Cluster Director of Revenue & Strategy

About the Role

Marriott Hotels & Resorts is seeking a Cluster Director of Revenue & Strategy to join our team in Riyadh. This full-time position functions as the strategic business leader responsible for maximizing revenue and profit across rooms and function space within participating cluster properties. The role involves preparing forecasts, budgets, and projections, alongside managing pricing, positioning, and inventory to optimize financial performance.

Strategic Revenue Management

The Cluster Director of Revenue & Strategy oversees all processes related to demand, revenue, forecasting, inventory management, and opportunity analysis. This includes working closely with the sales strategy team to develop and implement effective sales strategies, identify future revenue opportunities, and ensure these strategies are communicated across the sales organization. The role is critical in establishing and maintaining rational pricing strategies for both rooms and function space, ensuring alignment with brand philosophies and market conditions.

• Develop and execute strategic plans for the hotel(s) and the overall Business Outlook Strategy.
• Oversee the annual pricing process for transient, group, catering rooms, function space, and audio-visual services.
• Provide critical input to market leaders for the development of property and overall revenue sales strategy.
• Ensure sales strategies and rate restrictions are communicated, implemented, and modified in response to market fluctuations.
• Manage inventory to maximize cluster rooms revenue and ensure property diagnostic processes (PDP) are utilized for profit maximization.
• Initiate, implement, and evaluate revenue tests to drive performance improvements.

Analytical Responsibilities

A core aspect of this role involves comprehensive data analysis and reporting to inform strategic decisions. The Director will continuously monitor market trends, competitive positioning, and internal performance metrics to identify opportunities and address challenges.

• Compile, analyze, and monitor actual sales against projected sales, identifying underlying principles and facts.
• Prepare accurate forecasts of revenue, profit, demand, and occupancy for rooms and function space across various timeframes (3-month, 6-month, long-range, and budget).
• Analyze competitive sets, price positioning, seasonality, mix, and displacement on an ongoing basis.
• Evaluate the effectiveness of property participation in electronic sales channels and analyze period-end data to identify trends and future need periods.
• Generate regular updates on the transient segment and assist with pricing analyses for all products in the market.

Leadership and Collaboration

This position requires strong leadership and interpersonal skills to guide teams, influence stakeholders, and foster a collaborative environment. The Director will provide expertise to general managers, property leadership teams, and market sales leaders, while also managing human resources activities within their area of responsibility.

• Provide revenue strategy and analysis functional expertise and leadership to key stakeholders.
• Identify and communicate revenue and profit opportunities to property leadership teams and the sales organization.
• Develop and manage internal key stakeholder relationships, ensuring targeted and timely communication of results and challenges.
• Interview and hire employees, develop orientation programs, and utilize training tools to build team capabilities.
• Conduct employee performance appraisals, administer bonus programs, and manage progressive discipline procedures.
• Establish and maintain open, collaborative relationships with employees, soliciting feedback and ensuring ongoing communication.

Required Qualifications

Candidates for the Cluster Director of Revenue & Strategy position should meet one of the following educational and experience criteria:

• A 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or a related major, combined with 6 years of experience in revenue management, sales and marketing, or a related professional area.
• OR
• A 4-year bachelor's degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or a related major, combined with 4 years of experience in revenue management, sales and marketing, or a related professional area.

Work Setting

This is a full-time position based in Riyadh, offering an opportunity to contribute to the strategic success of Marriott Hotels & Resorts within a dynamic market.