01/12 Mohammed
HR - Talent Acquistion at Treebo Hotels

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Treebo Hotels - Zonal Revenue Head (3-5 yrs) Premium

Bangalore Job Code: 639776

Zonal Revenue Head (ZRH) - Job Description

Overall Responsibility : Own and optimize P&L (RevPAR and CoS), for a given portfolio of inventory

- Drive revenue & CoS performance through pricing, inventory controls & channel mix management

- Effectively manage inventory & develop overall pricing strategy for the zone (to include all market segments and distribution channels including Web, OTA, B2B, GDC, Local Sales & TA):

- Pro-actively identify and analyze peak days and shoulder days taking into consideration past performance as well as new industry trends

- Ensure effective pricing strategies are in place to reflect asset strength relative to the competition and specific market conditions

a. Web : Coordinate with Web team for optimizing opportunities for incremental revenue and market share growth for direct; Focus on lowering distribution costs (SEM, couponing guidance) as well as driving room nights to Web

b. OTA : Develop OTA-wise pricing strategy for the zone

c. B2B : Provide guidance on corporate negotiated account pricing

d. GDC : Oversee management of GDC pricing and processes

e. Local Sales & TA : Liaison with local and TA teams on ad-hoc pricing as well as spot needs

Group Business:

a. Provide guidance on group availability and pricing. Build group sell guidelines and target-rates for the zone; update on a regular basis

b. Consult with Sales Teams on rate/inventory suitability of all potential group business

c. Oversee the management of Group Block activity. Ensure that group cut-off dates, rooming lists, group block activity are being well managed

d. Analyse business opportunities from a net profit standpoint and make the appropriate business decisions e.g. comparing wedding business with a business meeting with rooms

- Oversee the channel manager, responsible for online channel management and promotions

- Closely monitor competitive pricing; understand impact of relative pricing decisions on performance

- Conduct regular price elasticity tests in various market conditions and measure results

- Review and analyze data on a weekly / monthly basis with Cluster Heads and Sales Teams; identify and implement strategies for future demand scenarios.

- Compile weekly analysis reports to analyze key drivers of market share performance and understand overall effectiveness of strategies

- Planning & Forecasting

- Produce accurate forecast on weekly/monthly basis

- Lead the budget process for the top line room revenue numbers with Sales / Marketing on the pricing and contracting strategy for month/quarter

- Lead the budget process for CoS with Sales Channel Leads and Finance Partner

- Proactively identify soft spot/need periods for RevPAR/CM management; work in cooperation with Sales / Marketing, as well as regional and corporate resources

 Communication & Reporting: 

- Clearly communicate strategic vision and objectives to all Sales Team Leads on how to drive revenues and improve performance

- Effectively communicate current strategies / necessary updates to CH's and Sales Team Leads

- Provide CH's with daily updates on cluster performance including market share, market segmentation, channel metrics, RevPAR, ARR, Occupancy etc.

- Lead the zonal quarterly corporate and wholesale performance analysis to ensure accounts are on target and pricing is rational

- Lead the zone's weekly Revenue Management/Forecast Meeting

- Provide zonal revenue management strategic vision during pricing meetings / cluster-sync

- The primary aim of revenue management is selling the right product to the right customer at the right time for the right price and with the right pack. The essence of this discipline is in understanding customers' perception of product value and accurately aligning product prices, placement and availability with each customer segment.

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