Senior Cluster Revenue Manager, RMCC MEA
Dubai, Dubai
منذ 11 يوم

Position Summary :

To build a strong team and contribute to the department growth by maximising revenueand profits for multiple hotels through the strategic coordination of revenuemanagement processes and procedures.

Todrive the continued development and growth of customer service standards,revenue and profits from multiple hotels and to deliver Hilton's missionrelating to profit, people, customer and quality.

Job Objectives :

  • Create and maintain a qualified and effective team ofCluster Revenue Managers and ensures their development and supports careerprogression.
  • Ensure that sales and pricing strategies are based onsound commercial judgement through effective analysis and reporting
  • Ensure professional and efficient utilization of allsystems, in line with company best practices and standard operating procedures
  • Ensure effective information gathering and analysis isconducted in order to identify and maximise on all possible opportunities andminimise any risks
  • Ensure that relevant hotel and above-hotel commercial teammembers are actively engaged in all revenue decisions by maintaining regularcommunication to effectively implement optimal strategies and controls
  • Integrate with other functions to ensure we exceed ourcustomer's, owner's and shareholder expectations
  • Ensure high quality of revenue management processes andcommunications is applied consistently
  • Acts as Revenue Manager for one hotel within area, and isdirectly responsible for this hotels performance.
  • Undertakes occasional project manager responsibilities asrequired for the AD region they are supporting or RMCC in general.
  • What will it be liketo work for Hilton?

    With thousands of hotels in over 100 countries andterritories, Hilton offers countless opportunities to delight. From an opendoor to a welcoming smile and an exceptional experience, we offer the millionsof travellers who stay with us every year a welcome they will never forget.

    Ifyou appreciate the impact global travel can have on the world you may be justthe person we are looking for to work as a Hilton Team Member.

    Because it'swith Hilton where we never forget the reason we're here : to delight our guests,Team Members, and owners alike.


  • To maximise the commercial revenue and profit for yourhotels and team portfolio through a robust platform of commercial focus,actions and results.
  • To utilise systems, tools and reports in the prescribedway to ensure all revenue management decisions are supported with relevant dataanalysis.
  • Quality

  • Follow Best Practice and Standard Operating Procedures forthe RMCC to ensure all commercial decisions are supported by appropriate dataanalysis.
  • Feed ideas and suggestions into Directors of RevenueManagement Consolidated Centre to strive for constant improvement of operatingprocedures.
  • Customer

    Build an effective working relationships and communicationwith :

  • Hotel Management & teams
  • Commercial area teams (RDR's)
  • Other disciplines ie Sales, Marketing, Finance andoperations to maintain their trust and confidence in the Revenue Managementdecisions and actions being taken and service provided.
  • This will include newboarding and hotel transfer responsibilities.


  • Work with the RMCC Directors and Training Manager asrequired to ensure Cluster Revenue Managers are provided with excellenttraining for Revenue Management duties.
  • Consistently lead by example and demonstrate RMCC values
  • Inventory Control

    Manages and maintains Group and Transient inventory controlsby

  • Daily reviews and implements room accommodation and rateinventory controls in ONQ R&I usingIDeaS V5i
  • Ensures group inventory cut-off dates are managedaccording to demand
  • Implements all blackout dates and reviews frequently todetermine if adjustments are needed
  • Works with Front Office to ensure agreed sell-outstrategies are in place
  • Maintains rate parity with third party sites throughextranet sites
  • Proactively reviews key demand periods to maximise RevPARand profit through effective consideration of costs of sales
  • Oversee hotel allocation negotiations strategically inline with Business needs
  • Sales and Pricing Strategy :

    That their team Develops, monitors and adjusts sales andpricing strategies

  • Conducts weekly Business Focus Meetings where theappropriate booking period is evaluated for proper rate and availabilitycontrol.
  • The Revenue Manager will provide a synopsis of results vs. directionfrom the previous week and lead discussion on future issues such as bookingpace, pricing strategies, marketing opportunities and the competitiveenvironment.

  • Weekly reviews of Delphi reports if available to addressconcerns and action plans
  • Develops and reviews annual transient and Group pricing ona quarterly basis
  • Ensures pricing is consistent in all distribution channels(QnQ R&I, GDS, Internet, Extranets)
  • Identifies opportunities through channels and recommendschannel marketing
  • Liaises with market managers for key 3rd party operators
  • Liaises with HRCC and monitors conversion
  • Reviews corporate account production quarterly with salesto identify patterns of production and agree appropriate actions
  • Information Analysis and Monitoring :

