Director of Revenue Management- Ksa

3 weeks ago

Jeddah, Saudi Arabia AccorHotels Full time

Job Description

Your main responsibility will be to provide strategic and tactical Revenue Management guidance and support for existing and new hotels over 70 hotels.

This will involve close collaboration and partnership with key stakeholders such as the Vice President Operations, Regional Commercial teams, Finance, Talent and Culture, and hotel General Managers and Commercial Teams. Together, you will work towards driving performance improvements and execute commercial strategies that aim to maximize and optimize revenues, profits, market share and achieve the agreed objectives. Simultaneously, you will focus on cultivating a results-oriented Revenue Culture within the organization. This will include building team capabilities, establishing accountabilities, promoting the adoption of tools, and embracing best practices. This will involve leveraging technical systems efficiently, driving change through automation, and maximizing the capability of revenue management. The use of data, insights, and action will serve as a framework for effective communication with the business.

Main Accountabilities:

- Deliver RGI growth YoY and in line with the agreed targets sets through ensuring hotel adoption of optimal business mix (channel and segment).
- Deliver distribution health score targets across all hotels.
- Improve forecasting accuracies across the hotels.
- Coordinate conducting hotel commercial reviews, action planning and RACI follow ups.
- Embrace a data driven approach with insights to influence, support and drive performance.
- Communicating risks & opportunities to the commercial teams for action where necessary.
- Making recommendations to marketing, digital, distribution and sales teams for shifting demand-driving actions to match need periods / areas.
- Provide market insights and recommendations to the hotel revenue managers.
- Review and analyse competitor information daily, monthly, yearly.
- Review the effectiveness of the pricing optimization at hotel level through definition and management of all rates, rate levels, stay restrictions and other RM tactics, which are congruent with demand factors and which are managed through all distribution channels.
- Attend owner meetings where necessary to outline the Accor commercial strategies and how the hotel is benefiting from these strategies.
- Prepare market overviews for annually to assist the Hotels with correct pricing strategies and budget decisions.
- Actively participate in the development of the annual hotel commercial plans & budgets
- Maximize automations through the use of RM & BI systems such as rate shopping tools, and RM Pricing Optimization systems.
- Roll out Upselling and Restaurant Revenue Management programs across appropriate hotels, and maximize incremental revenue opportunities.
- Lead the RM Critical Path of New Hotels Opening within the portfolio
- Support BI with enrolment of BI Tool and its usage among the hotels and improve the scenarios and reports for benefit of the hotels
- Support on Driving dynamic pricing vs static contracting.
- Support development needs, and succession planning of the hotel revenue teams.
- Implement Revenue on Demand services to the hotels without resources.

Competencies
- Action oriented, process and results driven
- Self-motivating individual with ability to bring others along the journey
- Strong decision-making skills
- High level of Numerical skills
- Understanding Accor systems
- Change instigator.
- Strategic mindset
- Strong communication skills
- Calm under pressure
- Training and development
- Team player

**Qualifications**:

- Solid Revenue Management experience minimum 7 years.
- Held a senior position in Revenue Management with responsibility for a country, portfolio of hotels, or a large complex / cluster of properties.
- Commercial savvy and knowledge of the Middle East markets.
- Able to inspire and motivate a team, providing clear direction, coaching and guidance to achieve revenue goals.
- Articulative with sound impact and influence.
- Experience managing multiple stakeholders and
- English, and Arabic language is essential.
- Understanding of Revenue Management optimization systems.

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