Director of Revenue

Roles and responsibilities

• Leads strategic planning and collaborates with all hotel profit generation teams to actively seek opportunities to drive incremental profit for Rooms, Restaurants, Spas, and other revenue streams.
• Effectively communicates a compelling Total Hotel Profit Optimization vision to all relevant property leaders, fosters Revenue Management Culture within the revenue generating departments of the hotel and teaches RM concepts within the hotel.
• Leverages Revenue Management analytics, technologies, processes, tools, and training programs to optimize hotel profits.
• Creates short- and long-term forecasts, that yield the best decisions on pricing and yielding tactics
• Participates in the annual budget process and produces long term projections, as required.
• Actively participates in ownership conversations and presentations.
• Monitors relevant economic, market, and competitive set indicators to derive insight-led profit generation strategies.
• Chairs and prepares materials for the weekly Revenue Management Meetings, following Brand guidelines.
• Maximizes room revenue contribution through a thorough understanding of all booking channels and management of inventory and rate therein.
• Optimizes pricing, promotions, and availability strategies through definition and management of all rates, rate levels, stay restrictions and other tactics, which are congruent with demand factors to target the most profitable customer segments to maximize profits.
• Directs and manages all channel distribution strategies. Ensures & maintains a high Distribution health score for the hotel.
• Collaborate with the Marketing team to execute, measure, evaluate and improve digital marketing efforts, to support the hotel strategic marketing plans working within the established budgets.
• Optimizes opportunities to drive incremental revenues through upsell programs in all booking channels.
• System owner for RMS, CRS (ORS and TARS), Rate shopping system, TravelCLICK products and hotel specific platforms. Responsible for data quality and system hygiene, following Accor standards, recommendations and procedures.
• Oversees content management in all electronic channels, liaises with hotel Marketing team to ensure regular updates of images and descriptions of hotel, room brands, outlets and services are completed.
• Oversees relationship with GRC and Distribution services teams.
• Maintains relationships with local market competitors to keep informed of trends and news.
• Motivate, lead, coach and manage all aspects of team members’ performance towards achieving exceptional guest service and employee satisfaction results.
  

Qualifications

• Strong communication skills, both verbal and written
• Dynamic can-do attitude
• Strong analytical skills and attention to detail
• Presents a professional and polished appearance
• Effectively deal with guests and other team members
• Previous reservation experience highly preferred
• Experience with Ideas G3 RMS, Opera PMS, Passkey, Delphi or Opera Sales and Catering preferred
• Possessing the trait of being organized and multi-tasking
• Ability to complete work within given deadlines
• Maintain confidentiality of proprietary information and protect company assets

Desired candidate profile

Revenue Strategy Development

• Strategic Planning: Develop and implement strategies to maximize revenue across all channels (e.g., sales, pricing, distribution, and partnerships).
• Revenue Forecasting: Lead revenue forecasting efforts, providing accurate projections based on historical data, market trends, and economic conditions.
• Market Analysis: Analyze market trends, customer behavior, competitor performance, and industry developments to identify opportunities for revenue growth.
• Performance Metrics: Establish key performance indicators (KPIs) to monitor revenue performance and adjust strategies as needed.

2. Pricing and Revenue Optimization

• Pricing Strategy: Oversee the development of dynamic pricing strategies that balance profitability with competitiveness. Analyze pricing models and recommend changes based on market conditions.
• Revenue Management: Use tools like revenue management systems (RMS) to optimize pricing, distribution, and inventory, particularly in industries like hospitality, airlines, or retail.
• Yield Management: Implement yield management practices, especially in industries like hospitality, to ensure revenue is maximized during peak demand periods while minimizing losses during low periods.

3. Sales and Business Development

• Sales Leadership: Lead the sales teams, providing strategic direction, mentorship, and performance goals to achieve revenue targets.
• Sales Strategy: Create sales strategies that drive revenue growth and enhance customer acquisition and retention. Implement CRM tools to track customer interactions and improve sales processes.
• Partnerships and Alliances: Establish and maintain strategic partnerships and alliances that contribute to revenue growth, exploring new business development opportunities.

4. Collaboration and Cross-Department Coordination

• Cross-Functional Collaboration: Collaborate with departments such as marketing, finance, product development, and operations to align revenue strategies and ensure all teams are working toward the same goals.
• Marketing Alignment: Work closely with the marketing team to align revenue strategies with promotional campaigns, customer engagement efforts, and branding initiatives.
• Customer Experience: Partner with customer service and operations teams to ensure the customer experience is optimized to support revenue generation and retention.

5. Budgeting and Financial Management

• Revenue Budgeting: Oversee the revenue budgeting process, ensuring that revenue targets are met and aligned with overall business objectives.
• Profitability Management: Monitor margins and profitability, making recommendations for adjustments to ensure revenue growth while controlling costs.
• Cost Control: Work with the finance team to identify areas for cost reduction without compromising on service delivery or product quality.