director, total revenue management | one&only aesthesis, athens (20084)

The Director of Revenue Management is responsible to execute the implementation of the strategic long-term Total Revenue plan into actionable results that directly affect properties’ performance for Rooms, Food and Beverage, Spa, Retail and other Revenue Centers. The DORM supervises the operations of the Revenue department, internal and external communication, team support, motivation, and ensuring that all financial targets are reached. 

Key Duties and Responsibilities

• Further develop the distribution platform for One&Only Aesthesis (but not limited to): Identify most efficient configuration for rate and restrictions on CRS, PMS, and RMS. Ensure available technology (PMS, CRS, and RMS) is fully utilized and understood according to property specific business mix and requirements.

• Ensure optimal use, and measure performance on all distribution channels, to ensure that fair market share is achieved if not surpassed, e.g. OO.com and direct connectivity partners. Assist the Sales, Marketing, and Communication Team in devising marketing campaigns, to ensure that the Hotel reaches the right people, at the right time, in the right place.

• Ensure optimal use of revenue management system.

• Monitor competitor availability and pricing daily, using all available tools such as Industry Reports, Internet, Ring Around, Test Bookings etc., and subsequently analyze & report actual performance versus competitive set.

• Implement pricing strategies, yield strategies, selling strategies and revenue management best practices.  Investigate and communicate new ways to capture optimal revenue potential.

• Develop & implement rationally related pricing structures for Direct, Wholesale, Groups & Corporate with cohesive synergies between the segments.

• Understand the dynamics of the Global, National, Regional & Local Political and Economic Market, local Competitors, and all demand generators for the destination.

• Carry out analysis of Booking Patterns & Market Trends and ensure that these are recorded to facilitate future decisions.

• Identify and propose the hotel pricing strategy by market segment with reference to market intelligence, buying patterns and pre-determined seasonality.

• To identify and propose tactical offers to generate incremental revenues.

• To prepare and review weekly accurate 3 months forecast for hotel rooms revenue by Market Segment/Day.

• To prepare and analyze monthly accurate 12 months forecast for hotel rooms revenue by Market Segment/Day.

• To prepare and analyze revenue month end reporting including critique, findings, and strategy actions.

• Prepare in the production of the hotel’s annual budget and assist in the creation, update, and evaluation of the hotel Strategy Plan.

• Conduct a weekly Commercial Strategy Meeting. Collate and distribute meeting minutes of notes on forecast and strategy changes, including weekly action plans.

• Conduct annual revenue management audits for all revenue generating departments.

• Drive Projects related to revenue management.

• Drive implementation of revenue management processes across all business units at One&Only Aesthesis 

• Ensures the total revenue focus and activity is synchronized between each department / revenue stream.

• Set monthly targets of up selling revenue for front office and reservations department.

• Ensure daily/weekly/monthly reporting to the corporate office is adhered to promptly.

• Liaise with Sales, Marketing, and Communication and Regional Sales Office teams to ensure all promotion/programs are fully understood and right for the business.

• Develops and maintains strong and effective relationships with Competitor Counterparts, Industry & Business community & at hotel level. 

• Any other duties or tasks as directed by the Global Revenue Analytics and Distribution that assist and support hotel operations.

• Undertake additional duties as requested by the General Manager of the hotel. 

Skills, Experience & Educational Requirements 

• Bachelor’s in hospitality management, or any Financial Major    

• Minimum 5 years’ experience in similar position in 5-star hotel

• Excellent knowledge of English

• Advanced Microsoft Office Suite and Opera PMS (pricing, restrictions, reporting)

• STR

• Understanding of Business Intelligence Tools (including but not limited to rooms, rate parity, F&B, hotel performance)

• Advanced usage of a major Revenue Management Software (Duetto, Ideas or similar)

• Advanced usage of Rate Shopping Tools (OTAInsight or similar)

• Advanced CRS and channel management systems knowledge (Synxis)

• Demonstrates strong communication and presentation skill