Job Description
We are currently seeking a Director of Revenue to join our team.
Position Summary
The Director of Revenue is responsible for implementing and reviewing revenue management and distribution strategies to maximise revenues. They will also identify trends, manage forecast demand to optimise revenue generation and communicate risks and opportunities to the wider team. They should strive to encourage a culture of revenue optimisation within the company and maintain productive relationships with stakeholders, including General Managers, Sales Leaders, and the Corporate Office.
Duties and Responsibilities
- Ensure a consistent and rational hotel pricing and yield strategy across all channels (including OTA) and all market segments in relation to rooms according to the CHL core standards.
- Effectively use the systems (Opera, Synxis and IDeaS) to determine, implement and manage the revenue management strategies.
- Evaluate and benchmark against competitor pricing and availability, considering package / promotional options.
- Key owner of the annual room revenue budget process.
- Continually analyse business demands, price sensitivity and booking patterns for all the segments, recognise trends, and set selling and distribution strategies accordingly.
- Regularly check distribution channels (GDS, Brand and OTA) for hotel positioning, information accuracy, competitor offering and rate parity
- Complete and analyse monthly KPS reports.
- Evaluate Daily, Weekly and Monthly Market Share reports to understand trends and opportunities, and ensure targeted RevPAR is achieved.
- Accurately prepare Monthly and Weekly Forecasts (day by day) by sub-market segment.
- Assist in the implementation and continual improvement of the Group, in collaboration with the Groups and Events team.
- Proactively communicate revenue strategy and targets throughout the hotel, working closely with the Sales and Marketing teams.
- Prepare revenue meeting agenda, supporting documentation and issue minutes.
- Proactively provide data to the team for the purpose of analysing and evaluating specific business segments, specific accounts, market segment mix, type demand, channel production and geographical mix, recognizing trends and patterns.
- Accurately analyse and track market, geographic, channel, and key account / agent production and check the effectiveness of marketing strategies and performance against budget.
- Collaborate with the Groups and Events team to define space release policies and catering minimums and evaluate opportunities.
- Coach all appropriate colleagues on the Hotel’s selling strategies.
- Complete all tasks listed on daily, weekly, monthly, and yearly checklists.
- Audit operating standards and procedures in the Reservations departments to ensure they comply with company practices.
- Ensure all activities are followed up on in a timely manner and results recorded.
- Ensure the Revenue and Reservations Services team members are aware of all revenue targets and are kept informed on performance results on a weekly basis.
- To implement a full training plan within the Reservations Services team to develop colleagues.
- Ensure all new employees follow job skills training programmes, including regular follow-up training.
- Conduct annual appraisals with all team members as a means of motivation and development.
Confidentiality
While working for the Company there will be access to a wide variety of confidential information concerning the company, guests, and employees. It is vital that all such information remains confidential and must not be disclosed to anyone outside the Company, guests, or employees unless otherwise stated. Please refer to the Employee Handbook for full policy details.
Health and Safety
- Is aware of and complies with safe working practices as stipulated by Health and Safety legislation and as applicable to the incumbent’s place of work. This will include awareness of any specific hazards at the workplace.
- Wear appropriate and obligatory protective clothing provided or recommended by the Company.
- Reports any defects in the building, plant, or equipment according to hotel procedure.
- Ensures that any colleague, guest, or visitor accidents are reported immediately in accordance with correct procedures.
- Attends statutory fire, health and safety training and is fully conversant with and abides by all rules concerning:
- Fire, health, and safety.
- Regulations, such as COHSS in the European Union, related to the control of substances hazardous to health.
- Risk assessments for your department.
- Hotel fire and bomb procedures.
Other Information
As the hotel’s level of business varies, there is a need for flexibility in attitude, approach and working hours. The above description is not to be regarded as exhaustive. Other duties and responsibilities of a broadly comparable nature may be added on a temporary or permanent basis, as appropriate.
Talent Profile
- Essential Experience:
- 3-5 years working in Revenue Management, ideally within a 4* or 5* Hotel.
- Desirable Experience:
- Previous experience working within Revenue, Reservations and Front Office.
- A degree / postgraduate qualification in a related field such as Business Management, Economics, Finance, Statistics or Hospitality Management would be an added advantage.
Skills and Knowledge
- Likes fast-paced, demanding working environments.
- Attention to detail.
- Analytical.
- Ability to ‘think outside the box’.
- Effective communicator.
- Organised and structured.
Education or Qualification
A degree / postgraduate qualification in a related field such as Business Management, Economics, Finance, Statistics or Hospitality Management would be an added advantage.
Requirements
- Highly computer literate with a strong command of Excel.
- Experience within hotel software systems (Opera, Synxis, IDeaS).
- Strong account management skills.
- Fluency in written and spoken English (additional language is an asset).
- Highly analytical and numerate.
