Cluster Director of Revenue & Distribution

Property: COMO Metropolitan Bangkok | COMO Point Yamu | COMO Uma Paro & COMO Uma Punakha | COMO Laucala Island
Position: Cluster Director of Revenue & Distribution
Division: Sales & Marketing
Department: Revenue
Reporting to: Cluster Director of Sales & Marketing

Job Purpose:

Cluster Director of Revenue Management is responsible for overseeing the Revenue Management Department in each property and assisting hotels in optimizing revenue performance. Also responsible for identifying revenue enhancement opportunities with the objective of increasing Revenue Market Share Index and improving individual property position in comparison to defined competitive set.

Tasks / Responsibilities:

Job Summary - (Role Summary)

The individual will be responsible for the development, implementation and measurement of all Revenue Management activities ensuring execution of rate and inventory management in all properties, the reservation sales process, adherence to policies and development of strategies that optimize revenue captured from existing demand via distribution channels based on internal and external available market intelligence. Additionally, the individual will be based in Bangkok and hold duties responsible for and not limited to COMO Metropolitan Bangkok, COMO Point Yamu, COMO Uma Paro & COMO Uma Punakha and COMO Laucala Island.

Essential Duties and Responsibilities - (Key Activities of the role)

Revenue Management

• Ensure full compliance of the Revenue Management and Distribution core standards and policies at property levels
• Responsible for training all revenue team members on property to ensure that tools, systems and policies are available to all properties and applied to day-to-day yield operations;
• Responsible for conveying Revenue Management to teams to ensure Revenue Management principles are understood and applied to day-to-day yield operations;
• Ensure the inventory distribution through all channels is in line with COMO's distribution strategy and closely monitor business shifts between channels;
• Find and evaluate new channels of distribution in liaison with the CDOSM and in-line with CHR's Corporate policies and guidelines;
• Recommend, develop and implement pricing and distribution strategies in collaboration with Sales Department for each property;
• Monitor and constantly adapt pricing tactics for all properties in the context of competitor strategies and market fluctuations in liaison with Sales Department;
• Ensure the room rates and special offers are in line with the hotels overall pricing strategy;
• Ensure rate parity is maintained in each property throughout the different distribution channels;
• Provide weekly dynamic forecast of expected results as well as variances and budget comparisons for each property, and communicate on regular basis with key stakeholders
• Lead weekly revenue calls with each property to review strategy and evaluate future opportunities to increase revenue;
• Analyze overall monthly individual hotel performance and provide summary report with recommendations to improve long term strategies
• Provide quantitative information to the CDOSM and GMs regarding the targeted market's size, booking pace, past promotion results, yield performance, etc. for planning and ROI calculation;
• Evaluate performance of distribution partners and contracted rates in each property (OTA, FIT, tour operator, corporate accounts, consortia, groups, etc.);
• Perform competitive benchmark studies on property competitors based on STR reports and other performance-based reports, demand analysis or other sources and follow market trends in collaboration with Sales teams;
• Ensure all related systems are configured correctly, validated and working to full capacity;
• Regularly check the input and the quality of data in the Revenue Management and Property Operating systems (segmentation, denials tracking, guest profile, special event dates, etc.) to ensure data cleanliness and integrity;
• Conduct training with Front Office/ Reservations teams to ensure correct procedures are in place
• Visit each hotel to get first-hand knowledge of all revenue management issues and other key areas to ensure full compliance with Revenue Management tools & policies;
• Define and implement strategy and tools for revenue optimization in Non-Room Departments (Food & Beverage, Spa and Other Departments) on a per property basis;
• Analyze current revenue generation trends of all properties and identify areas for improvement to maximize overall revenue and profits in each property;
• Provide analytical insights management pertaining to relevant Revenue Management KPIs
• Assist in the creation of rate matrix, annual rooms budget, commercial business plan at property and cluster level;
• Work closely with CDOSM to define mid and long term property performance targets and then design and deploy strategy plans in partnership with hotel revenue managers and sales department;
• Maintain strong and professional relationships with relevant representatives from competitor hotel brands and other organizations;
• Develop Revenue Management skills and business knowledge with each revenue team member;
• Ensure rate parity is adhered to all times on all channels and rate parity claims are looked into, replied to and documented
• Analyse competitive reports and formulate appropriate strategies through use rate insight reports.
• Network with competitive set DRM's to maintain information on the various competitors' products and services for both primary and stealth competitors and how their products and services vary from the hotels, Network with COMO HotelS and Resorts' DRMs in major markets and head office to keep abreast of national hotel trends and best practices.

Reservation Department

• Oversee and audit the standards and operations of the Reservation department and identify areas of improvement to improve hotel performance;
• Analyze segment production to work towards reduction of distribution cost;
• Constantly develop and update all properties' ideal customer segmentation that leads to the highest overall profitability and to make recommendations based on the findings;
• Ensure website booking process is maintained up-to-date and functional;
• Develop and implement upselling strategies for both Reservations and Front Office teams.
• Ensure Reservations departments are trained appropriately and implementing LQA standards
• Check training standards by random attendance of departmental training sessions, coaching trainers in the appropriate methods and techniques.

General:

• Ensure individual style, working practices, and conduct align with COMO's Mission, Vision and Values.
• Enhances team morale and spirit by cultivating strong relationships with hotel colleagues.
• Undertakes any additional tasks as instructed by the superior.
• Is thoroughly acquainted with all health and safety, fire, and emergency procedures.
• Adheres to high standards of personal hygiene, attire, uniform, and body language.
• Remains courteous and professional in all situations that reflect on the hotel's reputation.
• Attends meetings and training sessions as required by the superior.
• Actively participates in and supports the hotel's sustainable practices, contributes and initiatives.
• Ensures that all activities are conducted with honesty, integrity, and in line with Thai law.

Performance Evaluation Criteria:

• Revenue Growth and Target Achievement
• Distribution Channel Optimization channels to maximize occupancy and revenue.
• Market Analysis and Strategic Decision-Making
• LQA
• Rate Criteria
• Competitive Performance
• Achieve Premium Room Revenue Growth