Revenue Manager

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MISSION: Maximize the hotel's RevPAR under your responsibility by managing the hotel's daily pricing strategy, and under the supervision of the leader, develop and execute the various actions that guarantee the best performance.

PRICING STRATEGY

• Design the hotel's RM strategy under your responsibility to maximize the hotel's RevPAR and EBITDA.
• Responsible for designing the pricing strategy by segment and daily monitoring.
• Monitor the pricing rules of Duetto on which pricing decisions are based.
• Review and analyze daily, weekly, and monthly Pick Up reports with your team (Revenue Executives), as well as with your counterparts in other departments (Sales, E-Commerce, marketing), and with your superiors (Head of).
• Analyze daily, weekly, and monthly Pick Up reports and market trends from the different market segment perspectives, business source, room type, point of sale, etc., to ensure the constant optimization of the pricing strategy.
• Review, monitor, and control the production and evolution of the different distribution channels (GDS, IDS, Melia.com, Hotel direct...) and market segments.
• Responsible for designing a pricing strategy and a supplement strategy by room type that maximizes the income of superior rooms and with attributes. Monitor the performance of the typologies, designing action plans for the categories whose performance is not as expected.
• Analyze and optimize the pricing structure of the different board options offered by the hotel, as a key lever to maximize the resort's income.
• Lead the upselling strategy of your hotel at the three key moments, booking, pre-arrival, and arrival at the hotel.
• Monitor upselling sales and their main KPIs to maximize income through this channel.
• Responsible for applying an aggressive overbooking strategy that ensures income maximization, promoting cross-selling opportunities between nearby hotels.
• Responsible for deciding the hotel's participation in campaigns, as well as the discount levels of the segments, keeping the focus on maximizing RevPAR.
• Supervise and validate the quotation process for groups and events, ensuring that the operations team follows the pricing instructions.
• Perform segmentation and business mix analysis to optimize the contribution of each channel, segment, and room typology to the hotel's total profitability.

FORECASTING AND BUDGET

• Responsible for generating the weekly and periodic forecasts of your hotel.
• Generate minutes and action plans related to each forecast, ensuring the viability of the planned actions to address the challenges analyzed in the forecast.
• Ensure the accuracy and reliability of the forecasting processes, monitoring deviations and proposing corrective actions when necessary.
• Create the annual budget of your hotel, as well as the necessary periodic reviews or reforecasts.

MARKET PENETRATION

• Analyze and monitor fair periods and peak dates of your hotel. Increase the hotel's RGI during high-demand periods.
• Monitor and optimize the hotel's competitive position through the analysis of RGI, ARI, MPI, and other market share indicators, implementing strategies aimed at profitable growth.
• Identify market share growth opportunities and define specific action plans together with Management, Sales, and Marketing.
• Monitor competitive movements and evaluate their impact on the hotel's commercial strategy.

REPORTING AND BUSINESS ANALYSIS

• Prepare and lead the Business Review meetings related to the performance of the hotel under your responsibility.
• Develop and present executive analyses and strategic recommendations to maximize the hotel's income.
• Lead the monitoring of the hotel's competitive positioning through benchmarking and market intelligence tools (STR, Lighthouse, OTA Insight, etc.).
• Supervise the correct entry of reservations and group reservation blocks in the system by the Reservations and MICE teams.
• Coordinate with Sales, Marketing, E-Commerce, Reservations, Operations, and Finance the execution and monitoring of initiatives aimed at maximizing income.

DIRECT CHANNEL AND PROFITABILITY

• Use the tools at your disposal to seek the disintermediation of OTAs and other commission-based channels (LX, discounts, and Meliá Rewards programs).
• Ensure the prioritization of the direct channel, especially during high-demand periods, through reporting and monitoring.
• Compile the different strategies with the ultimate goal of disintermediating the OTA and other intermediaries' booking process.

TRANSVERSAL INFLUENCE

• Act as a strategic partner for the hotel management, facilitating decision-making through data-based analysis.
• Lead cross-functional commercial projects and initiatives, generating alignment among the different departments involved.
• Promote a culture focused on income and profitability, facilitating the understanding of the main commercial KPIs to the operational areas.
• Participate in the preparation of your department's budget according to the guidelines that have been established.
• Monitor the defined budget, ensure its compliance, and report any deviations that may occur within your department to the Business Partner. Participate in the definition of the necessary corrective measures to minimize negative impacts and monitor them together with the Business Partner.
• Participate in the preparation of projections by providing information about your department.
• Analyze the reasons for deviations, participate in the definition of corrective actions, and promote their implementation within your department.
• Periodically analyze your department's P&L, review all its income and expenses, seeking to maximize results and identify improvement opportunities with the support of the Business Partner.
• Is aware of the hotel's economic results, as well as the impact of your department on them. Transmit the information in detail to your team.
• Ensure the fulfillment of your department's economic objectives and is aware of the hotel's economic objectives, as well as their fulfillment.
• Develop feasibility analyses and business cases for commercial initiatives, investments, or projects that require income and profitability impact assessment.
• Ensure that the applicable regulations are complied with in your department's daily processes, which affect the results and internal control of the same.
• Collaborate in the review points of your department during audits and establish action plans to resolve the reported incidents.

• Annually review the training plan with the hotel management and HR area to propose training actions based on the team's needs.
• Know the development plans and HR tools and promote their use (Melia Home, Melia Escucha, E-melia, development plans, Inspiring Opportunities, Graduates Programs, Code of Ethics...).
• Identify high-potential personnel, as well as actively participate in the development of your team and interns (if applicable).
• Know and analyze your department's climate results. Design action plans with the team, implement them, and ensure participation in the measurement period.

• Know the Brand's philosophy, ensuring an optimal implementation of the standards, operating manuals, and identity that apply to your department.
• Ensure the customer experience, personalizing their stay, anticipating their needs, and exceeding their expectations.
• Manage customer incidents, communicating the actions taken to the hotel's Guest Experience Department.
• Know the hotel's services and facilities, as well as the entertainment program, experiences, and events, ensuring that the team has all the information to promote them among customers.

• Know the hotel's evacuation plan.
• Assume the responsibilities assigned to you in the Center's Self-Protection Manual or equivalent in other countries.
• Ensure compliance with Procedures and Instructions in matters of health and safety at work.
• Know the personal protective equipment of your department and ensure its correct implementation and use through the corresponding training actions.
• Verify the correct compliance with safety regulations.
• Participate in the permanent evaluation of risks.
• Assume the responsibilities assigned to you in the Occupational Health and Safety Management System Manual.