Revenue Management, Division Director (East)

POSITION PURPOSE AND SUMMARY

The Divisional Director, Revenue Management is responsible for leading the Revenue Management efforts for their assigned division and ensuring its continued performance relative to KPI's (budget, STR, MBOs). In addition, the Divisional Director is responsible for leading and coaching their team of SDRMs and RRMs, as well as the development and support of the systems, tools and processes needed to support our Revenue Management and commercial efforts.

ESSENTIAL JOB FUNCTIONS

Performance Management/Revenue Optimization

The Divisional Director will directly oversee the SDRMs, and secondarily the RRMs (who report to the SDRMs) assigned to their division. Their primary focus is ensuring their division outperforms budget, STR, MBOs, and all other KPIs by digging into the individual regions, portfolios, and hotels to find the opportunities to maximize RevPAR by balancing occupancy and ADR. The Divisional Director should be comfortable taking the overall strategy developed by the VP of Revenue Management and translate that into a division and region level strategy and corresponding tactics that address near, mid, and long-term needs. Divisional Directors must maintain a long-term view.

Coaching/Leadership/Motivation

The Divisional Director will lead a team of SDRMs with the goal of coaching their team to ensure they continue to learn, grown, and prosper in their role so they are high performers. The goal is to create SDRMs that can easily move into a Divisional Director role if/when the opportunity presents itself. We must also ensure that all team members maintain a high degree of engagement, stay motivated, and feel valued.

Collaboration

The Divisional Director is a functional peer to the Divisional VP of Operations, and the VP of Field Sales, and as such must work collaboratively to ensure their division, and therefore ESA, outperforms all goals and KP's. Moreover, the Divisional Directors collectively should be highly collaborative with each other so that we are creating and maintaining standards that are applied across the Revenue Management organization equally. The Divisional Director must also build strong relationships with departments across the organization (FP&A, Accounting, Marketing, Call Center, IT, etc.).

Change Management

The Divisional Director must be comfortable leading their teams through periods of significant change, whether that be organizational change, company change, process change, and technological/systems change.

Feedback

The Divisional Director must be comfortable providing well thought out feedback to senior leadership including, but not limited to, CEO, CFO, CLO, CHRO, VP of Revenue Management, all VPs of Sales, all VPs of Operations, etc. Similarly, they must be comfortable receiving feedback from senior leadership, peers, other departments, and most importantly from their teams.

KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES

• Bachelor's degree
• Ability to lead a team of leaders
• Strong analytical, organizational and technical skills
• Knowledge of hotel related systems and processes preferred
• Ability to coordinate and manage multiple tasks with sensitive timelines
• Strong project management and relationship management skills
• Strong organizational and problem resolution skills
• Strong leadership with an ability to drive to delivery without compromising requirements.
• Excellent written, verbal and presentation communication skills
• Other combinations of education and experience may be considered in substitution for the minimum qualifications. Ability to work independently under moderate supervision; ability to also operate effectively as a team player
• Exceptional verbal and written communication skills; ability to communicate positively and professionally with customers, coworkers, and vendors

ENVIRONMENTAL JOB REQUIREMENTS

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.
• The noise level in the work environment is usually moderate.

MINIMUM QUALIFICATIONS

• Bachelor's Degree in Business, statistics, or related field required.
• Strong leadership and management skills
• Skilled in analytics and subsequent decision making
• Ability to interact with Senior Level Executives
• Excellent collaboration skills
• Must have a valid driver's license and reliable transportation.
• Excellent verbal and written communication, effective listening, and presentation skills.
• Must be self-motivated with strong time management skills and keen abilities to set and achieve priorities.

PREFERRED QUALIFICATIONS

• Experience supporting Senior Level Executives.
• Strong written and oral communication skills.
• Strong presentation and interpersonal skills.
• Ability to present ideas in user-friendly language.
• Ability to effectively prioritize and execute tasks in a high-pressure environment.
• Experience working in a team-oriented, collaborative environment.
• Solid business acumen. Ability to learn an entire business model.
• Entrepreneurial attitude and a team player at all levels.