Regional Director, Revenue Management, Asia - Raffles and Fairmont Hotels & Resorts

Fairmont Hotels & Resorts

Join a dynamic team and be part of the Fairmont family – with 90 spectacular properties, and 34 more in the pipeline, in 30 countries around the globe, stretching from the beaches of Hawaii, to the unspoiled national parks of Canada, to the heart of London, to the deserts of the United Arab Emirates.

Raffles Hotels & Resorts
The Birthplace of stories and legends since 1887, Raffles is a legendary brand, steeped in history and loved by generations past, present and future.  Raffles, at distinguished landmark addresses around the world, is the vibrant heart of its destination, curating experiences that are culturally enriching, intellectually stimulating and always respectful of local communities, heritage and the environment. 

Reporting to the Vice President, Revenue Management Performance, the Regional Director of Revenue Management will be responsible for the following:

Maximizing incremental profitable revenue for multiple hotels in a dedicated region. This is accomplished through the strategic coordination of revenue management, regional sales & marketing, Digital Marketing and distribution teams; identifying and optimizing processes and procedures related to these disciplines, organizing and facilitating ongoing training and education on Commercial success and business acumen with the aim of creating and growing a culture of Total Hotel Profit optimization. The RDRM supports the development of internal talent, identifying future RM leaders and mentoring current DRM’s into meaningful contributors to the success of their hotels.

Essential Duties and Responsibilities — (Key Activities)

1. Strategic Planning and Implementation
   1. Consults with hotel revenue teams and Commercial functions (Sales, Marketing, Digital) to develop strategies to maximize revenue opportunities
   2. Understands and provides support during budgeting and marketing plan creation and participate in budget review and approval process at hotel level
2. Revenue Optimization
   1. Identifies best practices of revenue or profit enhancing strategies and facilitates sharing and implementation across the Region
   2. Pilots and Executes on new functionality available in the region, providing valuable feedback and areas for enhancements
   3. Identifies areas of incremental revenue opportunity through regular  property visits, regional meetings, and conference calls
   4.  Identifies new/underutilized areas of high potential for incremental revenue                                                                         
3. Performance Monitoring and Reporting
   1. Reviews month end performance and works with hotels in the areas to drive incremental revenue such as: forecasting, action planning, pricing, market mix analysis, channel management, inventory management, up selling, and others
   2. Monitors key indicators of hotel performance and third party data sources to identify revenue opportunities
   3. Stays abreast of changes in the marketplace and other environments that may affect it such as dynamics of the Global, National, Regional & Local Political and Economic Market, local Competitors and all demand generators for the destination.
   4. Ensures properties optimally use, and measure performance on all distribution channels and ensure that fair market share is achieved if not surpassed - Brand.com, GDS, OTA channels.
4. Team Leadership and Development
   1. Provides orientation and transition support and training for new RM roles in the region
   2. Mentors, develops and teaches DRM’s and builds RM knowledge for other hotel RevPro constituents
   3. Assists in all recruitment efforts for hotel DRM’s
   4. Provides subject matter expert guidance in performance evaluation of RM positions in the hotel
   5. Improves comprehension and use of our CRS, PMS, reporting, BI Tool and information management systems to support better decision making
5. Stakeholder Collaboration
   1. Works with Revenue Management, Sales, Digital Marketing, GRC, on education and implementation of all facets of the Regions Distribution Strategy including reporting, channel management, pricing, market mix, and planning
   2. Works closely with the property Commercial teams to identify Revenue Management needs and to develop education to address those needs.
   3. Collaborates with Hotel Executive Committee to foster a RM Culture of Total Hotel Profit Optimization using the RevPRO platform, applying principles and training of Restaurant RM and Spa RM to all revenue generating departments at the hotel
   4. Works with all areas of the organization to enhance our Accor Brands and to ensure that both corporate and hotel strategies are congruent with this goal
   5. Actively participates in the greater RM community in the respective Region
   6. Work with development team on feasibility study for new hotel projects within the region
   7. Contribute creation of brand tactical campaigns to drive business during need periods

Education and Experience:

• Minimum of 8 years of revenue management experience in multiple hotels. Multi brands and luxury segment preferable.
• A university degree preferably in the area of business or hospitality
• A strong background in either rooms or sales
• Experience working with automated revenue management software
• Experience in Project Planning/Execution

Skills and Knowledge:

• Communication - Communicates effectively both verbally and in writing, translating complex revenue management concepts appropriate for the needs of the audience.
• Analytical/Critical Thinking – Exhibits the ability to gather and organize information using a logical and systematic process; recognizes patterns and relationships in complex data; examines data to identify implications, problems and draw appropriate conclusions; generates alternative solutions to problems; evaluates strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
• Reading Comprehension - Understanding contractual agreements and ability to identify areas of concern or improvement in work related documents.
• Advanced Computer Skills – Advanced user with thorough understanding of Hotel PMS, CRS, SCS, RMS, Channel Management, rate shopping and other industry data provider software. Advanced Microsoft Office skills (Excel modeling, Powerpoint presentations)
• Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
• Economics and Accounting - Knowledge of economic and accounting principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.
• Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics and sales control systems.
• Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation and coordination of people and resources.
• Entrepreneurial thinking  - The ability to come up with unusual or clever ideas about products, services or situations, or to develop creative ways to solve a problem.

• Travel - Willingness to travel frequently within the region.
• Office - Standard office environment, with some flexibility for remote work.