Regional Director of Inventory and Revenue Management-Hawaii at Marriott's Ko Olina Beach Club with Marriott Vacations Worldwide - Career Site

Date Posted: 1/11/2018

Job Snapshot

Job Description

Are you ready to grow your dream career while making others' vacation dreams come true? Marriott Vacations Worldwide is a world premier organization for Vacation Ownership with resorts at destinations around the globe. Join our team and help deliver unforgettable experiences that make vacation dreams come true.

**Relocation Assistance Provided** 


Position Summary

As a member of the professional staff, contributes a high level of specialized knowledge and skill in a discipline (e.g. Accounting, Finance, Human Resources, Information Resources, Operations Planning & Support, Sales & Marketing) area to support department and/or function objectives. This position generally works with considerable independence, developing operating plans and related operational processes for own department and monitoring the flow of work between own department and others in alignment with broader business objectives, selecting and developing effective managers and work teams, and managing own organization through reliable systems and processes.

Specific Job Summary

The Regional Director of Inventory & Revenue Management has overall responsibility for leading a team of Resort Inventory & Revenue Managers who are responsible for maximizing owner inventory for usage, and balancing revenue and cost to optimize profitability for preview and rental inventory.

Responsibilities include the development of competitive rental and group pricing strategies, inventory management strategies, and overseeing all processes associated with demand generation, forecasting, opportunity analysis, and inventory & revenue management execution. This position ensures their team is aligned with corporate directions and processes as outlined, utilizing tools and/or resources optimally, and implementing restriction strategies effectively. Additionally, developing their team's leadership skills with site leaders alongside technical proficiency.

This position works closely with Leadership of Preview/Group/Wholesale Inventory to optimize group and wholesale performance in their markets during needs times, as well as optimal strategies to support inventory needs for Preview. This position works closely with the Director of Destinations Points in the forecasting and needs for inventory to support points. They work closely with Regional Leaders in both Customer Relationship Management (CRM) and Marketing & Sales to ensure strong cross functional relationships are in place, timely and effective implementation of strategies and any required communication of the strategy to key stakeholders. This position partners with the Senior Director of Rental Marketing on demand generation and opportunities for need times in markets. This position will partner with the other members of the corporate, regional, and site teams to build strong relationships, solve problems and optimize company sales and profits.

Additional responsibilities include identifying obstacles to achieving rental forecasts and developing the appropriate "what if" analysis to surface alternative strategies and oversee the implementation of agreed upon strategy. Conversely, anticipates opportunities to improve rental inventory performance and oversee the implementation of agreed upon strategy.

Expected Contributions

  • Develops operating plans and workable business processes for own department in alignment with function strategy.
  • Manages larger business processes and/or projects, setting priorities and measurable objectives, monitoring and reporting on the process, progress and results. Typically influences work of cross-functional or extended teams.
  • Responds to, solves and makes decisions on business requests that have broader department impact and/or moderate risk. Presents alternative solutions to business issues by leveraging the broader organization.
  • Works to enhance the organization's capabilities through effective staffing and development of others by:

    • Anticipating staffing requirements by comparing business needs with strengths and weaknesses of existing staff
    • Using appropriate Marriott interviewing tools to hire the best managers available from inside or outside
    • Setting and maintaining high standards for team and individual performance
    • Providing timely coaching and feedback.
    • Making and rewarding distinctions in performance.

  • Assists more senior associates in achieving business results by:

    • Acting in a consultative fashion to implement programs impacting the broader organization.
    • Assisting in the development and communication of broader organizational goals.
    • Achieving results against budget within scope of responsibility
    • Taking calculated risks to move the department or team forward
    • Developing and using systems to organize and keep track of information
    • Balancing the interests of own group with the interests of the organization.
    • Working with others to identify and remove barriers to success.

  • Readily critiques own behavior to acknowledge mistakes and improve future leadership performance and acts independently to improve and increase skills and knowledge.
  • Performs other duties as appropriate.

Specific Expected Contributions

Business Acumen

  • Analyze month/period end and other available data to identify trends, future need periods and obstacles to achieving goals.
  • Analyze rental segment and booking patterns each period. Assist with rental segment diagnostics process and validate conclusions of team.
  • Provide appropriate analysis as needed to assess best use of inventory for preview programs and rental based on greatest return to company. Work with site and regional teams to develop common understanding and goals.
  • Actively participate in period end review meetings for each site and provide relevant input on key metrics.
  • Prepare comments for the period end critique and participate in Scorecard regional reviews
  • Ensures the development of short term and long term strategic action plans for the optimization of inventory to include owner, exchange, preview and rental.
  • Identify gaps across the system for demand, usage, locations and inventory types needed to support anticipated owner behavior.
  • Convergence and optimal owner use monitoring and management.
  • Provide oversight and recommendations to support inventory allocation strategies to optimize customer/owner use of MVCI products.
  • Provide input to preview segment diagnostics process and recommendations for strategies to optimize inventory and support "best use".
  • Be familiar with regional preview initiatives and work closely with the iPSM Preview Director and Call Center to support their strategy.
  • Consolidated economic modeling and forecasting, as needed, for optimization and best use.
  • Ensure strategies are developed that incorporate market trends and competitive data.
  • Manage pricing and levels and mix across division.


