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Revenue Management
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EUR013P3 Requisition #
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Required Skills and Experience:

 

Practical working experience within commercial revenue management.

Advanced Excel, PowerPoint & Word

Strong Analytical Skills

Fluency in English, both verbally and in writing

Sound functional knowledge of Revenue Management

Excellent competencies in Leadership, Planning and Organising, Communication and Influencing

Commercial attitude and proactive sales approach

Clear voice & well spoken

Ability to analyse data and identify trends

Competitive and motivated

 

Preferred Requirements and Experience:

 

Hotel School / Apprenticeship or Graduate Training or other degree level education or experience in lieu of

Practical working experience in a hotel, area or corporate role relating to distribution or revenue management

Experience of managing a commercial team

Good Training/Coaching Skills

Ability to articulate and introduce change effectively

Previous Systems Experience:

·                     PMS – OnQ

·                     RMS – IDeaS

·                     CRS – ONQ R&I

·                     C&B Sales – GEM / Delphi / Database

·                     Access

 

Language skills advantageous

 

For a full job description, please see below:

 

 

Position Summary:
To maximise revenue, market share and profits for multiple hotels through the strategic coordination of revenue management processes and procedures.  To drive the continued development and growth of customer service standards, revenue and profits from multiple hotels and to deliver Hilton’s mission to be the preeminent global hospitality company – the first choice of guests, team members, and owners alike. 
 
 
What will it be like to work for Hilton?
 
With thousands of hotels in over 100 countries and territories, Hilton offers countless opportunities to delight. From an open door to a welcoming smile and an exceptional experience, we offer the millions of travellers who stay with us every year a welcome they will never forget. If you appreciate the impact global travel can have on the world you may be just the person we are looking for to work as a Hilton Team Member. Because it’s with Hilton where we never forget the reason we're here: to delight our guests, Team Members, and owners alike. 

 
What will I be doing?
• Ensure that sales and pricing strategies are based on sound commercial judgement through effective analysis and reporting
• Ensure professional and efficient utilization of all systems, in line with company best practices and standard operating procedures
• Ensure effective information gathering and analysis is conducted in order to identify and maximise on all possible opportunities and minimise any risks
• Ensure that relevant hotel and above-hotel commercial team members are actively engaged in all revenue decisions by maintaining regular communication to effectively implement, drive and review optimal strategies and controls
• Integrate with other functions to ensure we exceed our customer’s, owner’s and shareholder expectations

Key Areas of Accountability:

Profit 

Ensure all Best Practices and Standard Operating Procedures are followed to capitalise and maximise revenue potential and market share.

To utilise systems, tools and reports in the prescribed way to ensure all revenue management decisions are supported with relevant data analysis.

Quality

Follow Best Practice and Standard Operating Procedures for the RMCC to ensure all commercial decisions are supported by appropriate data analysis.
Feed ideas and suggestions into Senior Team of Revenue Management Consolidated Centre to strive for constant improvement of operating procedures and new opportunities

Customer

Build an effective working relationship with hotel commercial teams and operations to maintain their trust and confidence in the Revenue Management decisions and actions being taken pertaining to inventory and rate control, pricing and overbooking

People

Work with the RMCC Senior Team & Training Manager as required to ensure Analysts and peers are provided with excellent training for Revenue Analysis and Revenue Management duties.

Specific Accountabilities:

Driving Commercial Performance

Drives incremental EBITDA, RevPar and Fair Market Share performance through the following:
• Works effectively with RMCC Team members, Hotels (General Managers, Hotel Managers, Directors of Business Development, Group Conference & Event Managers and on property Revenue Coordinator), Sales, Regional Directors of Revenue, Marketing, e-commerce, Front Office to ensure incremental financial performance (RevPar, EBITDA)
• Ensures growth in performance of KPIs such as Room Type Supplements, Peak Nights, House Overbooking and Forecast Accuracy 
• Drive Hotel Fair Market Share performance, moving hotels into the “Gaining” quadrants.
• Ensure any Holiday Cover commitments are managed as per standard

