Strategic Pricing, Director - Senior

Description “The only place to pursue your career?
Marriott Vacation Club International (MVCI) is a division of Marriott International and operates over 60 vacation ownership resorts worldwide under three brands in addition to the signature line, including Horizons by Marriott Vacation Club, Marriott Grand Residence Club and the Ritz-Carlton Club. The portfolio of resorts represents 20 percent of the vacation ownership market with 225,000 owners and about 7,500 associates. MVCI has three Key Business Processes supporting all four brands, New Product to Market, Customer Relationship Management and Product Supply Management (PSM). PSM is responsible for providing the financial modeling and analytical support to ensure the company?s sales and usage inventory is optimized for the life of the resort which includes three phases; new project planning, inventory sales from pre-construction to sell out and inventory usage by each of our customer segments.

Job Summary

?The only place where your opportunities never end?
The Director of Strategic Pricing for Product Supply Management (PSM) Planning & Analysis is responsible for increasing profitability to Marriott Vacation Club International (MVCI) by leading a team of analysts who systematically collect and analyze relevant pricing information that will lead to better pricing decisions for resorts in sales and resorts in the planning phase. This position is responsible for developing and maintaining a database of accurate pricing and other relevant data for all MVCI resorts and relevant competitors to be used by team of PSM analysts, PSM Business Planning team, PSM Regional Vice Presidents, PSM Directors of Market Execution and Customer Relationship Management (CRM) Customer Acquisition. Additional responsibilities include reviewing each resort in sales on a sequential and prioritized basis to ensure existing price positioning for sales and usage is supported by all available data; provide updates to the appropriate Customer Relationship Management (CRM) and PSM representative and when applicable, provide recommendation for shift in existing strategy. Continually develop a team of analysts and implement the tools and resources required to evolve strategic pricing into a function that is recognized throughout the organization as ?the? source for relevant and accurate data, consistent timely responsiveness and value added analysis.

Primary Job Functions

- On an on-going basis define and maintain industry pricing trends in the near, medium and long term using available information. Determine what gaps exist in the available information and develop strategy for obtaining required data to produce the most comprehensive analysis.

- Ascertain all plausible events that could cause a shift in pricing assumptions such as additional competitor capacity, change in supply/demand, etc. Define potential risk(s) and recommend strategies to mitigate exposure.

- Lead a team of analysts who proactively monitor the on-going pricing activity within the market and project on a timely basis the potential impact associated with an upward or downward trend to a Marriott Vacation Club International (MVCI) resort.

- Proactively collaborate with PSM Regional Vice Presidents of Market Execution and appropriate business partners within CRM to identify opportunities for sales and usage inventory pricing optimization. Identify and assign the required resources to accomplish agreed upon objective(s) and next steps on a timely basis with complete accuracy given the available data.

- Utilize data to develop on-going pricing recommendations. Mobilize team to deliver recommendations to the appropriate internal customer, oversee an effective implementation and provide on-going analysis to monitor results.

- Determine pricing attitudes by demographics and/or segments by utilizing existing customer research. Continually reevaluate the customer data that is required to complete on-going, relevant analysis and lead the effort to conduct the appropriate research to acquire pertinent data.

- Lead the development and maintenance of Value Maps using existing customer research for; sales and usage inventories at resorts in active sales; usage inventory at sold out resorts and sales and usage inventory for all resorts in business planning.

- Define transactional positioning by maintaining granular data. Derive link between pricing and transactional levers such as Marriott Rewards point levels, Every Year (EY) and Every Other Year (EOY) exchanges, sales incentives, product bundling, etc., in order to facilitate better pricing decisions in the future.

- Lead the competitive shop process, by market, for all resorts. Compile data and link the findings to all pricing decisions that could be impacted or influenced by the results. Present the results in an integrated manner to senior leadership within PSM and CRM.