Director of Revenue Single Property - London Marriott Hotel County Hall

JOB SUMMARY

Responsible for maximising revenue and profit associated with rooms and function space. Develops and recommends sales strategy for pricing the Transient, Contract, Group and Catering segments. Oversees the processes associated with demand, revenue, price positioning, forecasting, inventory management and opportunity analysis. Works with the Sales Strategy Team to develop, implement and evaluate the hotel sales strategy. Identifies future revenue opportunities and communicates clear commercial recommendations to the Hotel Leadership Team and relevant ownership stakeholders, including performance, forecast risks and opportunities. Fosters productive relationships with hotel stakeholders. The role is also responsible for the recruitment, mentoring and supervision of team members.

SCOPE

Functions as a senior Revenue Management leader for a standalone property.

CANDIDATE PROFILE Education and Experience

• Two-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or a related major, with six years of experience in revenue management, sales and marketing, or a related professional area.
• Or a four-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or a related major, with four years of experience in revenue management, sales and marketing, or a related professional area.
• Minimum of three years of experience in the Revenue Management discipline; experience across at least two different properties is preferred.

CORE ACTIVITIES Managing Revenue Management Priorities and Strategy

• Provides revenue strategy expertise and leadership to the Property Leadership Team.
• Ensures full adoption of Revenue Management systems and tools to drive revenue and profit opportunities for the hotel.
• Determines sales strategies and communicates recommendations to property leadership.
• Prepares, communicates and critiques weekly and monthly hotel room projections.
• Establishes and maintains effective and rational pricing strategies for rooms and function space.
• Oversees the annual pricing process for Transient, Group and Catering segments.
• Supports the annual business-planning process and generates the annual room-revenue budget.
• Evaluates the effectiveness of property participation in electronic sales channels, validating participation, rate set-up, information accuracy and competitor positioning.
• Analyses competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
• Analyses weekly and monthly market-share information to review past strategies, identify improvement areas and competitor strengths, and develop strategies to capture available market share.
• Identifies and communicates revenue and profit opportunities to the Property Leadership Team.
• Ensures hotel strategies conform to brand philosophies and initiatives.
• Prepares the sales strategy meeting agenda and supporting documentation and leads property meetings.
• Conducts sales strategy analysis and refines strategies as appropriate to increase market share.
• Provides pricing recommendations for the hotel and input on business-evaluation recommendations.
• Ensures all rates are loaded correctly and promptly and are available through all relevant distribution channels.
• Ensures the execution, implementation and analysis of regional and/or market demand-generation activities.
• Checks distribution channels for hotel positioning, placement, rate parity and information accuracy.
• Analyses period-end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Ensures compliance with company policies and procedures.
• Enforces the company Best Rate Guarantee and monitors rate parity across all channels.
• Ensures D360 goals are in place for team members.
• Supports DTT priorities and adoption for the hotel, ensuring activity is aligned to commercial objectives and measured for impact.
• Drives adoption of approved AI, Copilot and digital tools to improve efficiency, insight generation, commercial decision-making and team ways of working.

Building Successful Relationships

• Develops and manages key internal stakeholder relationships, working closely with the Hotel Leadership Team.
• Provides targeted and timely communication of results, achievements and challenges to stakeholders.
• Uses interpersonal and communication skills to lead, influence and encourage others; advocates sound financial and business decision-making; demonstrates honesty and integrity; and leads by example.
• Drives team engagement through motivation and recognition.

Leading the Discipline Team

• Manages the appraisal process for direct reports and supports career progression through career-pathing and training resources.
• Ensures the interview and selection process follows company standards and that all new team members receive structured onboarding.
• Develops, implements and maintains onboarding and training for Revenue Managers and Executives.
• Communicates performance expectations in accordance with job descriptions and monitors progress.