Inventory Control

Manages and maintains Group and Transient inventory controls
• Proactively reviews and implements room accommodation and rate inventory controls via IDeaS V7.3, OnQ R&I and extranets on a daily basis
• Ensures group inventory cut-off dates are managed in line with contracts and according to demand
• Implements all blackout dates and reviews frequently to determine if adjustments are needed
• Works with Front Office to ensure agreed sell-out strategies are in place
• Maintains rate parity with third party sites through extranet sites
• Proactively reviews key demand periods to maximise RevPAR and profit through effective consideration of costs of sales
• Oversee hotel allocation negotiations strategically in line with Business needs

Pricing & selling strategy: 

Develops, monitors and adjusts sales and pricing strategies
• Conducts weekly Business Focus & Group Review Meetings where the appropriate booking period is evaluated for proper rate and availability control. The Revenue Manager will provide a synopsis of results vs. direction from the previous week and lead discussion on future issues such as booking pace, pricing strategies, marketing opportunities and the competitive environment. 
• Weekly reviews of GEM/Delphi/Database reports if available to address concerns and action plans relating to groups & events
• Develops and reviews annual transient and group pricing and demand calendars on an appropriate basis 
• Ensures pricing is consistent in all distribution channels (QnQ R&I, GDS, Internet, Extranets)
• Identifies opportunities through channels and recommends channel marketing
• Liaises with market managers for key 3rd party operators
• Liaises with HRCC and monitors conversion
• Reviews corporate account production quarterly with sales to identify patterns & volume of production and agree appropriate actions
• Conducts Daily Detail meeting/calls with hotel teams to highlight results, trends and changes to pricing and selling strategy for the next 3 months.
• Liase with e-commerce to optimize and develop online presence, SEO, PPC
• Ensure selling strategy is identified for the lead rates and inventory to support promotions and other marketing activities and submitted as required to appropriate teams 

Analysis and Monitoring:

Provides critical analysis of strategies, room statistics and demand factors
• Performs relevant daily, weekly, monthly checklist tasks for the maintenance of the IDeaS V7.3 yield management system
• Ensures the integrity of data flowing into IDeaS V7.3 by regularly cross-referencing other sources such as OnQ R&I and OnQ Insider reports.
• Reviews end of month room statistics reports and provide critical analysis on performance vs. forecasts and results of implemented strategies
• Conducts displacement analysis of group business as needed to determine the impact potential business will have on RevPAR
• Reviews all tentative and definite group bookings to ensure they support the implemented strategies – ensure IDeaS V7.3 Group Status is updated and Group Evaluator is used effectively
• Completes weekly booking pace reports and analysis on pace, recommends strategy changes when needed
• Analyses past and present trends and makes recommendations for future strategies.
• Ensures all ONQ R&I / SRP maintenance is configured according to the current standards – rms rates, yieldable flag, commissionable status, SRP Groups
• Ensures accuracy of all information being produced/ reported effectively

Budgeting & Forecasting:

Prepares all weekly and monthly forecasts along with yearly budgets as appropriate using standard systems and tools
• Uses specialist knowledge of the hotels and markets to produce and maintain hotel forecasts using prescribed tools
• Prepares budget revenue proposal
• Performs IDeaS V7.3 Forecast Validation process on a regular basis to identify changes in trends and opportunities to enhance IDeaS forecast

Competitive and Demand Analysis:

Ensures rate shopping data is consistent, appropriate and effectively analysed
• Reviews all competitive shops on a daily basis and identifies selling strategies, opportunities and market trends
• Reviews Demand Calendars, convention calendars and city event calendars to keep abreast of all demand generators on a weekly basis.
• Maintains historical data on events and performance on any promotions during these demand-generating events.
• Maintains IDeaS V7.3 interface where automated rate shopping is configured to ensure the yield system is configured for BAR adjustments appropriately.
• Proactively identifies peak nights and peak periods and sets KPI targets and action plans
• Identifies demand troughs and leads an action plan

These specific accountabilities are non-exhaustive and from time to time you will be requested to carry out other reasonable request.   
 
 
What are we looking for?
 
Hilton Competencies:

Since being founded in 1919, Hilton Worldwide has been a leader in the hospitality industry. Today, Hilton Worldwide remains a beacon of innovation, quality, and success. This continued leadership is the result of our staying true to our Vision, Mission, and Values.

