione di veterano, o dalla normativa vigente.
Milan Market Director of Revenue Management.
Prepares sales strategy meeting agenda, supporting documentation and leads property and/or cluster meetings. Models and sets expectations for solving comp