Director of Revenue | Hilton Dubai Palm

EOE/AA/Disabled/Veterans

What will I be doing

As the Director of Revenue you will be responsible for performing the following tasks to the highest standards:

Ensure that sales and pricing strategies are based on sound commercial judgement through effective analysis and reporting.

Ensure professional and efficient utilization of all systems in line with company best practices and standard operating procedures.

Ensure effective information gathering and analysis is conducted in order to identify and maximize all possible opportunities and minimize any risks.

Ensure that hotel and above-hotel commercial team members are actively engaged in all revenue decisions by maintaining regular communication to effectively implement drive and review optimal strategies and controls.

Integrate with other functions to ensure we exceed customers owners and shareholders expectations.

Key areas of Accountability

Profit:

Ensure all best practices and standard operating procedures are followed to capitalize and maximize revenue potential and market share.

Utilize systems tools and reports in the prescribed way to ensure all revenue management decisions are supported with relevant data analysis.

Quality:

Follow best practice and standard operating procedures for the Revenue Management processes to ensure all commercial decisions are supported by appropriate data analysis.

Contribute ideas and suggestions to strive for constant improvement of operating procedures and new opportunities.

Customer:

Build an effective working relationship with hotel commercial teams and operations to maintain their trust and confidence in the Revenue Managements decisions and actions pertaining inventory and rate control pricing and overbooking.

People:

Work with the Cluster Revenue team and ensure all team members are provided with excellent training for revenue analysis and revenue management duties.

Specific Accountabilities

Inventory Control:

Manage and maintain group and transient inventory controls.

Proactively review and implement room accommodation and rate inventory controls via GRO and R&I daily.

Ensure group inventory cut-off dates are managed in line with contracts and according to demand.

Implement all blackout dates and review frequently to determine if adjustments are needed.

Work with Front Office to ensure agreed sell-out strategies are in place.

Maintain rate parity with third party sites through extranet sites.

Proactively review key demand periods to maximize RevPAR and profit through effective consideration of costs and sales.

Sales and Pricing Strategy:

Develop monitor and adjust sales and pricing strategies.

Conduct weekly business focus and group review meetings where the appropriate booking period is evaluated for proper rate and availability control.

Provide a synopsis of results vs. direction from the previous week and lead discussions on future issues such as booking pace pricing strategies marketing opportunities and the competitive environment.

Weekly review GEM / Delphi / database reports if available to address concerns and action plans relating to groups and events.

Develop and review annual transient group pricing and demand calendars on a quarterly basis.

Ensure pricing is consistent in all distribution channels such as QnQ R&I GDS Internet and the Extranet.

Identify opportunities through channels and recommend channel marketing.

Liaise with market managers for key 3rd party operators and HRCC to monitor conversions.

Review corporate accounts quarterly production with sales to identify patterns and volume of production to take appropriate actions.

Conduct daily detail meeting / calls with hotel teams to highlight results trends and changes to pricing and selling strategy for the next 3 months.

Information Analysis and Monitoring:

Provide critical analysis of strategies room statistics and demand factors.

Perform relevant daily weekly monthly checklist tasks for the maintenance of the GRO yield management system.

Ensure the integrity of data flowing into GRO by regularly cross-referencing other sources such as OnQ R&I and OnQ Insider reports.

Review end of month room statistics reports and provide critical analysis on performance vs. forecasts and results of implemented strategies.

Conduct displacement analysis of group business as needed to determine the impact potential businesses will have on RevPAR.

Review all tentative and definite group bookings to ensure they support the implemented strategies GRO group status is updated and group evaluator is used effectively.

Complete weekly booking pace reports and analysis on pace recommending strategy changes when needed.

Analyze past and present trends and make recommendations for future strategies.

Ensure all ONQ R&I / SRP maintenance is configured according to the current standards room rates yieldable flag and commissionable status.

Ensure accuracy of all information being produced or reported.

Forecasting:

Prepare all weekly monthly quarterly forecasts and budgets using appropriate systems and tools.

Use specialist knowledge of the hotels and markets to produce and maintain hotel forecasts using prescribed tools.

Prepare plan revenue proposals.

Perform IDeaS V5i forecast validation process on a regular basis to identify changes in trends and opportunities to enhance IDeaS forecasts.

Competitive and Demand Analysis:

Ensure rate shopping data is consistent appropriate and effectively analyzed.

Review all competitive shops daily and identify selling strategies opportunities and market trends.

Review demand calendars convention calendars and city event calendars to keep abreast of all demand generators on a weekly basis.

Maintain historical data on events and performance on any promotion during these demand generating events.

Maintain IDeaS V5i interface where automated rate shopping is configured to ensure the yield system is configured for BAR adjustments appropriately.

Proactively identify peak nights and peak periods to set KPI targets and action plans.

Identify demand troughs and lead an action plan.

Driving Commercial Performance:

Drive incremental EBITDA RevPar and Fair Market Share performance.

Work effectively with RMCC Team members Hotels (GMs DBDs C&E and on property revenue coordinator) Sales RDRs Marketing e-commerce to ensure incremental financial performance (RevPar EBITDA).

Ensure growth in performance of KPIs such as room type supplements peak nights house overbooking and forecast accuracy.

Drive hotels Fair Market Share performance moving hotels into the gaining quadrants.

Ensure any holiday cover commitments are managed as per standards.

What are we looking for

A Director of Revenue serving Hilton Brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role you should maintain the attitude behaviors skills and values that follow:

Bachelors Degree or above

2 years in similar or cluster role

Practical work experience within hotel revenue management

Advanced Excel PowerPoint and Word skills

Strong analytical skills and management skills such as leadership organization communication planning and control

Sound functional knowledge of the day to day management and operation of a revenue management department

Commercial attitude and proactive sales approach

Able to set and maintain minimum standards

Able to analyze data and identify significant trends

Self-motivated and competitive

Able to work accurately and effectively under pressure

Good personal presentation

Warm personality and possess team spirit

Clear voice and well spoken proficient in spoken and written English

Committed and career oriented