Director of Revenue

Key Responsibilities

• Actively take part of the Room’s Annual Budget and Business Plan preparation and presentation
  
  
• Produce an accurate room Revenue forecast for the upcoming 12 months. Prepare the forecast at the day / segment level for upcoming 90 days.
  
  
• Hold a strong leadership role in the monthly Forecast Meeting
  
  

• Monitor and analyse Market conditions based on all available data source for both past and future. 
  
  
• Monitor, analyse and comment on performance within the Market for current, past and future. Prepare month-end Comments, including Segmentation, Country statistics, Room Type optimization, upselling, Top producing account, GDS and website performance, STR performance.
  
  

• Pro-actively identify need period and adapt Sales & Pricing strategy accordingly, share with GSO
  
  
• Set Rate structure, Demand Calendar and Upsell strategy
  
  
• Ensure all systems (PMS, RMS, CRS, 3rd Party Sites…) are all maintained in the most optimized manner for the full booking window in terms of content and data.
  
  
• Implement and effectively manage the sales and pricing strategy, in all distribution channels including but not limited to branded website, 3rd parties and the GDS.
  
  
• Safeguard Rate integrity
  
  
• Ensure property all reservation channels are returning the appropriate availability and rate for the upcoming 365 days.
  
  
• Manage inventory and oversell strategy
  
  
• Perform Group displacement analysis taking into consideration the overall Revenue and profit optimisation.
  
  
• Control block pickup and timely wash, especially during the peak season / high demand days 
  
  
• Follow up on lost business and bring information about them to the knowledge of the department superiors.
  
  
• Perform account evaluation (Corporate / Wholesale) on a yearly basis
  Communication, Culture and development:
  
  
• Provide Executive Committee with regular Revenue Management updates.
  
  
• Lead the Weekly Revenue Meeting; clearly communicate to hotel the strategic vision and objectives on how to drive revenue and improve performance. Ensure the strategy is fully supported by all department.
  
  
• Organise regular educational and information meetings on Systems, data entry standard, RM concepts and KPIs for Reservations, E-Commerce, Sales& Marketing, G&E Sales, Front-Desk. 
  
  
• Ensure good contact and cordial working relationships with Competitor hotels, keep a close eye on market developments (renovation, special campaigns, theme events etc.) Share this information with colleagues.
  
  
• Stay up to date with system development, updates and enhancement as well as industry practises.
  
  
• Attend all webinar sessions organized by Regional Offices and Corporate Offices. 
  
  
• Share Best practises and relevant Market Insights with Regional or Corporate Offices.

• Ensure Kempinski Revenue Management & Reservations standards and initiatives are implemented and adhered to.
  
  
• Control Rate Report, Rate Override Report, Comp and House Rooms report and rebates on a daily basis. Spot check reservation made reports and calls. 
  
  
• Ensure BI tool data is accurate
  
  
• Ensure all tasks covered in the Daily / Monthly / Yearly checklists are executed as per guidelines.
  
  

• Ensure there is a fully trained backup person for each of the tasks described in the checklist for Business continuity plan.
  
  
• Recruit, train and manage performance of direct reports.
  
  
• Set goals, mentor and motivate the team. Conduct regular performance evaluation. 
  
  
• Assist in developing a career path for direct reports.
  
  

• Perform any other duties as assigned by management.
  
  

Skills, Knowledge and Expertise

• A minimum of 2 years experience in Revenue Management, including electronic distribution
• A proven track record of increasing revenue streams or strengthening the performance of a property 
• Experience with data analysis, including E-Commerce KPIs

• Ability to work and communicate in a multinational environment:
• English – excellent verbal and written skills
• Local language – excellent verbal and written skills (as applicable)
• Additional language (s) would be considered an asset

• Opera PMS  
• Opera Central Systems / SynXis 
• Channel Manager
• RMS knowledge, preferably with IDeaS or EZRMS
• Good keyboard skills and proven working knowledge of Microsoft Office including PowerPoint
• Excel advanced skills

• Must be in possession of / be eligible for a working permit in the region of hire.

• People Leadership
• Stakeholder Relationship Management and Communication
• Driving Results
• Commercial and Financial Acumen
• Strategic Thinking and Innovation
• Change Management
• Kempinski Brand Identification

About Kempinski