Sales/ Revenue Manager

A renowned luxury hotel located in the heart of New York City is seeking a talented Sales/ Revenue Manager to join their team.

JOB OVERVIEW:

• Responsible for pro-actively and cost effectively maximizing subscriber hotel room revenues, RevPAR and system delivery to achieve superior performance in comparison to the competitive set as measured in RGI and as against budget growth targets.
• Scope of work focuses on Room Accommodations, but may extent to conferencing and events, food and beverage outlets, channel management and loyalty contribution.
• To be the key driver of revenue generation data analysis and recommend logical, tactical and strategic initiatives.

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

Key Activities

• Lead daily pricing and yield management calls with Portfolio of hotels. Provide insights and recommendations to ensure that pricing, conversion and yield restrictions are appropriate to forecasted demand and inventory is balanced and the daily operations of the Reservations team and revenue systems are managed effectively. For Managed hotels and in conjunction with the hotel leadership team, implement system actions around pricing and yield to drive optimal RevPAR delivery.
• Review secondary research data & analysis to understand competitor practices & performance, economic & consumer trends and the dynamic of the market & demand generators. Uses this knowledge to identify and implement opportunities to generate incremental revenues and therefore drive revenue and pricing strategies with adequate ROI for all portfolio hotels.
• Responsible for analyzing group activity, including denials, regrets, booking pace, wash and cut off enforcement. Implement Group and FIT strategy calendar to assist the teams on the ground to take relevant pricing decisions at all times.
• Understanding of the MACRO and competitor environment through secondary research/3rd Party. Tools like Agency360 etc (subject to subscription by hotel). Demonstrate a clear understanding of the impact and effect on our hotels, by communicating appropriate direction to wider community and stakeholders (hotel team, area team and commercial teams)
• Analyze and understand market reach / penetration, giving direction to Sales & Marketing regarding strategic shifts that need to happen Short, Medium and Long Term
• Work with Executive Sales Manager to understand impact of channel delivery and be able to make decisions with regards to what needs to change in order to shift share; understand how to manage these channels and the impact of effective channel management.
•  Based on the hotel subscriptions, you might be required to support New Hotel Openings (NHOPs). Relevant support to be provided as per the service level agreement.
• You will be required to provide Regional & Internal Stakeholders a summary of months performance with an outlook for the rest of the year. Individual portfolio commentary might be required to support hotels performance data on regular basis.

Forecasting / Budget

• Communicate regularly with each hotel and the area team regarding hotel performance, opportunities and/or threats.
• Consider and comment on economic, political, social activity and trends which are likely to influence business outcomes.
• Support the sales and marketing strategies and actions based on the forecast and budget communicated.
• Ensure forecasting accuracy for all market segments with focus on RevPAR.
• Evaluate group acceptance and pricing, in line with forecasted demand
• Update and analyze denial and regret activity, proportional to demand and pricing

Guest Experience

• Ensure the subscriber hotel assigned to you has complete understanding with the program deliverables and timelines.
• You will be expected to ensure all stakeholders are briefed on the change and setting up of expectations.
• Management of stakeholders, in regards to fostering collaboration through gaining alignment and through open communication with General Managers, Sales and Marketing Teams, Area Teams as well as external clients / customers.

Responsible Business

• Champion the identification and correction of hazards using a range of risk management tools including, yet not limited to hazard reporting, workplace inspections and accident/incident/injury reporting

Accountability

Performance Metrics

• Forecasting accuracy, RGI year on year growth, channel contribution, stakeholder engagement, loyalty contribution Decision making responsibilities (Key Decision Rights that the role actually owns)
• Managed hotels pricing and yielding decisions.

QUALIFICATIONS AND REQUIREMENTS:

Education

• University Degree or Hospitality Diploma/Degree is essential
• Post Graduate in Hospitality, Sales & Marketing or related field is desirable

Experience

• Overall experience of 5+ years in Hospitality Industry
• Advanced understanding of Yield Management with a minimum of 3 years experience preferably in a Cluster/Portfolio Revenue Management Environment
• Management experience required

Technical Skills and Knowledge

• Intimate knowledge of Central Reservation System (Holidex Plus/Trust/Marsha etc), Property Management System (Opera).
• Proven knowledge of Revenue Management Software Systems like Optims, Ideas, Rate360, Perform & Price Optimization.
• Advanced Microsoft Office knowledge, particularly Excel.
• Excellent report writing and presentation skills.
• Fluency in both English and Japanese.