Skills and Knowledge

• Meeting the Needs of Key Stakeholders: Understands and meets the needs of key stakeholders, including hotel leadership teams, owners, corporate teams and guests.
• Demonstrating Leadership: Uses interpersonal and communication skills to lead, influence and encourage others; advocates sound financial and business decision-making; demonstrates honesty and integrity; and leads by example.
• Demonstrating Knowledge: Demonstrates knowledge of job-relevant issues, products, systems and processes.
• Developing Objectives and Strategies: Establishes long-range objectives and specifies the strategies and actions needed to achieve them.
• Executing on a Strategy: Takes a predetermined strategy and drives its execution.
• Communicating Information Promptly: Informs and updates executives, peers and colleagues on relevant information in a timely manner.
• Generating and Delivering Accurate and Timely Results: Produces accurate and timely reports, presentations and other outputs.
• Making Decisions and Solving Problems: Analyses information and evaluates results to select solutions and resolve problems.
• Commercial Storytelling and Influence: Translates complex revenue data into clear insight, recommendations and actions for hotel leadership, owners and key stakeholders.
• Analytical and Critical Thinking: Gathers and organises information logically, recognises patterns and relationships in complex data, identifies implications and develops and evaluates alternative solutions.
• Change Leadership: Supports adoption of new processes, tools and ways of working, helping teams understand the purpose, benefits and impact of change.
• Digital and Analytical Skills: Uses revenue systems, Microsoft Excel and approved digital tools to analyse performance, identify trends, improve efficiency and support data-led commercial decisions.
• Job-specific Computer Skills: MARSHA, Opera S&C, HPP, MarRFP, eFast, MINT and One Yield.
• Oral Comprehension: Listens to and understands information and ideas presented verbally.
• Writing: Communicates effectively in writing for the needs of the audience.
• Mathematics: Uses mathematics to solve problems accurately.
• Developing Others: Participates actively in the development and training of team members and peers to grow capability and future talent.

LEADERSHIP COMPETENCIES Leadership

• Communication: Conveys information and ideas convincingly and engagingly through a variety of methods.
• Leading Through Vision and Values: Keeps the organisation's vision and values at the forefront of decision-making and action.
• Managing Change: Initiates and manages change, removes barriers and serves as a role model by maintaining composure and performance under pressure or challenge.
• Problem Solving and Decision Making: Identifies issues and opportunities, compares information, develops and evaluates alternatives and selects a course of action.
• Professional Demeanour: Demonstrates confidence, commands respect and represents the company in alignment with its values.

Managing Execution

• Building a Successful Team: Uses an effective interpersonal style to build a cohesive team and sustain engagement by focusing the team on its mission and importance to the organisation.
• Strategy Execution: Ensures successful execution of business plans designed to maximise customer satisfaction, profitability and market share through effective planning, organisation and ongoing evaluation.
• Driving for Results: Sets high standards, assumes responsibility, monitors progress and takes proactive action.

Building Relationships

• Customer Relationships: Develops and sustains relationships based on stakeholder needs and company service standards.
• Global Mindset: Supports colleagues and business partners with diverse styles, abilities, motivations and cultural perspectives and uses differences to enhance results.
• Strategic Partnerships: Develops collaborative relationships and leverages corporate, continental and shared-service partners to achieve objectives and ensure strategies are understood and executed.

Generating Talent and Organisational Capability

• Organisational Capability: Evaluates and adapts assignments and work processes to support the goals of the organisational unit.
• Talent Management: Provides guidance and feedback to strengthen the skills and abilities needed to achieve work objectives.

Learning and Applying Professional Expertise

• Technical Acumen: Applies professional skills and knowledge to manage everyday business operations and generate innovative solutions to functional challenges.
• Operations Accounting and Analysis: Applies knowledge of profit and loss statements and accurately plans and forecasts expenses and revenue using appropriate data inputs.
• Communications: Uses communication strategies to convey information in a way that enables understanding, buy-in and action.
• Project Management: Uses a defined process to create and manage a project within constraints of scope, time, resources and budget.
• Project Business Planning: Facilitates project planning, approval and funding decisions, including resource needs and work allocation.