Group Director of Revenue

We are excited to be recruiting for a Director of Revenue for an ambitious Hotel Project across Europe. With imminent openings and repositioning projects in Paris, Barcelona and London under the Miiro brand, and a number of existing properties in other key European destinations, there has never been a more exciting time to join.
The Director of Revenue will work closely with stakeholders internally and externally to determine and devise appropriate Revenue strategies in key markets and segments to maximize hotel revenue performance.
You will have extensive experience in revenue management within the hotel sector. You should demonstrate a deep understanding of developing and executing revenue strategies, processes, and procedures.
Your key responsibilities will include effective management of the CRM team to set strategies which allow us to meet & exceed our budgeted expectations and out-perform our competition. You will play a leading role in setting and driving company standards and improving key KPI’s such as budgeted RevPar and RGI in the most profitable and sustainable way possible whilst ensuring our brand integrity and operating within our values.
Key Accountabilities
• Drive Market Share and Revenue Performance – of hotels managed by themselves and their respective direct reports.
• Provide Revenue direction and leadership, of hotels managed by themselves and their respective direct reports
• Devise in partnership with senior team the overall revenue strategies for the individual properties and group as a whole.
• Develop overall pricing strategy to include all market segments and distribution channels • Effectively manage and be in control of all inventory for a group of hotels
• Ensure all distribution channels are optimised and managed accordingly
• Create accurate timely reporting suitable for the senior team to make important strategic decisions and react to changing market conditions.
• Present and contribute during monthly, quarterly owner’s and budget meetings
Key Responsibilities
TEAM MANAGEMENT
• Manage and lead the revenue team as the brand grows.
• Ensure the team are clear of their objectives and targets and are working towards these
• Provide & create suitable training and support to team members in their development and progression
• Interviewing, recruiting and inducting new members of the team
• Leading team meetings and communicating key business goals, focuses and initiatives
• Ensure effective processes and policies are in place and effectively implemented to help the department/company meet its performance and strategic goals
• Ability to manage business conflicting views in a logical and rational manner, escalating and informing the right stakeholders.
• Ability to make good decisions and decide when to consult or bring other stake holders into the decision-making process
• Lead by example - communicate effectively, empathise with others, overcome challenges and defuse conflict
SALES AND PRICING STRATEGY
• Develops, monitor and adjusts sales, groups and pricing strategies
• Monitor and regulate groups business at hotels to ensure that all groups statuses are accurate
• Ensures pricing consistency across all distribution channels (Rate Parity)
• Identifies Revenue and Sales opportunities through channels and recommends action accordingly
• Liaises with market managers for key 3rd party operators
• Reviews sales account production monthly with sales to identify patterns & volume of production to agree appropriate actions are taken
• Provide group strategy according to seasons, events and more to improve performance.
• Implements all blackout dates and reviews frequently to determine if adjustments are needed
• Working with Marketing team to project manage promotions during low demand period, value add promotions and event periods.
• Focus on lowering distribution costs and driving room nights to the most profitable channel
• Ensure branded lowest rate promise is kept with no successful rate parity fee claimed.
• Collaborates with the Marketing team to improve digital marketing efforts, to support the hotel strategic marketing plans working within the budgets.
REPORTING AND ANALYSIS
• Provides analysis of strategies, room statistics and performance trends
• Writes and reviews end of month revenue reports for each hotel such as booking pace, competitive share analysis and segmentation reports
• Provides monthly revenue report(s) for each hotel to analyse past and present trends and make recommendations for future strategies
• Ability to forecast within the industry standard of 3% and present forecasts and rationale to stakeholders.
• Prepares reports and other materials for regular meetings and business processes.
KEY MEETINGS
• Lead weekly revenue meetings with hotels providing reports on the hotel performance historical and future business on the books, as well as upcoming strategies
• Participate and explain market trends and hotel performance in monthly owners meeting
• Prepare and present annual topline Budget to key Stakeholders
• Ensures Operations, Marketing and Sales Teams are aware of current strategies and have the information needed to execute them (such as; daily strategies, inventory management, and package inclusions).
Key Skills and Competencies
• Experience of setting a brand pricing strategy for a repositioned property in major European cities.
• Strong leadership and analytical skills
• Ability to lead and develop growing teams
• Effective conflict management resolution skills
• Proactive in achieving Rooms Revenue and MICE Revenue goals
• Team player with strong interpersonal skills
• Analytical approach to problem solving and ability to “think outside the box”.
• Ability to develop and deliver effective presentations
• Demonstrate self-confidence, energy, enthusiasm and be a motivator
• Ability to investigate systems malfunctions or user-input errors.
• Ability to adapt to a frequently changing market environment.
• Ability to work under pressure & meet deadlines
• Solid attention to detail and time management skills
• Demonstrates an up-to-date and in-depth understanding of the industry
• Provides targeted and timely communication of results, achievements and challenges to the stakeholders.
• Communicates market direction & strategy including changes to Marketing, Sales and hotel leadership team including GMs
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