Director Revenue Management and Key Accounts Europe

Job Summary

The position serves as Europe region’s leader in revenue management, creating strategies to maximize the region’s room revenue and grow the RevPAR Index (market share) for each hotel in the portfolio. 

This involves leadership of two distinct areas of work: Managing regional RMS Teams and developing/monitoring revenue management and distribution strategies to key accounts in the region.

The Position covers the following activities:

• Oversight of rate plans available to all hotels in the region in collaboration with EMEA Revenue Management on strategic design and implementation of new rate plans to address market requirements of hotels.
• Develop close relationships with key partners providing revenue management support including rate plan consultations, systems setup, and strategies to optimize revenue performance.
• Training for Operations and Hotel teams on Rate Plans available to hotels including best practices and revenue management strategies.
• Selection and oversite of 3rd party Revenue Management Service Providers delivering tools & reporting systems to hotels
• Close collaboration with sub-regional Operation and Commercial leaders to align on strategies to drive Wyndham’s Contribution.
• Representation at industry forums and events related to revenue management best practices and industry trends.

Complexity

• Decision-making authority is at a medium level, given this role is accountable for design of rate plans and systems impacting revenue generation for hotels.
• Acts as supervisor and mentor to RM Analyst(s) and Specialist(s) and Manager(s)  
• Work consists of strategic planning, analysis and training plus oversite of routine tasks, processes, and operations. The employee defines and delivers clearly prescribed, standard policies and procedures.  Requires strategic thinking and analysis to put forward options for review with internal and external stakeholders and line management.
• Problems are sometimes complex and involve a mix of solutions ranging from a set of pre-designed options to bespoke developments.
• Work requires active involvement in projects that result in new ideas or methods. Improved methods generally affect the hotel’s bottom line performance and immediate department.
• Serves as a project team member working to achieve defined goals.
• Require regular contact with property designated contacts; interaction within the department and periodic contacts with other departments, supplying or seeking information on specialized matters.

Scope/Financial Responsibility

• The position has a revenue impact as it relates to ensuring that Brand Standards, Revenue Management Policies, and Best Practices. All these are designed to generate incremental revenues, and customer loyalty, and increase brand awareness for properties while minimizing opportunity costs of not having adequate rates and inventory available for sale across various channels.
• This position and its direct reports can have an impact on a hotel’s top-line revenues.

Abilities/Key Competencies/Skills

• Must have detailed expert-level knowledge of revenue management strategies and systems
• Must be able to show initiative in job performance, including anticipating, preventing, identifying and solving problems as necessary.
• Ability to analyse, interpret and explain statistical data, to develop strategies and generate a course of action.
• Must have the ability to assimilate information, data, etc. from disparate sources and consider, adjust or modify to meet the constraints of the particular need.
• Must have excellent interpersonal skills that build trust and in still confidence in order to motivate and influence others
• Must be effective at listening, understanding, and clarifying the concerns and issues raised by key clients, co-workers and supervisors.
• High proficiency with MS-Office, Salesforce, BI Tools, and RMS systems that may be designated by the company.

Experience/Certificates/Education

• BA/BS bachelor’s degree in hospitality, Business Administration, Finance, or Economics or a minimum of six (6) years of experience in Revenue Management
• A minimum of three (3) years of director-level experience in international markets
• Central Europe / Germany market knowledge at director level experience is a must.
• Experience managing key account relationships.
• Global Acumen demonstrating the ability to effectively work across different cultures and teams.
• Hospitality industry experience is a must.
• Proficient in Revenue Management systems, hotel property management systems, and industry-related reports
• Fluency in English and German is essential.