The Senior Vice President of Revenue Generation will be a key member of our executive team, responsible for developing and executing innovative revenue strategies to maximize profitability and achieve the hotel’s financial goals. This role requires a strategic thinker with deep expertise in revenue management, sales, marketing, digital and business development, as well as a proven track record of driving revenue growth in the hospitality industry.
Essential functions
Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
Brand Management: Work in tandem with Brands & Management Companies to develop and recommend pricing strategies to attract optimal business mix for either existing segmentation or new segmentation – The goal is to drive PGHM’s portfolio market share to maximum performance levels.Sales Leadership: Providing visionary leadership to the sales leadership team, setting clear goals, and implementing strategies to achieve revenue targets and market growth objectives.Strategic Planning: Developing and executing strategic plans aligned with the company's overall business objectives, market trends, and competitive landscape.Team Management: Recruiting, training, coaching, and motivating a high-performing revenue generating team. Setting performance standards, conducting performance evaluations, and fostering a culture of accountability and continuous improvement.Sales Process Optimization: Continuously evaluating and optimizing the sales process to enhance efficiency, effectiveness, and customer satisfaction. Implementing best practices and leveraging technology to streamline workflows and drive results.Customer Relationship Management: Cultivating and maintaining strong relationships with key customers, partners, and stakeholders. Ensuring exceptional customer service and satisfaction throughout the sales process.Market Analysis and Insights: Monitoring market trends, customer needs, and competitor activities to identify opportunities for growth and innovation. Providing insights and recommendations to senior management to support strategic decision-making.Revenue Forecasting and Reporting: Analyzing sales data, pipeline metrics, and other key performance indicators to forecast revenue, track progress against targets, and report sales performance to executive leadership and stakeholders.Cross-Functional Collaboration: Collaborating closely with other departments such as investment, asset management, product development, finance, and operations to align sales efforts with overall business strategies and ensure seamless execution of sales initiatives.Budget Management: Developing and managing the revenue budget, allocating resources effectively, and optimizing return on investment in marketing and digital activities.Compliance and Ethics: Ensuring compliance with relevant laws, regulations, and company policies. Upholding high ethical standards in all sales activities and fostering a culture of integrity and professionalism within the sales organization.Strategic Leadership: Develop and implement comprehensive revenue generation strategies that align with the hotel’s overall business objectives and market positioning.Revenue Management: Oversee all aspects of revenue management, including pricing strategies, inventory control, demand forecasting, and yield management to optimize revenue and profitability.Sales, Digital and Marketing Integration: Collaborate closely with sales and marketing teams to create and execute targeted campaigns, promotions, and initiatives that drive bookings and increase market share.Performance Analysis: Utilize data analytics and performance metrics to monitor and assess revenue performance, identify trends, and make data-driven recommendations for improvement.Partnership Development: Build and maintain strong relationships with key stakeholders, including corporate clients, travel agencies, and industry partners, to drive business opportunities and enhance revenue streams.Team Leadership: Lead and mentor the revenue generation team, fostering a culture of excellence, accountability, and continuous improvement.Budget Management: Develop and manage revenue budgets, ensuring alignment with financial targets and operational objectives.Market Research and Data Analytics: Stay abreast of industry trends, market conditions, and competitive landscape to inform strategy and maintain a competitive edge. Work with Analyst(s) to ensure accurate preparation and distribution of daily, weekly, monthly revenue reports. The reports include market segmentation analysis, production reports, source contribution analysis, daily pick-up reports, preferred guest program analysis, etc.Competencies
- Knowledge of all industry reports such as STR, Hotelligence, Revinate, P&L, Demand360, Market Vision, PMS data, etc.
- Knowledge of all industry systems: PMS, RMS, CRS &/or Sales Automation.
- Expert in Microsoft Excel, Word, PowerPoint.
- Working knowledge of statistical applications & principles.
- Ability to work quickly in a high-pressure & high-stress environment.
- Excellent time management skills
- Exceptional attention to detail and follow up ability.
- Strong analytical skills, ability to clean & interpret Big Data.
- Ability to develop robust new strategic, industry solution concepts that address key opportunity areas by brand, market and/or Management Company.
- Relationship-oriented.
- Excellent communication, interpersonal and persuasion skills required to sell the concept both within the company and within the lodging industry.
- Temperament and ability to lead projects from concept to approval to implementation.
Physical demands
- Must be able to meet the physical demands of remote working including but not limited to:
- Sitting for long periods of time
- Quick response to last minute changes
Travel required
- 30%-40% travel required for this position.
- Must be willing to travel at times for any team property visits, Industry and Brand events, Regional Meetings, or in person revenue generation meetings.
Required education and experience
- Bachelor's degree required or Equivalent Work Experience
- 4+ years in Revenue Management, Sales &/or E-Commerce in Hospitality.
- Ability to travel.
- Previous experience in a senior leadership role preferred.
Preferred education and experience
- Industry certifications through various organizations.
- GRO and OY certified preferred.
Additional eligibility requirements
- Possess general understanding of hotel operations and how operations intersect with revenue/sales
- Self-motivated with strong time management skills, keen abilities to set and achieve priorities
- Strong problem-solving skills, ability to effectively manage multiple tasks simultaneously, function well under pressure, delegate effectively, ability to remain positive and constructive under stress
- Excellent verbal and written communication, effective listening, and presentation skills
- Must be able to work a flexible and adaptable schedule to include infrequent evening and/or weekend meetings
- Must possess a valid driver’s license and have reliable transportation
