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Area Revenue Director (Exp in City hotel & convention Centre)

Area Revenue Director (Exp in City hotel & convention Centre)

Overview

1 position(s)
Corporate Head Office
Revenue
Bangkok , Thailand

JOB REQUIREMENTS

Scope and General Purpose of Job:

The Area Director of Revenue Management is responsible for identifying and maximizing all potential revenue opportunities for the hotels. This includes the analysis or revenue potential generated by the transient and group market segments as well as the market segmentations within transient and group. One will combine this with catering and space utilization as well as other revenue considerations (i.e.: golf, spa, etc.) in order to determine the appropriate mix of business to achieve revenue potentials every day of every year.

Responsible for:

Director of Revenue
Area Revenue Manager
Revenue Executive

Main Duties:

Administration

  • Development and Implementation of Strategic Commercial Strategies – Through critical thinking, ensure strategies are consistent with the dynamic needs and goals of the property both short and long-term. Forward thinking strategy development and execution to drive profitable business results
  • To conduct regular departmental communications meetings and ensure departmental briefings and meetings are effective and conducted as necessary
  • Must be able to effectively communicate both verbally and written, with all level of employees and guests in an attentive, friendly, courteous and service oriented manner

Customer Service

  • To monitor all hotel employees, always deliver the brand promise and provide exceptional guest service, providing positive and constructive feedback as necessary to the respective Head of Department
  • To handle all guest and internal customer complaints and inquiries in a courteous and efficient manner, following through to ensure problems are resolved satisfactorily

Financial

  • Drive Total Hotel Revenue – Overall responsibility for achievement of all budgeted hotel revenue streams. Areas include but are not limited to room revenue, banquet and catering, room rental and resource revenue, all Food and Beverage revenue and if applicable spa, golf, retail shop, and audio visual
  • Financial Acumen – Reporting, Analytics, Pricing, Market Intelligence while maximizing profitability, forecasting and revenue management strategies.  Advocates for sound financial business decisions while demonstrating honesty and integrity. Ensure all associates adhere to the Hotel credit policy and procedures
  • Revenue Management - Collaborate with DOSM(s) to evaluate business opportunities to include but not limited to configuration and compliance of optimization tools including IDeaS, Vertical Booking, Fastbooking etc., to provide pricing and inventory guidance to all sellers. In addition, align with DOSM and FM on segment priorities, available need periods, and opportunities to subsequently develop strategies that drive top line revenues
  • Revenue Outliers – Work with sales team to review, analyse and collaborate on revenue outlier opportunities
  • Training and counselling of the Revenue team
  • Supporting any overseas sales inquiries and ensure 24-hour response
  • To constantly monitor and evaluate local, national and international market trends, and the competitor hotels’ sales initiatives, in order to make sure the hotel’s marketing and sales remain competitive and cutting edge
  • Lead the weekly yield meetings and monthly strategic meetings, developing and adjusting sales and pricing strategy
  • To be aware of community, business, political and social factors that may affect the hotel’s financial performance
  • To ensure the best use is made of technology including Centara Hospitality Solution (CHS) or other sales and catering systems, and the data is clean
  • To conduct competitive surveys on a regular basis in relation to pricing, product and industry updates
  • To explore emerging markets both local and international
  • Able to sell strategic decisions to gain optimal business mix
  • Establish and communicate sales strategy for day, week, month and rolling 12 months window
  • Make Yield Management decisions and update CRS/GDS/PMS inventory directly though the systems
  • Communicate any strategy changes or update any calendars for the sales team to use
  • Review the Central Reservation System (CRS) daily wrap up, denials, call conversion reports, view availability calendar and allotment calendar
  • Analyse prior night successes: Did the hotel sell out? Were the right decisions made for overselling? Address the opportunities in daily briefing
  • Schedule and compete call around using the market pricing analysis and determine the pricing and compression compared to our competition
  • Manage and communicate group cut off dates. Run a group rooms control log as well as pick up report from Property Management System (PMS) for 180 days. Verify pick up to actual block, cut-off date and whether or not you should extend, etc. Discuss making any changes necessary to system
  • Complete group analysis worksheet when needed
  • Run a list of groups that went from Tentative to Definite, determine what groups will effect availability and restrict or price accordingly for rolling 12/24 months
  • Monitor status of the hotel throughout the day, adjust any inventory controls that need to be modified through CRS/GDS/PMS and communicate to the strategy team. This must occur at a minimum of twice a day with more frequent monitoring for high demand/ revenue time frames
  • Place test calls to Central Reservation Office / Hotel Reservation Office and property to ensure accuracy of rate quoting, restrictions and selling approach
  • Complete any rate changes through CRS/ GDS, as necessary
  • Work with the strategy team to forecast accurately as well as projecting future transient demand
  • Work with the strategy team in analysing actual performance vs. potential to identify future revenue opportunities
  • Update the following people of the success/shortfalls: General Manager, Director of Sales & Director of Rooms
  • Forecast projected transient demand for next 180 days
  • Facilitate weekly sales strategy meeting following the established agenda
  • Update, analyse and report forecast for rolling 12 months
  • Analyse the following CRS reports: CRO productivity, company and travel agency production, domestic production. If necessary, complete action plans for the property to follow to create additional production/revenue
  • Analyse the Star report. For hotels that have a 3-month revenue market share decline, provide written update to the Regional Director of Revenue Management in preparation for the revenue meeting
  • Analyse the CRO productivity report for any necessary action
  • Review reports and analyse for incorrect restrictions, rates of the competitive set and restrictions of the competitive set
  • Review report for trends, booking windows and sources of business as well as rates compare to competition
  • Review volume account production with Transient Sales Manager and Director of Sales
  • Facilitate monthly sales strategy meeting with the General Manager and Reservation Manager to discuss trends, review prior month information, and determine upcoming events and future strategies
  • Assist with Annual Budget, Annual Strategic Pricing and Market Plan process
  • Review/Update CRS/GDS Hotel Description information when necessary

