Director Area Revenue (Aqua Aston Hospitality)

Business Context

Headquartered in Honolulu, Hawaii, Aqua-Aston Hospitality (AAH) has a legacy stretching back to 1948. The company manages full-service resorts, stylish boutique hotels, select service properties, and condominium resorts. In addition to its proprietary brands, Aqua Hotels & Resorts and Aston Hotels & Resorts, the company is an approved, third-party operator of global hospitality brands by Marriott International, Hilton Worldwide, and IHG.

Aqua-Aston Hospitality is an operating business of Marriott Vacations Worldwide Corporation, a leading global vacation company that offers vacation ownership, exchange, rental, and resort and property management, along with related businesses, products, and services. MVW supports Aqua-Aston with certain corporate resources including, but not limited to, finance and accounting, legal, human resources, information technology, and procurement.

Job Summary

Reporting to the VP, Commercial Strategy, Revenue & Distribution, the Director Revenue Management will be responsible for optimizing topline revenue across the organization. The incumbent is a thought partner and collaborator with its counterparts at AAH, including Marketing, Sales, Business Development, Finance, Legal and Operations, as well as the property teams the role is deployed against.  The role also works closely with the properties within the portfolio to drive quality topline revenue.

Expected Contributions

• Position is accountable for pricing, positioning and inventory management of all room segments for the assigned portfolio.
• Establishes and maintains effective and rational pricing strategies for rooms each property.
• Updates market knowledge and aligns strategies and approaches accordingly. 
• Oversees all the processes associated with demand, revenue, forecasting, and opportunity analysis for the assigned portfolio.
• Works closely with the property Leadership and Commercial Strategy Team to develop the property(s) topline revenue strategy and ensures effective implementation.
• Identifies future revenue opportunities and clearly communicate strategies to the commercial organization.
• Provides market strategy expertise and leadership to General Managers, property Leadership teams and Commercial Leaders.
• Develops and executes the property specific strategic plans.
• Ensures that commercial strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Understands and meets the needs of key stakeholders (owners, AAH, guests, MVW).
• Achieves and exceeds goals including performance goals, budget goals, team goals, etc.
• Accountable for developing topline revenue strategies for all topline business segments (Group, Transient, OTA, Wholesale, Leisure, and Direct) at assigned properties.
• Contributes to the creation of the property & Corporate topline budgets, and responsible for developing all of the supporting strategies to achieve the budgeted expectations at assigned properties.
• Responsible for direct reports KPI’s and performance.
• Travels primarily to engage with key stakeholders, vendors and to educate them on the portfolio of properties.
  • Approximately 20-25%, domestic (West Coast US) and Hawai’i.
• Assists with other tasks as needed.

Specific Candidate Profile

Education:

• 4-year degree/diploma in Travel Industry Management, Sales & Marketing, or Business management preferred or equivalent work experience.

Experience:

• At least 8 years of experience in Revenue Management Leadership, with a specific focus on multi-property portfolios with geographically dispersed teams. 
• At least 6 years of experience creating zero-based budgets, building topline revenue (rooms, food & beverage, ancillary revenue) and bottom-line expenses, including presenting initiatives, updates, and results to key stakeholder groups (owners, Corporate).
• At least 6 years of primary responsibility establishing strategy, deliverables, and outcomes in a mid-sized portfolio including hotels, resorts, condominium property management & vacation rental management assets. 
• At least 5 years of responsibility drafting partnership strategy managing the end-to-end relationship with revenue, marketing & sales. 
• At least 5 years of experience developing marketing strategy and tactics to support driving topline revenue, with extensive experience creating brand campaigns and annual marketing calendars. 
• At least 8 years of demonstrated responsibility and expertise in managing distribution channels.

Skills & Attributes:

• Proven ability to move quality market share.
• Full working knowledge of all segments & channels and the tactics necessary to optimize performance in a highly competitive market. 
• Subject matter expert establishing pricing strategies and opportunities to achieve topline revenue while positively impacting the bottom line of property & Corporate budgets.
• Exceptional interpersonal and communication skills, good networking ability, strong negotiating skills and a team player.
• High level of competence with Microsoft Office, SharePoint, Teams, with high skill levels in excel and PowerPoint.
• Proven ability to work well under pressure.
• Excellent time management skills and able to handle multiple accounts and deadlines while creating and sustaining a positive work environment.
• Must be detail oriented and a creative problem solver.

Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.