Director of Revenue Management

POSITION OVERVIEW:

This challenging role is a member of the Executive Committee and will manage hotel revenue generation & maximization through full utilization of company systems, business processes and specifications.

DUTIES & RESPONSIBILITIES:


* Responsible for meeting and exceeding monthly and annual goals pertaining to Rev Par, RGI , Sell out efficiency, Group /Transient business mix and GOP


* Explore and provide variations in the market mix which would stimulate additional revenue without increasing costs


* Prepare quarterly presentations and reports for the Executive Committee showing pace and performance against the competitive sets


* Oversee the daily room inventory management process.

Set overbooking limits by day.


* Establish and implement pricing, yield, and selling strategies for the hotel, based on market factors and company guidelines to correlate with the hotels monthly, yearly and ongoing strategic plan


* Monitor competitor strategies and data through usage of tools such as TravelClick, Marketvision, STR and Cvent analytics


* Maintain an understanding of the dynamics of the local market and demand generators


* Submission of monthly forecast by day by segment for 12 month rolling every month and maintain forecast accuracy of +/-5%


* Submission of detailed monthly commentary on STR and KPIs every month to IHG corporate


* Train and coach reservation team members on revenue strategies and systems


* Provide sales team with detailed quotes on all group leads by optimal usage of IHG tools such as GPO and DELPHI


* Facilitating usage of upsell tools such as Nor 1 and Passkey


* Provide sales team with detailed quotes and pricing guidance pertaining to Business transient contracts through iRFP process


* Approve all room rate adjustments, comp forms and accounting paperwork on daily basis in accordance to Sox audit


* Build and maintain relationships with all TPI and wholesale partners and qualify any promotions in accordance to IHG standards


* Hold weekly revenue meetings with GM, DOSM, Rooms, Finance & Sales teams with primary objective of building consensus on strategies to drive revenues


* Work closely with hotel marketing team on web content, analytics, SEO/SEM


* Need to be fully conversant on IHG tools such as Perform, Holidex, SBRP, Opera, Delphi, NOR 1, Passkey, and GPO so as to train and coach reservations, sales and front office teams


* Additional duties as required

QUALIFICATIONS:

Requirements include:


* A Bachelor’s degree in Hotel Management or Business Administration plus five to seven years previous revenue management or hotel sales/reservations experience or an MBA degree and three to five years previous revenue management or hotel sales/reservations experience. 


* Demonstrated knowledge of effective hotel pricing concepts, yield management optimization and selling strategies, and the ability to determine which c...