  • Makes recommendations and works with Key Business and Enabling Process leaders to accomplish business objectives and initiatives.
  • Collaborates and communicates with other Regional Directors of Inventory & Revenue Management to share best practices and ensure consistent execution across regions in alignment with corporate directives.
  • Effectively collaborate with resort leaders to accomplish brand/market objectives and initiatives.
  • Conduct sales strategy analysis and refine strategy as appropriate to increase market share for all resorts
  • Provide alternative recommendations as needed and influence key stakeholders to support alternative solutions and/or strategies
  • Provides input into the determination of inventory needs to support the marketing strategies (long-term and short-term)
  • Provides input to Director of Points Inventory regarding inventory needs to support points use and projected patterns.
  • Provide targeted and timely communication of results, achievements and challenges to all internal and external Stakeholders.
  • Proactively communicate market direction to key stakeholders including but not limited to iPSM sales and resort leaders.
  • Provide ongoing education of inventory optimization strategy to key resort and sales leaders.
  • Interfaces with Asset Management for inventory related issues and opportunities in their market.
  • Has working knowledge and can communicate market direction to process leaders.
  • Supports the education of key site leaders for CRM and M&S on inventory strategies, financial implications, and projections that affect the site.
  • Be an active participant at site (operations and sales) meetings on a quarterly basis, or when requested.
  • Participates in period sales strategy meeting with regional/corporate Leadership Teams to evaluate trends, identify opportunities, and inventory needs


  • Ensures regional strategies conform to brand philosophies and initiatives; ensures brand systems are used to manage inventory, demand and pricing
  • Develop and oversee the implementation of identified regional strategies.
  • Ensures that price strategies, inventory allocations, sales strategies and rate restrictions are developed, communicated, implemented, evaluated and modified as market conditions fluctuate.
  • Ensures all legal and operational aspects of managing inventory are optimized and executed accordingly.
  • Proactively reviews and assesses marketing inventory needs to support ongoing sales and mitigate unsold membership fees and subsidies.
  • Effectively execute all short-term plans to support long term goals.
  • Coordinate market and regional bulk deposit activity. Monitor results and modify strategies as needed.
  • Proactively benchmark and share best practices with peers and other Stakeholders.
  • Provide recommendations to Resort Inventory & Revenue Managers to improve effectiveness of revenue management processes for the resort.
  • Ensure that the results of the Property Diagnostic Process (PDP) are implemented to maximize usage, revenue and profits.
  • Initiate, implement and evaluate revenue tests on an ongoing basis to optimize revenue.
  • Works with Rental Marketing Senior Leader to ensure proper pricing and positioning of the resorts is defined and implemented.
  • Routinely evaluate competitor and market research to evaluate pricing positioning.
  • Ensures accurate pricing and inventory usage within appropriate inventory systems.
  • Ensure accurate execution in the region against all departmental processes and timely implementation of all initiatives.

Talent Development

  • Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
  • Benchmark and share best practices across Processes and Region.
  • Train team members on key metrics related to division economics.
  • Interview and hire management associates with the appropriate skills to meet the business needs of the operation.
  • Ensure associates receive the appropriate training and development to successfully perform their job.
  • Effectively implement all available training according to specified standard to ensure that associates receive the tools and resources required to do their jobs.
  • Communicate performance expectations in accordance with the job description for each position. Monitor progress, provide ongoing timely feedback and develop effective development plans for each Resort Inventory & Revenue Manager.
  • Administer the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities
  • Establish and maintain open, collaborative relationships with associates and ensure associates do the same within the team.
  • Utilize the tools and resources available to effectively interview and hire management and hourly associates possessing the required skills to meet the business needs of the operation.
  • Actively solicit associate feedback, utilize an "open door" policy and review associate satisfaction results to identify and address associate problems or concerns. Ensures associates are treated fairly and equitably.
  • Manages associate progressive discipline procedures for areas of responsibility. Ensure policies are administered fairly and consistently. Ensure disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures.
  • Ensure regular on-going communication is occurring in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
  • Celebrate successes and publicly recognize the contributions of team members; ensure recognition is taking place across areas of responsibility.

Setting Direction

  • Develops regional, site, market strategies with their team that delivers against pro forma, budget, last year.
  • Provides expertise to corporate and regional Sales, Marketing, and Member Services leadership, Directors of Sales, Director of Marketing, Director of Sales, and Director of Finance and other key business leaders.
  • Effectively execute all short-term plans to support long term goals.
  • Provide usage and revenue management functional expertise and leadership to Resort Inventory & Revenue Managers, resort Leadership Teams, Marketing and Sales leaders. Understand and accurately represent individual property and region's sales needs.
  • Provide critical input to regional and market leaders for development of property and overall market strategy.

Candidate Profile

Successful candidates should possess knowledge and experience and demonstrate strong leadership and relationship skills as follows:

Generally, a professional position requiring significant knowledge and experience in one or more disciplines and/or business operations as well as associate management experience. College degree and/or relevant experience generally required.

Specific Candidate Profile

  • Minimum of 10 years professional experience, preferably with a minimum of 3 in related discipline of pricing strategy, forecasting, analysis.
  • Experience leading and developing teams and managing managers.
  • Four-year college degree desirable, preferably in related area (economics, finance, statistics etc.).
  • Advanced proficiency in all Microsoft Suites applications.
  • Highly developed and effective verbal and written communication skills.
  • Previous experience working with quantitative data.
  • Ability to explain complex ideas clearly and concisely in a manner appropriate to the audience.
  • Conceptual thinker.
  • Proven ability to gather the required information to analyze trends and surface possible solutions.
  • Demonstrated ability to influence vertically and horizontally.
  • Proven ability to develop and maintain effective relationships with a broad group of stakeholders in order build trust and influence key decisions.
  • Proven ability to challenge organizational norms and accepted thinking to improve effectiveness.
  • Proven ability to consistently meet deadlines through effective multi-tasking and reprioritization of tasks.
  • Ability to travel 20-25% (varies based on region)

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


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