Ejercito Nacional No. 350 Suite 4C, Mexico City, MÉX, Mexico, 11560
ob Title: DIRECTOR, REVENUE MANAGEMENT | OPENINGS & TRANSITIONS CALA
Purple Band | Reports to the VP of Revenue Management
Job Summary
Provides strategic, regional leadership and end-to-end accountability for Pre-Opening Revenue Strategy across the CALA region, directing revenue planning and opening strategy for a portfolio of complex hotel openings across multiple markets. This role operates with a high degree of autonomy and decision-making authority, shaping commercial outcomes and ensuring revenue strategies are aligned with broader business objectives from early development through hotel launch.
Partners with senior leaders across Commercial, Operations, Finance, and other key stakeholder groups to influence decisions, drive cross-functional alignment, and deliver successful opening outcomes. The scope of the role reflects significant organizational impact, enterprise-level collaboration, and leadership in highly complex, high-visibility initiatives.
Scope
Leads Pre-Opening Revenue Strategy across the CALA region, with accountability for a portfolio of complex hotel openings spanning multiple countries, ownership structures, and market environments. The role is responsible for establishing strategic revenue frameworks, guiding pre-opening commercial decisions, and ensuring alignment across key business functions to support successful market entry and long-term performance.
The position operates with broad decision-making authority and significant regional influence, requiring senior-level partnership across Commercial, Operations, Finance, Development, and other stakeholder groups. The scope includes leadership of highly visible, business-critical initiatives that have a meaningful impact on opening performance, organizational alignment, and overall revenue outcomes across the region.
Key Responsibilities
- Leads the development and execution of Pre-Opening Revenue Strategy across the CALA region for a portfolio of complex hotel openings, ensuring alignment with enterprise objectives and market-specific business needs.
- Provides strategic direction for pre-opening revenue planning, including pricing, positioning, inventory strategy, segmentation, forecasting assumptions, and commercial readiness.
- Serves as the primary revenue strategy lead for pre-opening initiatives, partnering with senior stakeholders across Commercial, Operations, Finance, Development, and related functions to drive alignment and support successful opening outcomes.
- Exercises broad decision-making authority in evaluating market opportunities, identifying revenue risks, and recommending strategies to optimize performance throughout the pre-opening lifecycle.
- Establishes and maintains governance, processes, and strategic frameworks to ensure consistency, quality, and effective execution of pre-opening revenue strategies across multiple markets and ownership environments.
- Influences business decisions through data-driven insights, market analysis, and revenue expertise, translating complex information into clear strategic recommendations for senior leadership.
- Oversees revenue readiness for new hotel openings, ensuring critical milestones, deliverables, and cross-functional dependencies are managed effectively to support a timely and successful launch.
- Drives continuous improvement by identifying opportunities to enhance pre-opening strategy, strengthen collaboration, and improve opening performance outcomes across the region.
- Represents Revenue Management in high-visibility discussions related to hotel openings, providing regional perspective and functional leadership on complex, business-critical initiatives.
Qualifications / Experience
- Bachelor’s degree in Business, Hospitality Management, Finance, Economics, or a related field required; advanced degree preferred.
- Significant progressive leadership experience in Revenue Management, with demonstrated responsibility for complex, multi-property or regional business environments.
- Proven experience developing and leading revenue strategy for hotel openings, transitions, or large-scale commercial initiatives, ideally across multiple markets and ownership structures.
- Strong knowledge of hotel revenue management principles, pricing strategy, forecasting, inventory management, market analysis, and commercial planning.
- Demonstrated ability to operate effectively in a highly matrixed, cross-functional environment, influencing senior stakeholders across Commercial, Operations, Finance, Development, and related disciplines.
- Experience leading highly visible, business-critical initiatives requiring strategic judgment, enterprise perspective, and strong decision-making capability.
- Strong analytical and strategic problem-solving skills, with the ability to translate complex business data into clear, actionable recommendations for senior leadership.
- Excellent communication and stakeholder management skills, with the ability to build credibility, align diverse groups, and drive outcomes across regional and organizational boundaries.
- Strong understanding of market dynamics across the CALA region preferred, including experience supporting multi-country or international operations.
Preferred Competencies
- Strategic Leadership: Ability to set direction, translate business priorities into actionable revenue strategies, and lead complex pre-opening initiatives with regional impact.
- Executive Influence: Ability to build credibility with senior leaders and influence decisions across a broad, matrixed organization.
- Cross-Functional Collaboration: Strong capability to align stakeholders across Commercial, Operations, Finance, Development, and other functions to drive integrated business outcomes.
- Decision-Making and Judgment: Demonstrated ability to make sound, timely decisions in ambiguous and high-impact situations, balancing strategic priorities, market conditions, and business risk.
- Commercial Acumen: Deep understanding of revenue drivers, market dynamics, and hotel commercial strategy, with the ability to connect revenue planning to broader business performance.
- Analytical Agility: Ability to synthesize complex market, performance, and financial information into clear insights and strategic recommendations.
- Change Leadership: Ability to lead through complexity, drive continuous improvement, and adapt strategies to evolving business needs and opening conditions.
- Project and Priority Management: Strong capability to manage multiple high-profile initiatives simultaneously while maintaining quality, focus, and execution discipline.
- Communication Effectiveness: Clear, concise, and effective communicator with the ability to tailor messaging to different audiences, including senior leadership and cross-functional partners.
- Results Orientation: Strong focus on delivering successful business outcomes, with accountability for execution, performance, and organizational impact.
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.
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.
