Director of Revenue Management

Director, Revenue Management

The Omni Ft. Lauderdale Hotel is a 29-story hotel, located at 1950 Eisenhower Blvd, and connected directly to the Broward County Convention. The property offers 801 guest rooms and suites, multiple restaurants, a vibrant rooftop bar, a sprawling pool, spa, and fitness center. The hotel has over 120,000 square feet of indoor and outdoor meeting and event space, including a grand ballroom, junior ballroom, 25 breakout rooms and pre-function meeting space with waterfront views.

The role of the Director, Revenue Management, will strategically coordinate the revenue management processes and procedures for hotel's guest room, F&B, meeting space and ancillary departments' revenues (Total Hotel Revenue Management). This is accomplished by managing and maintaining group and transient inventory controls, developing, monitoring, and adjusting sales and pricing strategies for all revenue areas, analyzing demand factors, forecasting, and budgeting, competitive analysis, and maintaining distribution channel data integrity.

As an Executive Committee member, provide strategic leadership to the Rooms, Hotel Sales & Marketing, Food & Beverage, and Other Departments, contributing to superior revenue growth and overall profitability of the hotel by leading a creative and robust revenue management program consistent with upscale, full-service hotels and resorts.

Strong functional expertise and entrepreneurial leadership to meet the business needs of the operation

Support the General Manager, Rooms, Hotel Sales & Marketing, Food & Beverage, and Other Departments by providing pertinent information and tools to enhance the property's sales and marketing efforts and decision-making processes

Identify, communicate, and execute opportunities to increase incremental revenue based on historical demand, regional, seasonal, and competitive influences and market, group performance, price sensitivity by market segment, demand, and reservation costs across multiple sales channels

This position, with assistance from the Director of Sales & Marketing, will provide short-term and long-term rooms revenue projections, including weekly, monthly, quarterly, and full-year projections

Effectively incorporate Omni Hotels & Resorts revenue management philosophy in all aspects of sales, marketing, and operations, including training and information sessions on behalf of all revenue generating positions

Conduct weekly revenue management meetings and as chair give synopsis of past strategies versus results. Lead the discussion on current/future issues. Stimulate discussions and analysis to determine effectiveness of selling, pricing and distribution strategies and determine the appropriate mix of business that will allow hotel to maximize both RevPAR and Market Share through appropriate mix management

Superior knowledge of CRS, RMS, and PMS systems to manage and maintain group and transient inventory and pricing controls for designated hotels (including as needed on weekends)

Responsible for the monitoring/maintenance of software programs including interfaces that support the management of room revenue

Support the company in technical transitions aimed at supporting the management of room revenue as they occur

Work with Convention Services and Reservations as needed to ensure effective and efficient management of group inventory daily – provide direction when needed on cutoff date extensions and additions to inventory

Attend the hotel's weekly group-pick-up meetings to ensure group inventory management is in place. Lead meetings when needed

Coordinate and implement updates for Transient Protected in Sales System for the 1 – 5-year window

Lead development of key budgetary and forecast goals and objectives for Transient market segments with input on Group market segments. Develop budget to actual feedback and comparisons and report monthly achievements

Prepare Weekly Operational forecast and 30-60-90 Day Transient Revenue Forecast monthly for presentation. Develop, monitor, and maintain all short term and long-term forecasts as outlined by company standards with forecasting to be demand-based to coincide with pricing strategy

Achieve forecasting accuracy for Transient market segments as set forth by company

Research, identify and develop revenue management opportunities, techniques and practices that contribute to superior RevPAR growth and market share increase

Explore market mix variations that would stimulate revenues

Analyze trends by market segment based on day of week, booking window and season to better develop pricing strategies

Transform theoretical knowledge gained from analysis into the business cycle, booking cycle and long-term strategic planning

Understand current Demand Generation climate and provide recommendations

Review all daily, weekly, and monthly booking pace reports for analysis on pace to recommend strategy changes

Monitor LOS and hurdle strategies recommended by RMS for market segments to maximize revenue contribution

Review each property's annual pricing configuration, provide recommendations, and implement

Review hotel's as well as competitions' rate shops for multiple GDS, OTA and meta channels to ensure proper positioning of each hotel and assess competitive environment, along with maintaining parity

Review Demand calendars, convention calendars and city event calendars to keep abreast of all demand generators. Ensure each property contact utilizes all necessary demand information when planning strategies

Oversee development of pricing strategies for all local negotiated business, as well as global/GDS accounts based on market analysis in Agency360

Analyze marketplace reports such as STR & Demand 360, Agency 360 and other available applications and present the revenue opportunities in the analysis

Attend Daily Business Review and offer recommendations regarding group leads

Consistent review of Sales reports, including the GRC, Transaction and Backlog Reports

Identify group booking trends and need periods and work with the Director of Sales to develop sales strategies for short-term and long-term demand

Review Sales Lost Business reports with the Director of Sales. Use the reports to determine unconstrained group demand and assist in configuration of RMS pricing application

Work with peers in other revenue departments to provide recommendations on dynamic pricing for Meeting Space, F&B menus, Golf, Spa, Recreation, etc.

Analyze and prepare a monthly synopsis of marketplace activity, booking pace, lost business, rooms, F&B, Golf, Spa and other department revenues and profit, along with market share statistics from STR and Demand360, with an emphasis on strategic planning and actual results achieved

Develop a working knowledge of Digital strategies, including paid search, metasearch, e-mail marketing, and social to assist with the holistic demand generation activities for the property. Meet regularly with the field marketing team, or marketing manager to develop new strategies

Maintain performance measures of marketing efforts to analyze programs' specific ROIs

Network with competitive set DORMs to maintain information on the various competitors' products and services for both primary and stealth competitors and how their products and services vary from the hotels; network with Omni DORMs in major markets to keep abreast of national hotel trends and best practices

Review of historical data on events and performance in all revenue areas for any promotions during these demand-generating events

Analyze and critique weekly and monthly STR reports

Manual reporting as necessary for the purposes of analysis/feedback

Research and evaluation of secondary Distribution channels to identify strategic partnerships and affiliations to maximize distribution for the hotels or organization

Demonstrate understanding of channel management and optimization through pricing and inventory management

Manage inventory and rate structure in all channels to optimize revenues and margins

Work with the field marketing and digital teams to optimize all channels and social networks with relevant and timely offers

Ensure property participation and data integrity in all forms of e-Distribution Channels, including photos and content

Work with Operations team to ensure that guest communication and reviews are reviewed and responded to in a timely manner

Work with the General Manager and Director of Sales & Marketing to ensure that all strategies are communicated to the Reservations, Sales, and Operations teams

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the requirements of the company.

Answer other hotel team members' questions regarding total hotel revenue management in a friendly and courteous manner

Provide training to other hotel team members on total hotel revenue management procedures and principles, as needed

Ensure that all revenue management related systems are maintained: CRS/PMS, RMS, Sales Systems, and Ancillary Revenue Systems. Employ the assistance of the Director of Sales, Director of Front Office, Golf/Spa/Recreation Directors, and Digital Marketing Manager, as needed

Contribute to the development of the marketing plan

Communicate with Directors of Front Office regarding anticipated occupancy, Omni Upsell program, Package offerings and other cross-selling opportunities

Interview, hire and train direct reports with career development plans in place

Conduct regular one-on-one meetings and performance assessments