Cluster Revenue Manager - Melia Vinpearl Central Vietnam

Job Description

We are looking for Cluster Revenue Manager - Melia Vinpearl Central Vietnam (based in Danang)

Mission:

Maximize the RevPar of hotels under their responsibility, managing their pricing strategy on a day-to-day basis. Under the supervision of the area leader, develop and implement the different actions that guarantee an optimum performance

Main responsibilities:

PRICING STRATEGY
•    Design the RM strategy for hotels under their responsibility to maximize RevPAR and EBITDA.
•    Design the pricing strategy for each segment and monitor results every day.
•    Review and analyze the daily, weekly and monthly pick-up reports both with their team (Revenue Executives), their counterparts in other departments (Sales, E-Commerce, Marketing) and their superiors (Head of Department)
•    Analyze the daily, weekly and monthly pick-up reports and market trends from the different perspectives of each market segment, business source, room type, point of sale, etc., to ensure constant optimization of the pricing strategy.
•    Review, monitor and control the revenues and evolution of the different distribution channels (GDS, IDS, melia.com, hotel direct, etc.) and market segments.
•    Design a pricing strategy and supplements by room type that maximizes revenues in superior and attribute rooms. Monitor the performance of room types, designing action plans for room types with a performance below what is expected.
•    Lead the upselling strategy in hotels in the three key moments: reservation, pre-arrival and arrival.
•    Apply an aggressive overbooking strategy to maximize revenue and promote cross-selling opportunities between nearby hotels.
•    Decide whether hotels participate in campaigns and the discounts to be applied to all segments, focusing on maximizing RevPAR.
•    Supervise and validate the group and event pricing process, ensuring that operations teams follow pricing instructions.
•    Coordinate the price pyramid strategy.
•    Supervise that pricing strategies for all MHI hotels in the same destination are aligned (pyramid).
•    Participate in Business Reviews for hotels, operations centers or independent hotels.

FORECASTING AND BUDGET
•    Create weekly and regular forecasts for hotels under their responsibility.
•    Create minutes and action plans for each forecast, ensuring the viability of actions to face the challenges detected in the forecast.
•    Create annual budgets for hotels and all the required periodic reviews or ad-hoc reforecasts.

MARKET PENETRATION 
•    Analyze and monitor trade fair periods and the peak dates for hotels. Increase the RGI of hotels during periods of high demand.
•    Ensure that the performance of the portfolio meets expectations in both DOW and WE, and in the different approaches that benchmarking tools allow.
•    Ensure that the pricing strategy positions each hotel appropriately in the market compared to the competition.

COMMUNICATION AND VERIFICATION OF MHI STANDARDS
•    Maintains frequent and fluid communication with Sales and Ecommerce counterparts to ensure the strategy agreed upon between departments is applied and efforts are focused in the right direction.
•    Maintain active and regular communication with the operations team to report results, ensuring that the CEO and COO are also informed about performance and strategy.  
•    Lead the Business Review meetings in the destination and operations meetings in the centre with regard to the performance of hotels under their responsibility

TEAM MANAGEMENT
•    Responsible for the training, supervision, and motivation of their team.
•    Ensure that the team complies with the MHI procedures and the agreed processes and action plans in order to guarantee the most efficient performance of hotels in the portfolio.
•    Extend the Revenue Management culture in the team and among the management and staff of hotels in their portfolio.
•    Carry out regular reviews of the performance of members of their team.

REPORTING AND DATA ACCURACY
•    Preparation and leadership of the Business Review meetings related to the performance of hotels under their responsibility.
•    Ensures the accuracy of data in the reports together with the Yield executive team.
•    Supervise the correct introduction of reservations and group reservation blocks in the system by reservation teams.  

DIRECT CHANNEL AND PROFITABILITY
•    Use the available tools to reduce sales through OTAs and other channels that charge a commission (LX, Melia Rewards discounts and programmes)
•    Ensure the prioritization of direct channels especially in periods of high demand through appropriate reporting and monitoring.
•    Compile different strategies with the ultimate goal of disintermediating sales and reducing reservations from OTAs and other intermediaries.

AD HOC PROJECTS
•    Lead the reporting of all forecasts, "what if" scenarios, or other reports required for hotels under their responsibility.
•    Support the RM Director when specific reports are required

RESERVATIONS
•    Train the Reservations and Front Office teams.
•    Ensure that the reservations team members are clearly focused on sales and maximize revenue on every call.
•    Ensure that the sale of superior rooms is promoted by the reservations department.
•    Guarantee 100% use of the IBlue tool and the consoles defined by MHI.

OTHERS
•    Embrace new technology and protocols defined by MHI (DUETTO, Melodia, etc.).
•    Be an ambassador for the company's reporting model, supporting the standardization and updating of BI and reporting tools.

Main requirements:
•    University Degree is an advantage
•    Fluent English, a second language will be an advantage (better if it’s the same where the hotel is based).
•    Hotel management system
•    2 years in a similar position in large hotels or international companies

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