Director of Revenue Strategy - Franchise

Duties and responsibilities

COMMERCIAL

• Achieving the hotel budgets and monthly forecast goals.
• Monitoring data; to determine the pricing strategy to conduct and report internal price proposals based

on results and financial market developments.

• Actively collaborate with cross functional teams (sales) to drive the needs of the business - including

tools, data, reporting and processes.

• Determination of the market; monitoring of information/data about competitors, events, market trends

and react to them

• Monitoring of (cancelled / optional) bookings in the system utilization, prices and react to it
• Conduct research on Revenue Management of key/major competitors/brands and stay up to date with

intelligence in the hotel industry & market(s) and use insight to drive revenue performance for the

hotels within the portfolio.

• Ensure that all available distribution channels have the right content, availability and prices.
• Providing information into the organization and to general managers; delivering reports, answering

questions.

• Ability to deliver presentations in a concise, well-organized manner
• Daily review and implementation of room accommodation and rate inventory controls in the various

systems.

• Responsible for holding constructive and result-oriented revenue and commercial meetings with the

hotels. The appropriate booking period is evaluated for proper rate and availability control. Provide a

synopsis of results vs. decision from the previous week and lead discussion on future topics such as

booking pace, pricing strategies, marketing opportunities and the competitive environment.

• Daily review of various reports. Address concerns and action plans with Managing Directors and other

corporate positions.

• Complete weekly booking pace reports and analysis on pace, recommending strategy changes when

needed.

• Analyze past and present trends and make recommendations for future strategies.
• Review all Weekly, Monthly, Rolling Forecasts and Annual Budget with the Cluster Revenue Crew and

hotel teams using the various systems.

• Identifies the underlying principles, reasons, or facts of information by breaking down information or data

into separate parts.

• Lead the revenue strategy for Conference & Events, ensuring pricing, displacement and demand

management decisions maximise total hotel profitability

• Alongside the C&E Manager, analyse C&E demand, conversion, lead time and key performance metrics,

using insights to guide strategy and prioritization

• Set and oversee C&E pricing structures, including DDR and high-value opportunities
• Review and challenge the Director of C&E’s forecasts, pace and assumptions, adjusting strategy as

required to meet revenue objectives

• Ensure full alignment between C&E, Rooms, F&B and total revenue strategies
• Act as the commercial escalation point for high-value or complex C&E opportunities

PEOPLE

• Contribute a consistent way of working in the team, aligned by set SOP’s and guidelines;
• Be motivated, committed and enthusiastic
• Be able and willing to assist other team members to provide cover during holidays or other periods as

required

• Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities;

and communicates both the reasons for change and how it impacts the workplace

• Promote teamwork and quality service through daily communication and coordination with other team

members/director.

• Participate and initiate departmental meetings, team briefings and project work
• Provide support, coaching and direction to GMs and hotel teams to ensure execution of effective

strategies and actions for revenue management in line with the applicable service level for their hotels

• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates

sound financial/business decision making; demonstrates honesty/integrity; leads by example.

GUEST SERVICES

• Build long term, commercially beneficial relationships within your customers/clients and guests;
• Ensure accurate and customer focused correspondence with clients and stakeholders

GENERAL

• Handle all administrative tasks in an efficient and timely manner
• Keep team-members and director updated in a timely manner
• Have a sound knowledge of all technical systems and procedures relating to the role

SUPPORTIVE FUNCTIONS:

In addition to performance of the essential functions, this position may be required to perform a

combination of the following supportive functions:

• Professionally represent the portfolio in community and industry organizations and events
• Participate as team player with other central team members
• Additional duties as necessary and assigned

Accountability

• You are structured, accurate, analytic and professional in your work;
• You thrive on a dynamic, high-paced environment and can keep your head up even during busy periods;
• You own and take responsibility for your own tasks;
• You have a proactive, can-do attitude and get work done, also outside office hours;

Qualifications and requirements

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES:

The individual must possess the following knowledge, skills and abilities and be able to explain and

demonstrate that he or she can perform the essential functions of the job, using some other combination of

knowledge, skills, and abilities.

• Must be proficient in writing, speaking and negotiating in English and local language;
• Extensive knowledge of revenue management;
• Knowledge of hotel and competitive market or similar environment;
• Ability to analyse data
• Ability to priorities tasks & to manage workload using own initiative
• Excellent computer skills
• Strong communication(both verbal and written), decision making, influencing/consensus building and

analytical skills with clear understanding of impact on goals and bottom line

• Previous experience in hotel, travel & tourism, service sector preferred
• Team player - with a sense of humor even in the face of adversity!

QUALIFICATION STANDARDS:

Bachelors or Master’s degree in a relevant field or equivalent combination of education and work related

experience

Ideally you will have a with 5+ years progressive work-related experience in financial/strategic planning,

revenue management, pricing with proficiencies in multiple disciplines/technologies/processes, preferably in

the hotel industry or similar environment.

Demonstrated knowledge of revenue management principles, effective hotel pricing concepts, yield

management optimization and selling strategies.