Director of Revenue Management

Makkah Clock Royal Tower, A Fairmont Hotel, is located only a few steps away from the Masjid Al Haraam and the Holy Ka’aba. This 86-story hotel, one of the world’s tallest, is the focal point of the Abraj Al Bait Complex, part of the King Abdul Aziz Endowment Project. The Hotel authentic hospitality is seen throughout 1650 rooms. 

The Director of Revenue Management is responsible for driving topline performance in the hotel and the sister properties in the complex. The DRM establishes goals and implements tactical efforts, with the goal of promoting revenue growth generation among key customer segments and revenue centers, and supporting the hotel's brand positioning and image. The role is responsible for data quality and analysis, providing gathered intelligence, and recommending revenue and e-commerce strategies to the Commercial Strategy team, as well as other corporate and ownership entities. In addition, the role ensures that inventory allocation and pricing parameters are positioned to support the overall revenue goals of the hotel, while assisting all stakeholders in maximizing profit. The role identifies and mentors RM talent in the hotels. The Director of Revenue will be working in tandem with the Group Director of Revenue overseeing 4 hotels with a direct oversight of Fairmont Makkah.

Responsibilities

The Director of Revenue Management will be reporting to the Group Director of Revenue Management.

• Leads strategic planning and collaborates with all hotel profit generation teams to actively seek opportunities to drive incremental profit for Rooms, Restaurants, Spas, and other revenue streams.
• Effectively communicates a compelling Total Hotel Profit Optimization vision to all relevant property leaders, fosters Revenue Management Culture within the revenue generating departments of the hotel and teaches RM concepts within the hotel.
• Leverages Revenue Management analytics, technologies, processes, tools, and training programs to optimize hotel profits.
• Creates short- and long-term forecasts, that yield the best decisions on pricing and yielding tactics.
• Participates in the annual budget process and produces long term projections, as required.
• Actively participates in ownership conversations and presentations.
• Monitors relevant economic, market, and competitive set indicators to derive insight-led profit generation strategies.
• Chairs and prepares materials for the weekly Revenue Management Meetings, following Brand guidelines.
• Maximizes room revenue contribution through a thorough understanding of all booking channels and management of inventory and rate therein.
• Optimizes pricing, promotions, and availability strategies through definition and management of all rates, rate levels, stay restrictions and other tactics, which are congruent with demand factors to target the most profitable customer segments to maximize profits.
• Directs and manages all channel distribution strategies. Evaluates new business opportunities related to booking channels.
• Collaborate with the Marketing team to execute, measure, evaluate and improve digital marketing efforts, to support the hotel strategic marketing plans working within the established budgets.
• Together with the Marketing team, manages performance reviews with OTA partners, keeping up-to-date on each partner’s distribution options and extranet maintenance, to ensure optimal display of the hotel. Evaluates extranet enhancements.
• System owner for RMS, CRS and TARS, Rate shopping system, TravelCLICK products, Nor1 and hotel specific platforms. Responsible for data quality and system hygiene, following Accor standards, recommendations and procedures.
• Oversees content management in all electronic channels, liaises with hotel Marketing team to ensure regular updates of images and descriptions of hotel, room brands, outlets and services are completed.
• Maintains relationships with local market competitors to keep informed of trends and news.
• Motivate, lead, coach and manage all aspects of team members’ performance towards achieving exceptional guest service and employee satisfaction results.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions:

• Able to work with multi hotels with different revenue leaders
• Strong communication skills, both verbal and written
• Dynamic can-do attitude
• Strong analytical skills and attention to detail
• Presents a professional and polished appearance
• Effectively deal with guests and other team members
• Previous reservation experience highly preferred
• Experience with Ideas G3 RMS, Opera PMS, or Opera Sales and Catering preferred
• Possessing the trait of being organized and multi-tasking
• Ability to complete work within given deadlines
• Maintain confidentiality of proprietary information and protect company assets

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