Revenue Performance Director

Role Purpose

The Revenue Performance Director – SEAK leads the overall performance from a Revenue Management perspective in designated countries & the sub-BU. Leading Revenue Management local & global projects, maximising Total Revenue Performance and providing Revenue Management leadership to property based Revenue Management teams. 

Key Accountabilities

• Drive and support the hotels in building, owning, and executing against measurable Revenue & Commercial plans through ongoing reviews of annual budgets, revenue forecast, pace and trends 
• Drive adoption of IHG Revenue Management systems & tools and identify any barriers to adoption through root cause analysis, and support remedial plans for optimization. 
• Supported the RSPD(s) to Lead & Develop the IHG Revenue Services team in region.
• Grow adoption of centralised Revenue Management solutions (IHG Revenue Services)
• Actively pursue insights into market and competitor environment to broaden the understanding of the impact and effect on our hotels, and communicate appropriate direction to wider community and stakeholders.
• Reviews pace & forecast for the hotels to identify potential trends and call out risks and opportunities in results
• Works alongside the Director of Commercial towards proactive planning of all tactical campaigns for the region as part of the marketing efforts. With Commercial Deep Dives (CDD), Regional Performance Reviews (RPR), key projects, learning events, and the annual budgeting exercise
• Work with the NHOP team towards a successful migration of NHOP hotels to the commercial teams
• Partner with Learning & Development to ensure the Revenue Management team in the region is developed, trained, and evolving to represent the best in class revenue management team, through leading and developing the Revenue Managers in the region to create a winning IHG Revenue Management culture.
• Support IA & Development in proposals in support of the growth agenda across sub-BU and BU.
• Develops the Revenue Management talent pipeline across the managed hotels estate through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals.
• Ensure the region has the right revenue resource solution identified and implemented in the hotels; align IHG RS structure, strategy, and growth with the Commercial and Operations strategies for the region. 
• Takes a proactive role in participating in the responsible business initiatives in the regional office and across JAPAC and actively promotes our IHG Corporate responsibility initiatives. 
   

Key Skills & Experiences

Education:

• Bachelors or Master’s degree in a relevant field or equivalent combination of education and work related experience

Critical Expertise & Experience:

• In-depth understanding of revenue management tools, systems, and principles 
• Ability to manage multiple tasks and meet deadlines
• Ability to analyse, interpret and extract trends from data
• A strong influencer, who can articulate a strategy and translate it to reality
• Understanding of key metrics and analytics that drive Commercial Performance
• Knowledge of Functional Areas (Pricing, Revenue Management, Systems, Data, Channels, Distribution)
• 5 years plus in Commercial roles in Sales, Distribution, Revenue Management and Pricing
• Experience working in a Matrix organisation across functional groups having to use impact and influence to drive results
• Strong commercial acumen with proven success in sales & marketing activity returns
• Exposure to integrated channel activity & optimization.
• Strong knowledge of hotel operations to ensure solutions can be implemented effectively