Director of Revenue Management

THE IMPACT OF THIS ROLE

Drives revenue through maximising revenue management and distribution opportunities across and within key traditional and emerging channels for the hotels. Identifies synergies and efficiencies between the distribution channels to uplift revenue, share resources, and integrate services.

Directs the hotels in the development and management of revenue/yield strategies encompassing all facets of pricing, demand analysis, revenue management, inventory, forecasting and opportunity analysis, market segmentation, selling strategies and tactics in accordance with worldwide best practices.

Trains and supports hotels to fully utilise the available tools and systems to maximise revenues and improve customer service.

Develops and recommends sales strategy for pricing of the transient customer, wholesale, and group segments. Identifies new revenue opportunities and effectively communicates sales strategy and pricing to all key stakeholders.

The role will be primarily based in the Athens office with time spent on property in Crete. 

KEY RESPONSIBILITIES

• Collaborate closely with the Director of Sales & Marketing to determine the pricing and distribution strategy throughout the pre-opening phase.
• Co-ordinate and implement all set ups in relation to system distribution channels.
• Support with curation of budgets and forecast to support refine the operating forecast for the opening of the property
• Analyses period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Drives development and delivery of effective pricing to all market segments.
• Assists in creating and verbalising positioning and long-term strategies for all segments (group, transient, catering) that are in alignment with brand standards and both hotels' objectives
• Monitors general competitor activity and pricing. To understand the dynamics of the market and the effect on RGI performance. To monitor revenue trends of the market and to undertake revenue driving and maximizing activity.
• Ensures execution of effective strategies and actions for revenue management, pricing, yield management & forecasting and channel delivery to achieve agreed RevPAR, RGI, System Delivery, Revenue and profitability objectives for the hotel.
• Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Reviews hotels business performance and consumer marketing research data & analysis to understand competitor practices & performance, economic & consumer trends and the dynamic of the market & demand generators. Uses this knowledge to identify and implement opportunities to generate incremental revenues via the development of revenue and pricing strategies with adequate ROI for the hotel.
• Generate incremental revenue by driving and shaping all "upselling" programmes with respective department heads.
• Establishes yearly growth targets and pro-actively works towards meeting and surpassing them.
• Continuously evaluates and refines established Revenue Management support processes, taking into consideration the hotel needs, the market and competitive environment as well as cost of services provided.
• Generates daily, weekly and monthly and yearly revenue forecasts.
• Reviews and ensures execution of business projections and annual revenue plans to ensure the best possible returns for the hotel.
• Identifies training needs required to improve revenue generation skills of the team and pro-actively works with Talent Development, Sales and Marketing and Revenue training to overcome them.
• Provides input to Regional or Area Sales and Marketing and Revenue team on design and implementation of all revenue enhancing sales and marketing initiatives and brand tactical promotional campaigns, including electronic marketing activities.
• To conduct selection interviews alongside the Talent & Culture team for potential new associates as and when required
• To carry out job chats, performance appraisals and reviews for all relevant associates on a regular basis ensuring that the hotel's succession planning is upheld
• To be responsible for the welfare and motivation of associates making use of the information obtained through the annual associate Surveys, appraisals and frequent job chats.

CRITICAL SKILLS & QUALIFICATIONS

• Well-developed leadership competencies:
• Initiative- ability to decide and initiate action.
• Strategic thinking- ability to formulate strategies and methodically solve problems.
• Business acumen- entrepreneurial mindset and commercial thinker.
• People leadership- leads by example, promoting a clear sense of purpose to associates.
• Well-developed communication and presentation skills (written / verbal).
• Effective relationship management skills (internal / external)
• Strong guest centricity skills.
• Competent knowledge of Opera, revenue management and related systems is required
• Demonstratable understanding of the market.
• Bachelor's degree or equivalent in Hospitality Management/ Business/ Marketing.