Regional Director Of Sales Inventory

Regional Director Of Sales Inventory
Department: Product Supply Management, Market Execution
Reports to: Reg. Vice President, Product Supply Management
JOB SUMMARY Functions as the Strategic Business Leader of Regional Strategy; has overall responsibility for maximizing revenue and profit associated with villas and owner availability for market/cluster resorts. Position is accountable for pricing, positioning and inventory management of owner, transient and group in a given region. Oversees all the processes associated with demand, revenue, forecasting, inventory management and opportunity analysis. Works with the Regional Director of Sales and CRM key process teams to develop the resort(s) sales strategy and ensure implementation. Identifies future revenue opportunities and effectively communicates strategies to the PSM organization. Responsible for leading field Villa Use Managers and serving as a conduit from the field to Regional Product Supply Management including: updating and forecasting key use inventory related business metrics from each site; ensuring optimization of use inventory at a project and portfolio level, including owner inventory, preview inventory both on-site and off-site, rental inventory and bulk deposit inventory; implementing best practices; and performing ad-hoc analysis as requested by the business. Position will partner with the Regional team and site teams to build strong relationships, solve problems and optimize company profits.
BUSINESS CONTEXT / CANDIDATE PROFILE
Business Acumen
• Analyze period end and other available data to identify trends, future need periods and obstacles to achieving goals.
• Develop Long Range financial projections (LRP and PEP) to support business objectives.
• Identify short-term and long-term business risks and opportunities to develop strategic action plans (pricing and product form) for the optimization of project value.
• Develop strategies (pricing, product form) that incorporate market trends and competitive data.
• Provide appropriate analysis as needed to support best use of inventory in the determination of first year usage options to provide the best return to company; works with site and regional teams to develop common understanding and goals.
• Analyze and identify variances to the current marketing channel performance and the impact to the overall project economics.
• Review and analyze trends to determine appropriate phasing and registration schedules. Partnering
• Makes recommendations and works with resort leaders to accomplish brand/market objectives and initiatives.
• Assists RDUIM with determination of inventory needs to support the Preview strategy (long-term and short-term)
• Provides targeted and timely communication of results, achievements and challenges to all internal and external stakeholders
• Communicates market direction to PSM, sales and resort leaders
• Support our business partners as their liaison between field and PSM Leadership.
• Educate key resort and sales leaders on project valuation drivers (pricing, phasing, inventory balance, (FDB)).
• Plan and coordinate site visits.
• Collaborate with CRM and Finance to develop sales inventory forecast for each project by sales center, building and inventory type.
• Conduct period PSM sales strategy meeting with Marketing and Sales Leadership Teams. (Balance, Price Increases, Price Overrides, Forecast Accuracy, Preview Pipeline, First Year Usage)
• Proactively train members of the PSM Market Execution team, Marketing and Sales leaders on PSM financial concepts and strategies.
• Maintain active dialog with all Sales Distribution Centers to understand marketing and sales initiatives and impact to project's price and pace.
• Work with Regional Director of Usage Inventory (RDUI) to ensure Usage and Sales strategies are aligned.
• Gain knowledge of applicable Real Estate markets through research and relationships built with local brokers, as applicable.
• Pro-actively communicate with PDL on phasing, registration, and partner/lender reporting needs.
• Ensures price & inventory plans are aligned with sales launch strategies of new products.
• Pro-actively work with VP of Pre-Owned Inventory to develop the pre-owned strategy for all projects.
REQUIREMENTS


Execution
• Develop annual price and inventory plan that supports the key PSM Metrics.
• Ensures regional strategies conform to brand philosophies, (i.e., pricing, usage, etc.) and initiatives; ensures brand systems are used to manage inventory, demand and pricing
• Ensures that price strategies and sales inventory allocations are developed, communicated, implemented, evaluated and modified as market conditions fluctuate.
• Conducts sales inventory strategy analysis and refines as appropriate to improve project value for all projects.
• Routinely conduct competitor and market research to evaluate project positioning.
• Manage and administer project inventory balance initiatives.
• Recommend and manage property pre-owned inventory strategies.
• Complete PSM deliverables for the annual update process, (Project Life Summary, Price & Pace, phasing and Marriott Rewards).
• Develop sales inventory forecast for each project by sales center, building and inventory type. Provide updated phasing and registration as needed.
• Provide key sales assumptions (pace and phasing) to the RDUIM for the purpose of developing; rental long range plan, budget and PEP assumptions.
• Complete Marriott Rewards valuation as needed to determine alternative Marriott Rewards point trade options.
• Responsible for accurate pricing and inventory usage in Solar. Monitor pricing override activity and follow-up with site management regarding discrepancies.
• Develop and maintain suite of reports for key PSM business metrics.
• Maintain archive for each project; (maintenance fees, annual updates, period reviews, price & pace, registration, budget plans, PEP updates, price and inventory plans, TIDBITS)
• Responsible for determination and communication of first year usage options.

• Prepare critique and present results for the period end regional Scorecard review.
Talent Development
• Benchmark and share best practices across PSM Processes and Region.
• Train PSM team members on key metrics related to project economics.
• Interview and hire management and hourly 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.
• Actively mentor a minimum of one associate.
Setting Direction
• Provides functional expertise to Project Directors, Director of Marketing, Director of Sales, Director of Finance. Understands and accurately represents individual property and region’s sales needs.
• Identify on-going reporting requirements for new and existing projects and oversee the development of reports.
• Effectively execute all short term plans to support long term goals.
• Initiates, evaluates and as appropriate implement product offering, pricing and distribution strategies.
Functional Skills
• Performs other duties as assigned to meet business needs.
• Provide ad-hoc reporting as requested by the business and partners.
• Functional expert of Solar PSM and Solar PSP
• Working knowledge of Access and Excel
• 90 Day Orientation Please refer your resume with job #402168