Director, Revenue Management TMEA

Summary

The position serves as Turkiye, Middle East, Africa, and Eurasia 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 Revenue Management Teams and developing/ monitoring revenue management and distribution strategies to key clients 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 and reporting systems to hotels in EMEA.
•    Close collaboration with sub-regional Operations 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.

Responsibilities

• Oversee management of the RM Services team to deliver a consistent set of hotel facing business processes including rate audits, rate filing/ loading, responses to RFPs, and promotions – all aligned with WHR brand standards, global revenue management policies, and industry best practices.
• Oversee RM Operations and Services teams in their daily use of available BI and RMS tools used to assess and improve hotel revenue performance, forecast future performance through trend analysis, conduct displacement analyses for group business, and assess rate adjustments as required.  Provide input into design and use of BI tools managed centrally.
• Deliver strategic support and consultation for key clients developing close relationships with senior stakeholders and providing bespoke solutions to meet their requirements.
• Oversee selection of Revenue Management tools and providers to make available to hotels including deployment and set up to ensure alignment with WHR Commercial Foundations.
• Manage, recruit, and develop RM team of managers, specialists and analysts. Define and assign appropriate projects, hotel portfolios to self and members of the RM team providing coaching and performance oversite.  Collaborate with L&D on training requirements as appropriate.
• Support Commercial and Operations teams with Revenue Management expertise in meetings with hotel ownership, trainings, conferences and hotel facing events.
• Provide regular performance reviews and updates to senior management on hotel portfolio performance, business process improvements and ad hoc projects as required.
• Defining promotional strategies for the respective region in collaboration with commercial EMEA departments (Commercial Planning, Marketing).
• Lead strategy for the respective region, working in close collaboration with senior commercial stakeholders and counterparts in WHR HQ.

Complexity

• Involves supervisory responsibilities of two teams.
• Acts as supervisor and mentor to RM Analyst(s), Specialist(s) and Team Lead(s). 
• Work consists of strategic planning, analysis and training plus oversite of routine tasks, processes, and operations. The jobholder 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.
• 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.
• 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. 
• Requires regular contact with client 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 are adhered to. 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 convey information and ideas clearly, in both oral and written communications.
• Must have strong project and time management skills.
• Must be able to work well in stressful situations, including the ability to handle property questions and concerns with satisfactory results.
• Must be able to work on multiple tasks. 
• Must be able to show initiative in job performance, including anticipating, preventing, identifying and solving problems as necessary with or without Supervisor guidance.
• Ability to analyse, interpret and explain statistical data, to develop strategies and generate a course of action. 
• Strong mathematical comprehension.  
• Must maintain composure and objectivity under pressure.
• 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 effective presentation skills.
• Must have excellent interpersonal skills that build trust and instill 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.
• Must be able to work with and understand financial information, data, and basic arithmetic functions.
• High proficiency with MS-Office, Salesforce, BI Tools, CRS and RMS systems that may be designated by the company.
• Perform other duties as requested by management.
• Attend meetings/ training as required by management.

Experience/ Certificates/ Education

• BA/ BS Bachelor’s Degree in Hospitality, Business Administration, Economics or a minimum of five (5) years of experience in Revenue Management.
• A minimum of three (3) years of Director-level experience in international markets.
• Turkiye and Middle East 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.
• Multiple hotel Revenue Management experience.
• Hospitality industry experience is a must. 
• Proficient in Revenue Management systems (RMS), central reservation systems (CRS), hotel property management systems (PMS) and MS Office (Excel, PowerPoint, Teams).
• Fluency in English, Arabic or Turkish are essential.

Organizational Relationships

The jobholder will report to the Head of Revenue Management & Distribution EMEA.