Group Strategy Manager, JW Marriott Grosvenor House London

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Job Description

Responsible for developing and communicating group and catering strategies, and evaluating all group sales opportunities in partnership with Sales. After total customer and opportunity consideration, determines the optimal pricing options or alternate date/property options for each lead. Facilitates the evaluation process with the inclusion of customer intelligence as provided by Sales, ensuring a timely and optimal response to all group sales opportunities. Ensures that total hotel revenue and profit are maximized by effectively calculating the displacement of other business and the price-point(s) that will make the business profitable. Provides the Sales Team decision-making and analysis considerations to support and assist Sales Team with tools and resources to understand how the group strategy and opportunity evaluation is determined. Serves as a "sales" and "customer" advocate for the hotel(s) on behalf of Revenue Management.

SCOPE

This role provides group strategy support to the Revenue Management team supporting a Cluster or Market portfolio.

KEY RESPONSIBILITES

Managing Revenue Management Priorities and Strategy

• Provides business evaluation functional expertise and leadership to Sales.
• Responsible for defining and communicating the group and catering strategies for the Hotel(s).
• Partners with Sales Team and seeks to understand customer value for property and the company throughout the business evaluation process
• Understands and accurately represents individual property sales needs.
• Facilitates the sales process by ensuring timely and optimal response to all sales leads.
• Updates market knowledge and aligns strategies and approaches accordingly.
• Explores opportunities that drive profit, create value for clients, and encourage innovation; challenges existing processes/systems/products to make improvements.
• Determines pricing options for leads - group, contract and catering.
• Serves as the sales and customer advocate for the hotels.
• Provides recommendations to improve effectiveness of revenue management processes.
• Communicates market direction to Revenue Management, Sales and Hotel Leaders.
• Promotes and protects the company's brand equity.
• Participates in monthly revenue management forecast cycle.
• Works with Sales Strategy Team to ensure proper pricing and positioning of the properties within markets.
• Attends sales strategy meetings/calls to obtain input on overall sales strategy.
• Participates in the development of market strategy for city-wide and area-based events.
• Establishes group thresholds and patterns for short- and long-term strategy.
• Conducts group strategy review meetings to review all group activity (i.e., trends, pace, ADR, future years and crossover goals, projections, etc.).
• Establishes long-range objectives and specifies the strategies and actions to achieve them.
• Demonstrates knowledge of job-relevant issues, products, systems, and processes.
• Shares group strategy philosophy and methodology with the Sales Organization.
• Performs displacement analysis.
• Conducts need date evaluations and communicates information to Market Strategy and Revenue Analysis.
• Maintains and updates strategy tools and systems.
• Generates and provides accurate and timely results in the form of reports, presentations, etc.

Building Successful Relationships

• Develops and manages hotel level key stakeholder relationships in a proactive manner.
• Serves as the liaison, when necessary, between property and regional/corporate systems support.
• Develops and utilizes productive interpersonal and communication skills.

EDUCATION & EXPERIENCE

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or 2 years' experience in the revenue management, sales and marketing, or related professional area.
• Previous experience in the Revenue Management discipline preferred but not essential.

SKILLS & KNOWLEDGE

• Meeting the Needs of Key Stakeholders - Understanding and meeting the needs of key stakeholders (hotel leadership teams, owners, corporate, guests, etc.).
• Demonstrating Leadership - Utilizing interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
• Demonstrating Knowledge - Demonstrating knowledge of job-relevant issues, products, systems, and processes.
• Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.
• Executing on a Strategy - taking a predetermined strategy and driving the execution of that strategy.
• Communicating Information Timely - Informing and/or updating the executives, the peers and the subordinates on relevant information in a timely manner.
• Generating and Delivering Accurate and Timely Results - Generating and providing accurate and timely results in the form of reports, presentations, etc.
• Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
• Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
• Intermediate Computer Skills - Utilizing the internet for job related search and information. Intermediate or higher mastery level of Microsoft Excel
• Job Specific Computer Skills - MARSHA, Opera S&C, HPP, MRDW, One Yield, SFA Web/GPO, MS Office applications.
• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Writing - Communicating effectively in writing as appropriate for the needs of the audience.
• Mathematics - Using mathematics to solve problems. The ability to add, subtract, multiply, or divide quickly and correctly.
• Developing Others - Participate actively in the development and training of team members / peers to grow skill set and future pipeline talent.

LI#JM1

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

About the Team

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.