Our Vision: to fill the earth with the light and warmth of hospitality.

Our Mission: to be the preeminent global hospitality company – the first choice of guests, team members, and owners alike.

Our Values:

• Hospitality We're passionate about delivering exceptional guest experiences.
• Integrity We do the right thing, all the time.
• Leadership We're leaders in our industry and in our communities.
• Teamwork We're team players in everything we do.
• Ownership We're the owners of our actions and decisions.
• Now We operate with a sense of urgency and discipline.

Our values are aligned with corresponding competencies that you will need to demonstrate in order to carry out your job effectively.

Customer Focus: 
The ability to proactively sense and take action on customer needs and opportunities. The willingness to exceed customer expectations. 

Living the values: 
The ability to inspire day-to-day consistency with the Hilton Worldwide values. The willingness to walk to talk and positively project the face of Hilton Worldwide. 

Leadership: 
The ability to envision possibilities, contribute to high performing teams and inspire passion. The willingness to take calculated risks, assume responsibility, and enhance quality and service. 

Collaboration: 
The ability to work interdependently with others, within or across groups, functions, brands and geographies to improve effectiveness. The willingness to put interests of enterprise above own and seek win-win solutions.

Judgement: 
The ability to process information effectively. The willingness to use facts and data to make sound decisions, and to learn from experience.

Results focus:
The ability to deliver results and solutions and keep the focus on driving customer value. The willingness to assume personal ownership and accountability. 

Cluster revenue manager key competencies 

These are the key attributes for the role of Revenue Manager that you will need to demonstrate in order to carry out your job effectively: 

Communication:
• Excellent written and oral communications skills
• Delivers presentations in a concise, well-organised manner
• Confident in communicating with a wide range of people, both inside and outside hotels

Analysis:
• Presents clear and logical arguments and decision based on factual data
• Quick and accurate when evaluating complex written and numerical information
• Recognises trends in data

Planning:
• Identifies priorities effectively, balancing importance, urgency and resources.
• Manages time efficiently within tight schedules.

Drive & Resilience: 
• Works effectively and accurately in a fast-paced environment. 
• Reacts quickly with determination and energy, whilst remaining calm and level headed in order to deliver results. Quick and accurate when evaluating complex written and numerical information

Team work & Relationships
• Supports the team & helps others when needed
• Develops constructive relationships at all levels within the organisation both on and off property
• Maintains effectiveness in situations of disappointment or high pressure
• Adapts willingly to change
• Internal / external customers
 
 
What benefits will I receive?
 
Your benefits will include a competitive starting salary and holiday entitlement. As an employee you will become a member of the Go Hilton Team Member Travel Program, which provides reduced hotel room rates for you, your family & friends! We look forward to explaining in detail the range of excellent benefits that you would expect from a global hotel organization like Hilton.

Required Qualifications:
 
• Practical working experience within commercial revenue management
• Advanced Excel, PowerPoint & Word experience 
• Strong Analytical Skills
• Management Skills i.e. Leadership, organization, communication, control 
• Good communication skills
• Excellent organization and planning skills 
• Sound functional knowledge of the day to day Management & operation of a Revenue Management Department
• Sound knowledge of job related information technology
• Commercial attitude and proactive sales approach
• Ability to set, & maintain minimum Standard
• Ability to analyse data and identify significant trends
• Friendly & outgoing personality 
• Self-Motivated 
• Can work accurately and effectively under pressure
• Competitive
• Good personal presentation skills
• Warm personality & team spirit 
• Clear voice & well spoken 
• Motivated & motivational 
• Committed & career orientated 
• Sound knowledge of types and sources of business 
• Ability to speak and write English fluently 
 
 
Preferred Qualifications:
 
• Hotel School / Apprenticeship or Graduate Training or other degree equivalent level education
• Practical working experience in an area or corporate role relating to distribution or revenue management
• Experience of managing a commercial team
• Previous systems experience in PMS- OnQ, RMS- IDeaS, CRS- ONQ R&I, C&B Sales – GEM/ Delphi/ Database and Access 
• Hilton experience or major brand experience 
• Good People Management Skills proven in previous management position
• Trainer/Coaching Skills
• Ability to introduce change effectively

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