    Provides critical analysis of strategies, room statisticsand demand factors

  • Performs relevant daily, weekly, monthly checklist tasksfor the maintenance of the IDeaS V5i yield management system
  • Ensures the integrity of data flowing into IDeaS V5i byregularly cross-referencing other sources such as OnQ R&I and OnQ Insiderreports.
  • Reviews end of month room statistics reports and providecritical analysis on performance vs. forecasts and results of implementedstrategies
  • Conducts displacement analysis of group business as neededto determine the impact potential business will have on RevPAR
  • Reviews all tentative and definite group bookings to ensure they support the implementedstrategies ensure IDeaS V5i Group Status is updated and Group Evaluator isused effectively
  • Completes weekly booking pace reports and analysis onpace, recommends strategy changes when needed
  • Analyses past and present trends and makes recommendationsfor future strategies.
  • Ensures all ONQ R&I / SRP maintenance is configuredaccording to the current standards rms rates, yieldable flag, commissionablestatus.
  • Ensures accuracy of all information being produced / reported effectively
  • Forecasting :

    Prepares all weekly and monthly forecasts and budgets usingappropriate systems and tools

  • Uses specialist knowledge of the hotels and markets toproduce and maintain hotel forecasts using prescribed tools
  • Prepares plan revenue proposal
  • Performs IDeaS V5i Forecast Validation process on aregular basis to identify changes in trends and opportunities to enhance IDeaSforecast
  • Reviews forecasting accuracy trends of team in order tofurther develop this skill
  • Competitive and Demand Analysis :

    Ensures rate shopping data is consistent, appropriate andeffectively analysed

  • Reviews all competitive shops on a consistent basis (atleast weekly) and identifies selling strategies and market trends
  • Reviews Demand Calendars, convention calendars and cityevent calendars to keep abreast of all demand generators
  • Maintains historical data on events and performance on anypromotions during these demand-generating events.
  • Maintains IDeaS V5i interface where automated rateshopping is configured to ensure the yield system is configured for BARadjustments appropriately.
  • Identifies peak nights and sets KPI targets
  • Identifies demand troughs and leads an action plan
  • Driving Commercial Performance

    Drives incremental EBITDA, RevPar and Fair Market Shareperformance through the following :

  • Works effectively with RMCC Team members, Hotels (GMs,DBD, RDR and GC&E and on property revenue coordinator), Sales, Marketing,e-
  • commerce to ensure incremental financial performance (RevPar, EBITDA)

  • Ensures growth in performance of KPIs such as Room TypeSupplements, Peak Nights, House Overbooking and Forecast Accuracy.
  • Drive Hotel Fair Market Share performance, moving hotelsinto the Gaining quadrants.
  • Team Management, Training and Development :

    Effectively manages the team and provides training andcoaching to current and new employees to improve performance and to meet thecurrent and future needs of the business

  • Carries out regular performance reviews with directreports to identify risks and development needs
  • Identifies training needs within the RMCC and plansdevelopment programs to address them
  • Contributes to the design of training and developmentplans and programs which are based on a systematic identification of personaland business needs
  • Carries out specialist training as appropriate
  • Manages the implementation of new tools, systems andprocesses into the business
  • Evaluates the impact training is having on the team'sskills and business performance within the specialist areas identified
  • Ensure any Holiday Cover commitments are managed as perstandard
  • What are we looking for?

    These are the key attributes that you will need todemonstrate in order to carry out your job effectively.


  • Excellent written and oral communications skills
  • Delivers presentations in a concise, well-organised manner
  • Analysis

  • Presents clear and logical arguments and decision based onfactual data
  • Quick and accurate when evaluating complex written andnumerical information
  • Recognises trends in data
  • Confident in communicating with a wide range of people,both inside and outside the hotel
  • Leadership, Teamwork and Relationships

  • Demonstrates leadership and effectively motivates the team
  • Supports the team & helps others when needed
  • Develops constructive relationships at all levels withinthe organisation
  • Maintains effectiveness in situations of disappointment orhigh pressure
  • Adapts willingly to change


  • Identifies priorities effectively, balancing importance,urgency and resources
  • Manages own personal time efficiently within tightschedules
  • Drive and Resilience

  • Works effectively and accurately in a fast-pacedenvironment
  • Reacts quickly with determination and energy, whilstremaining calm and level headed in order to deliver results
  • Required Qualifications

  • Hotel School / Apprenticeship or Graduate Training or other degree level education
  • Practical working experience within revenue management
  • Experience of Managing a commercial team
  • Advanced Excel, Powerpoint & Word
  • Strong Analytical Skills
  • Management Skills ie Leadership, organisation, communication, control
  • Good People Management Skills proven in previous Management position
  • Good Communication Skills
  • Excellent organisation skills
  • Trainer / Coaching 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 Standards
  • Ability to analyse data and identify significant trends
  • Good personal presentation skills
  • Warm personality & team spirit
  • Committed & Career oriented
  • Sound knowledge of types and sources of business
  • Ability to introduce change effectively
  • Ability to speak and write English fluently
  • Preferred Qualifications

  • Practical working in an area or corporate role relating to distribution or revenue management
  • Previous Systems Experience :
  • C& E Sales GEM / Delphi
  • Access
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