Key Responsibilities

Forecasting and Budgeting:

• Actively take part of the Room’s Annual Budget and Business Plan preparation and presentation
• Produce an accurate room Revenue forecast for the upcoming 12 months. Prepare the forecast at the day / segment level for upcoming 90 days.
• Hold a strong leadership role in the monthly Forecast Meeting

Data Analysis:

• Drive Market Share and Revenue Performance through proper pricing and mix management using competitive reports.
•  Monitor and analyse Market conditions based on all available data source for both past and future.
• Monitor, analyse and comment on performance within the Market for current, past and future. Prepare month-end Comments, including Segmentation, Country statistics, Room Type optimization, upselling, Top producing account, GDS and website performance, STR performance.

Strategy Setting and deployment:

• Pro-actively identify need period and adapt Sales & Pricing strategy, accordingly, share with GSO
• Set Rate structure, Demand Calendar and Upsell strategy.
• Ensure all systems (PMS, RMS, CRS, 3rd Party Sites…) are all maintained in the most optimized manner for the full booking window in terms of content and data.
• Implement and effectively manage the sales and pricing strategy, in all distribution channels including but not limited to branded website, 3rd parties and the GDS.
• Safeguard Rate integrity
• Ensure property all reservation channels are returning the appropriate availability and rate for the upcoming 365 days.
• Manage inventory and oversell strategy.
• Perform Group displacement analysis taking into consideration the overall Revenue and profit optimization.
• Control block pickup and timely wash, especially during the peak season / high demand days
• Follow up on lost business and bring information about them to the knowledge of the department superiors.
• Perform account evaluation (Corporate / Wholesale) on a yearly basis.
• Ensure all sellable contracted rates are loaded in all systems for ease of use by Reservations.
• Ensure all internal package breakdowns are loaded and in line with financial department.
• Ensure all cancellation and deposit policies are loaded in all systems according to strategy.
• Ensure Commission codes are correctly setup and commissions sent and followed up on a weekly basis as a minimum.

Optimize opportunities and Reduce Risk 

• Ensure all day arrivals are fully confirmed and guaranteed as well as perfectly accurate (Price, Rate code, Segment, Source, Profiles, Billing instructions, Guests request and comments…)
• Check the reservations made the previous day.
• Check of arrival tomorrow and recheck of VIP Arrivals Today
• Check Deposit not received for arrival next week
• Control no show and late cancellation charges.
• Maintain all reservation standards.
• Keep department informed of all changes in systems or procedures.
• Ensure that the team is aware of the internal credit policy.
• Monitor reservation pick-up for the coming months – review data on an ongoing basis.

Increase Sales

• Ensure Reservations Team is fully aware of all prices, promotions and packages available for each period within the available booking window.
• Ensure the system is setup in a way that displays the Rates to be proposed first, as well as all the relevant information on screen for reservation agents to be more efficient.
• Ensure Reservations Team has a perfect knowledge of the Rooms and Hotel Product as well as of the area and what is happening in town.
• Ensure Reservations Team is fully trained on Sales and Upselling techniques.
• Maintain an internal upsell / cross sell program for the Reservations department (benefits / team competition).
• Ensure offers are proactively followed up
• Ensure emails are being answered in a timely manner, as per Company Standard and on the approved templates.
• Ensure the necessary templates are available and reviewed on a regular basis. (i.e.: Serenata / Next Guest confirmation letters)

Communication, Culture and development:

• Provide Executive Committee with regular Revenue Management updates.

Lead the Weekly Revenue Meeting.

• Clearly communicate to hotel the strategic vision and objectives on how to drive revenue and improve performance. Ensure the strategy is fully supported by all department.
• Organize regular educational and information meetings on Systems, data entry standard, RM concepts and KPIs for Reservations, E-Commerce, Sales& Marketing, G&E Sales, Front-Desk.
• Ensure good contact and cordial working relationships with Competitor hotels, keep a close eye on market developments (renovation, special campaigns, theme events etc.) Share this information with colleagues.
• Stay up to date with system development, updates and enhancement as well as industry practises.
• Attend all webinar sessions organized by Regional Offices and Corporate Offices.
• Share Best practises and relevant Market Insights with Regional or Corporate Offices.

Data Quality & Compliance:

• Ensure Kempinski Revenue Management & Reservations standards and initiatives are implemented and adhered to.
• Control Rate Report, Rate Override Report, Comp and House Rooms report and rebates on a daily basis. Spot check reservation made reports and calls.
• Ensure BI tool data is accurate
• Ensure all tasks covered in the Daily / Monthly / Yearly checklists are executed as per guidelines.

Leadership & Team Management

• Ensure there is a fully trained backup person for each of the tasks described in the checklist for Business continuity plan.
• Recruit, train and manage performance of direct reports.
• Set goals, mentor and motivate the team. Conduct regular performance evaluation.
• Assist in developing a career path for direct reports.

Other 

• Perform any other duties as assigned by management.

Skills, Knowledge and Expertise

• A minimum of 5 years’ experience in Revenue Management, including electronic distribution in a 4/5 star Hotel.
• A proven track record of increasing revenue streams or strengthening the performance of a property Experience with data analysis, including E-Commerce KPIs.
• Ability to work and communicate in a multinational environment:
• English – excellent verbal and written skills
• Additional language (s) would be considered an asset