MAIN DUTIES AND RESPONSIBILITIES

Budget

• Together with the Director of Marketing Communications and Director of Revenue Management/Revenue Manager, prepares the hotel’s annual Budget and develops, implements and adapts the Annual Marketing Plan as market conditions fluctuate.
• Responsible for annual expenditure for all sales activities and control of the budgeted expenditure by a monthly forecast.

Overall Strategy

• Develops the business outlook and commercial strategy for the hotel and ensures the strategies conform to MOHG’s brand philosophies, guidelines and initiatives at all times.
• Provides strategic direction as it relates to pricing, inventory, channel management and distribution of all market segments in accordance to MOHG’s brand guidelines.
• Determines sales strategies and leads efforts to coordinate these strategies between Regional Sales Offices, Corporate Revenue Management and Marketing & Communications Teams and on-property Leadership.
• Ensures that commercial strategies are communicated to Revenue Management, Sales, Marketing and hotel leaders, and are implemented and modified as market conditions fluctuate.
• Works with Marketing & Communications to develop the strategic proposition of Marketing offers, online and offline, as well as market/country and demand specific focus areas.
• Identifies future revenue opportunities and effectively communicates strategies to the sales organization and marketing colleagues.
• Evaluates effectiveness of property participation in channels and determines proper spend deployment in these segments and channels.
• Maintains continual awareness of current and future competitors, for example but not limited to, product, published offers/pricing, renovation plans, inventory, etc.

Analysis

• Proactively analyzes and communicates business trends and booking pace in comparison to the market, Last Year, Forecast and Budget.
• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a weekly basis.
• Communicates when key events or holiday periods are being held in the destination and surrounding areas that impact demand. Devises and implements event specific strategies.
• Provides targeted and timely communication of results, achievements and challenges to the key stakeholders.

Revenue, Distribution & Reservations

• Establishes and maintains effective and rational pricing strategies for all inventories and market segments.
• Oversees the annual pricing process for transient, group and catering rooms, function space and other areas as required.
• Ensures that sales strategies, inventory adjustments, rate loadings and rate restrictions are implemented by the Revenue Director/Manager and modified as market conditions fluctuate.
• Ensures that Revenue Director/Manager proactively provides timely data to the Team for the purpose of analyzing and evaluating specific business segments, specific accounts, market segment mix (group vs. transient and its sub-segments), room type demand, channel production and geographical mix, recognizing trends and patterns and facilitates discussion on trends, market growth, and selling initiatives.
• Evaluates weekly and monthly Market Share reports to understand trends and opportunities vs. competitive set and the market as a whole and ensures targeted Relative RevPar positioning is achieved.
• Reviews and approves weekly/monthly Forecasts prepared by Revenue Director/Manager.
• Initiates forecast and long range meetings with key hotel leaders.
• Assists in implementation and continual improvement of definite group forecasting process.
• Reviews the Revenue strategy packet and reports prepared by the Revenue Director/Manager and participates in leading this meeting.
• Provides revenue management functional expertise and leadership to General Manager and property leadership teams.
• Ensures accurate reservation system information in all Distribution Channels is upheld.
• Responsible for hotel’s positioning in the various distribution channels, information accuracy and competitor positioning, including but not limited to, conducting online shops.
• Ensures that all reservation enquiries that come to the hotel via telephone, email or fax are processed in a timely and accurate manner to capture demand data for the hotel.

Sales

• Guides DOS to determine strategic and appropriate deployment of Sales Team.
• Establishes priorities and sales goals, including but not limited to Group gap Goals, with the DOS and holds DOS responsible to achieve the Sales Team’s goals.
• Ensures that DOS strategically targets accounts, both transient and group, to grow business.
• Ensures all Sales contracts are in line with MOHG’s Distribution guidelines.
• Ensures DOS leads and motivates the Sales Team and holds them accountable.
• Evaluates monthly transient segmentation production with the DOS and Sales Team.
• Conducts monthly account reviews with DOS and Sales Team
• Conducts weekly sales meetings with DOS and Sales and Catering team.
• Oversees daily group leads and with DOS, guides pricing, pattern and space strategy.