Operational

  • Relationships – Establish excellent working relationships with all internal stakeholders responsible for driving hotel revenues, including Director of Sales & Marketing, Director of Operations, Food and Beverage Director, Director of Catering, Director of Catering and Convention Services, Director of A/V, Spa Director, Golf/Tennis Director and others as appropriate. To review and evaluate the effectiveness of selling activities and adjust as necessary to achieve or exceed the objectives as outlined in the Annual Marketing Plan
  • Administrative – Computer savvy specifically as it relates to Excel, PowerPoint, Sales and Catering Tool – Centara Hospitality Solution (CHS), etc, performance management (leads, conversion and goal achievement) to gauge effectiveness of deployed resources, approval of sales contracts, etc.
  • To ensure room and banquet space inventories are reviewed weekly and strategies are formulated together with DOSM to fill low occupancy periods
  • To work closely with other Executive Committee members in a supportive and flexible manner, focusing on the overall success of the hotel and the satisfaction of hotel guests

Personnel

  • Recruitment, Talent Development and Motivation - Manage the Revenue department in order to attract, retain and motivate the associates. Hire, train, develop, empower, coach and counsel, conduct performance and salary reviews, resolve problems, create an environment of open communication, discipline and terminate, as appropriate. Responsible for continually educating and updating sellers about the property (any updates to the physical hotel/renovations/room types, the ins/outs of the property, unique selling strategies) and assist as needed in site visits to “close” the deal
  • To maximise the effectiveness of every revenue employee by developing each individuals’ skills and abilities through the appropriate training, coaching, and/or mentoring
  • To encourage employees to be creative and innovative, challenging and recognising them for their contribution to the success of the operation
  • To support the implementation of The People Philosophy iCARE, demonstrating and reinforcing Centara’s Core Values and Culture Characteristics
  • To ensure all employees have a complete understanding of and adhere to employee rules and regulations
  • To ensure employees follow all hotel, company and local rules, policies and regulations relating to fire and hazard safety, and security
  • To feedback the results of the Employee Opinion Survey and to ensure relevant changes are implemented

Other Duties

  • To maintain strong, professional relationships with relevant representatives from competitor hotels, business partners and other organisations - Owner Relations & Presentations – Develop presentations and key owner communications to best represent the hotel and satisfy the requirements of the ownership group
  • To attend training sessions and meetings as and when required
  • To carry out any other reasonable duties and responsibilities as assigned

Job Knowledge / Skill Requirements

  • A self-starter who is highly driven, persistent and adaptable to change
  • Highly organized individual who has a strong ability to multi-task
  • Excellent communication skills and networking abilities
  • Collaborative leader with a strategic and analytical focus
  • Influencing abilities that span beyond their immediate direct reports
  • Demonstrate sound decision-making skills and good judgment
  • Must be able to read and write to facilitate the communication process  
  • Requires excellent communication skills, both verbal and written
  • Prior systems knowledge of revenue management tools: Opera Cloud PMS, Vertical Booking CRS, IDeaS RMS, RateGain, Parity+, Microsoft Office
  • Convey a high level of understanding of the importance of attention to detail
  • Minimum of 5 years Revenue Management experience in a director property level with demonstrated leadership experience

Education:

  • University Graduate, preferably in Hospitality Management

Additional Skills:

  • Ability to work independently and under pressure
  • Team player and exemplify positive professional attitude and all-inclusive demeanour
  • Contributed to ‘Risk Management’ activities for the property
  • Succession planning and career development within the Revenue Management Team

If you are interested in this position, please submit your resume and cover letter to:
Corporate Human Resources Department by emailing the below

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