Director, Hotel Revenue Optimization SAMEA

GENERAL SUMMARY

The Director, Hotel Revenue Optimization – SAMEA (HROD) ensures maximum revenue generation for hotels within the region and to PHR through effective use of the PHR Central Reservation System and distribution channels. The HROD is an active part of the regional team supporting the region’s hotels in terms of providing insight to optimize hotel revenue, reservations/revenue analysis and consultation, new hotel implementation, account development and penetration, and other key aspects of the member/PHR relationship.

ORGANIZATIONAL RELATIONSHIP

Under the direct supervision of the Executive Vice President – SAMEA, the HROD works closely with the regional teams across the region. The HROM of SAMEA have a dotted line reporting relationship with HROD – SAMEA. The HROD works with the Hotel Revenue Optimization team, the GDS, Central Implementations, Finance, Sales and Marketing departments. The HROD will interact with the account management team of Preferred’s provider of Central Reservations and other distribution partners.

DUTIES RESPONSIBILITIES

A. Strategic Revenue Optimization Support: The HROD will be charged with driving top-line transactional revenue for the region by providing strategic guidance to regional teams and hotels. This includes setting revenue strategies, training on new products and technologies, and influencing General Managers, corporate / regional teams, and hotel revenue teams to execute PHR recommendations that drives up revenues.

B. Hotel Business Reviews: Perform regularly scheduled reviews of hotels. The role will provide insights to ensure the regional teams business reviews of hotels are in accordance with PHR service level standards and as agreed upon by Regional management. These reviews include, but are not limited to: rate analysis, availability, CRS and GDS optimization, sales strategies and competitive set information. Use of external data (such as Agency360, Cvent, etc) is expected where available. Communicate results of reviews, along with recommendations or corrective actions, to the hotel, Regional Management and PHR Corporate.

C. Hotel Support: Conduct ongoing revenue strategy sessions with each hotel. Direct hotels to appropriate help resources and provide direct support as defined via the PHR Corporate Revenue Management Certification Process and focused for the unique need of each hotel. Work alongside Central Services, GDS and Sales to provide guidance on optimization of tactic/strategy where needed. Support the development of Preferred Hospitality Solutions by identifying revenue optimization consulting opportunities for member hotels, and assist these projects where needed.

D. Hotel Onboarding: Support the Regional teams with strategic insight to channel, rate and distribution optimization during contracting and implementation phase. Ensure implementation timeline is achieved. Direct hotels to appropriate help resources and provide direct support as defined via the PHR Corporate Revenue Management Certification Process and focused for the unique need of each hotel.

E. Central Reservations, Distribution and Revenue Management Subject Matter Expert: Provide information to Regional Management on changes, enhancements and general updates on PHR central reservations system, distribution channels, distribution opportunities and ProTools. Implement as agreed upon. Lead the PHR monthly HROD calls. The HROD will contribute to the development of Preferred’s distribution strategy and may have regional responsibility for distribution channels.

F. Regional Reservation and Profit Analysis: Provide analysis to EVP/ AMD on overall reservation past and pace transaction data and profit including recommendations for channel maximization and improvements to hotel and PHR revenue.

G. Market Intelligence: Present competitive market data for distribution channels to contribute to channel and revenue maximization in region. Use external resources such as (but not limited to) Agency360, STR to provide strategies to assist hotels in optimizing revenue.

H. Sales and Marketing Alignment: Work with Corporate and Group Sales to influence hotels to accept revenue generating business based on hotel strategy. Encourage hotels to use PHR and other marketing opportunities (such as GDS or SEO) to maximize hotel revenue potential.

I. Support Executive Vice President/ Area Managing Director : Support as needed related to member services, retention of existing members, PL management, drive loyalty memberships, development of new hotels and other revenue generating initiatives.

J. Maintain Certification. Complete requirements to maintain PHR Corporate Revenue Management Certification on an annual basis.

K. Relationship Management with Alliance partners: Where applicable the role is responsible for maintaining and managing relationships at regional level with relevant Alliance partners.

QUALIFICATIONS

Worker characteristics are normally acquired through the completion of a university degree program or related hotel/travel industry experience.
Completed and maintained PHR’s Revenue Account Management Certification. {this qualification can be waived for a new hire, with a requirement of completion with six months}.
Minimum ten years hospitality or travel industry experience including six years multi-hotel / area revenue management operations experience.
Proven understanding of the principles of distribution, pricing and revenue management demonstrated through case study of own experience.
Sales, Reservations, Distribution, and/or Revenue Management experience preferred.
Knowledge of GDS and CRS systems.
Excellent relationship building skills; customer service oriented; ability to manage multiple tasks; analytical ability to interpret statistical data; proven presentation skills.
WORKING CONDITIONS

Working environment is located in New Delhi. The office space is elegantly as well as functionally decorated including all required technology tools. Incumbent is seated most of the time when in the office. Travel 30-50% of time as appropriate to support the overall expectation of the position. Read more