Cluster Director of Revenue

Maximization of hotel revenue and market share through daily leadership in the management of guestroom inventory and product pricing by ensuring property execution of the sales process, adherence to policies, and development of strategies that optimize revenue capture from existing demand. To assist hotel in developing and managing revenue/yield strategies encompassing all facets of pricing, demand analysis, market segmentation, business mix and selling strategies. Responsible for the daily revenue management practice of rate promotions, inventory controls and distribution throughout e-distribution channels. To seek-out and capitalize on revenue management opportunities in all other areas of the business with primary focus on increasing RevPAR Index. To ensure that improvement of annual RevPAR penetration of hotel in its respective sub-markets. To be mindful and up-to-date on all cross-industry advances in this field and to make WDH to be seen as an industry leader in revenue management. Manages the Reservations department for smooth functioning and to maximize hotel revenue and guest satisfaction. All work will be in line with the hotel's business plan and in accordance with Wyndham corporate policies and procedures, as well as local requirements and regulations.

KEY RESPONSIBILITIES

Operational:

• Responsible for all aspects of Revenue/Yield management, Reservations, e-Distribution and e-Commerce of the hotel.
• Monitoring and understanding the pricing of competitors, the dynamics of the local market of the hotel and demand generators.
• Analyzing and reviewing daily, weekly and monthly STAR results of the hotel, understanding gains or losses of RevPAR index and applying this knowledge to impact, forecast and in providing strategic tactics based on historical data and current trends.
• To conduct periodic revenue meetings with CGM, CDOSM, CDOF and sales team to discuss inventory, pick-up and pricing strategies.
• To compile, analyze and disseminate weekly and monthly hotel competitive set data to CGM and CDOSM.
• Initiate short (30, 60 and 90 day) and long term revenue forecasts and generate weekly and monthly critiques, identifying areas of opportunity and strategies to improve revenue and overall profitability.
• Monitor and determine demand periods for function space through an analysis of historical data, current bookings, denials and regrets. Also to collaborate with the CDOSM and F&B Head on the setting of rates for groups and conferences.
• Understanding of the competitor environment through market intelligence reports, attending industry/networking functions and subscriptions to industry information. Accordingly, to monitor & evaluate competitor's pricing in all avenues and communicate pricing strategies to CGM and CDOSM.
• Implementation and management of pricing for hotel by working closely with the General Manager and CDOSM.
• Monitoring and mentoring with CDOSM with regards to reservations selling and implementing proper yield management strategies.
• Collaborating with the marketing department to fabricate demand during low periods and identify strategic e-blast, social media ad campaigns other marketing offers. Work with Marketing Manager (Assistant) to effectively implement strategy and analyze key brand and property specific marketing reports to make successful decisions to increase revenue.
• Coordinate enrolment, roll-out, and statistics for all internal and brand transient marketing programs.
• To implement effective sales and marketing strategies in transient and group sales and to maximize the generation of sales/revenues.
• Inventory control and availability of external booking sources (i.e. GDS and Third Party Internet companies).
• Participate and assist during the annual RFP season in account analysis and pricing decisions.
• Configuration of RMS (Revenue Management System) and rate inventory control systems; system recommendation and forecast validation, and daily report entry and analysis to produce and implement changes in the system.
• Assisting in the development and execution of a pre-opening budget, market segment totals, yearly budget and the annual operating strategic plan.
• Maintain the hotel pricing and distribution strategy within the PMS and extranets.
• Develop revenue management concepts and lead revenue management practices.
• To be an expert and a highly informed communicator on both internal and external revenue management issues.
• Create and develop pricing strategies that play to the 'style of individuality' of the hotel.
• To ensure reservations personnel are fully competent in the use of systems.
• To perform reservations audit on regular basis followed with detailed report to CGM.
• Responsible for overall Reservations Selling Process.
• Responsible for the on-line revenue plan, keeping it maintained and up-to-date.
• To communicate and supervise strategy for all 3rd party distribution in all hotels of the region.
• Inspire Executives and HODs to further embed revenue management culture at their respective hotel.
• Responsible for best practice standards to include: competitor analysis; environmental scanning; market modelling; distribution yield management; business mix yield management; length of stay yield management; inventory availability by channel; pricing control and new pricing concepts
• Responsible for assessing, analyzing and pricing of group business strategies by adjusting group pricing strategies, preferred patterns, and need periods. Also performing displacement analysis on groups to support group sales decisions by manual ROI analysis and RMS decision support. To ensure that group blocks are managed within the PMS for pickup/ cut- offs/ attrition/ wash etc.
• Maintain a concise room type oversell/ sell- through strategy for all future dates in liaison with CGM and CDOSM.
• Manage the rate loading process for all rate plans within all systems, and continuously test book for accuracy.
• Facilitate and/or attend monthly, quarterly and yearly revenue meetings.
• Identification, communication and assessment of industry innovations.
• Responsible for regular feedback on all revenue management issues (business mix; demand; pricing etc.), reporting monthly, quarterly and year-end on business results to the CGM and CDOSM.
• Responsible for developing and conducting Upselling Incentive Program and its training for the Sales, reservations and front office teams to understand revenue management principles.
• Research, establish, and implement marketing methods and processes to existing online offerings to improve e-Commerce sales performance.
• In liaison with the marketing executive, ensure that hotels website is regularly updated and navigational links are clear and overall design and usability of the website reflects Hotel values and standards.
• To constantly monitor relevant search engines with respect to various key words and ensuring optimization to gain better ranking in the search results for the hotel website.
• Assist reservations team in managing relationships and offers through OTA Market Managers.
• To ensure content and imagery on the OTA sites is regularly updated.

Microsoft Office

International Marketing, Marketing Operations

Honesty, Boldness, Accountability, Leadership, Diversity

Staff accommodation, Staff transportation