Cluster Revenue Manager - RMCC

This role will be based in our Revenue Management Consolidated Center - Asia Pacific (RMCC APAC) in Shanghai, China.

Position Statement

• To maximize revenue, market share and profits for multiple hotels through the strategic coordination of revenue management processes and procedures.
• To drive the continued development and growth of customer service standards, revenue and profits from multiple hotels and to deliver Hilton’s mission relating to profit, people, customer and quality.

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor’s degree or higher.
• Practical work experience within hotel revenue management/asset management/feasibility.
• Strong analytical skills with the ability to interpret data and trends.
• Able to work independently and with the relevant stakeholders in global, regional, and hotel teams.
• Advanced Excel & Reporting: Pivot tables, forecasting models, data visualization.
• Excellent communication, leadership, and stakeholder management skills.
• Commercial attitude and proactive sales approach.
• Able to work accurately and effectively under pressure.
• Good personal presentation.
• Problem-Solving: Anticipates challenges and proactively addresses them.
• Team Player: Fosters a collaborative culture with a "win together" mindset.
• Fluent in English (written and spoken).

Candidates are required to meet Hilton’s minimum qualifying score for the position-related assessments. 
 

HOW YOU WILL MAKE AN IMPACT

Your role is important, and below are some of the fundamental job duties that make your work unique.

• Ensure that sales and pricing strategies are based on sound commercial judgement through effective analysis and reporting.
• Ensure professional and efficient utilization of all systems, in line with company best practices and standard operating procedures.
• Ensure effective information gathering and analysis is conducted to identify and maximise on all possible opportunities and minimise any risks.
• Ensure that relevant hotel and above-hotel commercial team members are actively engaged in all revenue decisions by maintaining regular communication to effectively implement, drive and review optimal strategies and controls.
• Integrate with other functions to ensure we exceed our customer’s, owner’s and shareholder expectations.

Key Areas of Accountability

Profit

• Ensure all best practices and standard operating procedures (SOP) are followed to capitalise and maximise revenue potential and market share.
• To utilise systems, tools and reports in the prescribed way to ensure all revenue management decisions are supported with relevant data analysis.

Quality

• Follow best practices and SOP for the RMCC to ensure all commercial decisions are supported by appropriate data analysis.
• Feed ideas and suggestions to strive for constant improvement of operating procedures and new opportunities.

Customer

• Build an effective working relationship with hotel commercial teams and operations to maintain their trust and confidence in the revenue management decisions and actions being taken pertaining to inventory and rate control, pricing and overbooking.

People

• Work with the RMCC Assistant Director, Senior Cluster Revenue Managers and Training Manager as required to ensure all team members are provided with excellent training for Revenue Analyst and Revenue Management duties.

Specific Accountabilities

Inventory Control: Manages and maintains Group and Transient inventory controls

• Proactively reviews and implements room accommodation and rate inventory controls via IDeaS V5i and R&I daily.
• Ensure group inventory cut-off dates are managed in line with contracts and according to demand.
• Implement all blackout dates and reviews frequently to determine if adjustments are needed.
• Work with Front Office to ensure agreed sell-out strategies are in place.
• Maintain rate parity with third party sites through extranet sites.
• Proactively reviews key demand periods to maximise RevPAR and profit through effective consideration of costs of sales.

Sales and Pricing Strategy: Develops, monitors and adjusts sales and pricing strategies

• Conduct weekly Business Focus & Group Review Meetings where the appropriate booking period is evaluated for proper rate and availability control. The Revenue Manager will provide a synopsis of results vs. direction from the previous week and lead discussion on future issues such as booking pace, pricing strategies, marketing opportunities and the competitive environment.
• Weekly reviews of GEM / Delphi / Database reports if available to address concerns and action plans relating to groups & events.
• Develop and reviews annual transient and group pricing and demand calendars on a quarterly basis.
• Ensure pricing is consistent in all distribution channels (QnQ R&I, GDS, Internet, Extranets).
• Identify opportunities through channels and recommends channel marketing.
• Liaise with market managers for key 3rd party operators.
• Liaise with HRCC and monitors conversion.
• Review corporate account production quarterly with sales to identify patterns & volume of production and agree appropriate actions.
• Conduct Daily Detail meeting / calls with hotel teams to highlight results, trends and changes to pricing and selling strategy for the next 3 months.

Information Analysis and Monitoring: Provides critical analysis of strategies, room statistics and demand factors

• Perform relevant daily, weekly, monthly checklist tasks for the maintenance of the IDeaS V5i yield management system.
• Ensure the integrity of data flowing into IDeaS V5i by regularly cross-referencing other sources such as OnQ R&I and OnQ Insider reports.
• Review end of month room statistics reports and provide critical analysis on performance vs. forecasts and results of implemented strategies.
• Conduct displacement analysis of group business as needed to determine the impact potential business will have on RevPAR.
• Review all tentative and definite group bookings to ensure they support the implemented strategies – ensure IDeaS V5i Group Status is updated and Group Evaluator is used effectively.
• Complete weekly booking pace reports and analysis on pace, recommends strategy changes when needed.
• Analyse past and present trends and makes recommendations for future strategies.
• Ensure all ONQ R&I / SRP maintenance is configured according to the current standards – rms rates, yieldable flag, commissionable status.
• Ensure accuracy of all information being produced/ reported effectively.

Forecasting: Prepare all weekly, monthly, 3 month forecast and budget using appropriate systems and tools

• Use specialist knowledge of the hotels and markets to produce and maintain hotel forecasts using prescribed tools.
• Prepare plan revenue proposal.
• Perform IDeaS V5i Forecast Validation process on a regular basis to identify changes in trends and opportunities to enhance IDeaS forecast.

Competitive and Demand Analysis: Ensures rate shopping data is consistent, appropriate and effectively analysed

• Review all competitive shops on a daily basis and identifies selling strategies, opportunities and market trends.
• Review Demand Calendars, convention calendars and city event calendars to keep abreast of all demand generators on a weekly basis.
• Maintain historical data on events and performance on any promotions during these demand-generating events.
• Maintain IDeaS V5i interface where automated rate shopping is configured to ensure the yield system is configured for BAR adjustments appropriately.
• Proactively identifies peak nights and peak periods and sets KPI targets and action plans.
• Identify demand troughs and leads an action plan.

Driving Commercial Performance: Drives incremental EBITDA, RevPar and Fair Market Share performance through the following

• Work effectively with RMCC Team members, Hotels (GMs, DBDs, C&E and on property revenue coordinator), Sales, RDRs, Marketing, e-commerce to ensure incremental financial performance (RevPar, EBITDA).
• Ensure growth in performance of KPIs such as Room Type Supplements, Peak Nights, House Overbooking and Forecast Accuracy.
• Drive Hotel Fair Market Share performance, moving hotels into the “Gaining” quadrants.
• Ensure any Holiday Cover commitments are managed as per standard.