Director of Commercial Performance IMEA Franchise

Job Description

IHG Hotels & Resorts is one of the world?s leading hotel companies, promising to provide True Hospitality for everyone; making you feel welcome and cared for, recognised and respected, wherever you are in the world.We?re currently recruiting for a talented Director of Commercial Performance to join our dynamic and creative team in Dubai, UAE to work across our portfolio of brands with a strong focus on IHG?s luxury brands; including the world?s largest luxury brand InterContinental Hotels & Resorts, our collection of modern Regent Hotels and Resorts, our original boutique hotels Kimpton Hotels & Restaurants and our vibrant and neighbourhood design led boutique brand Hotel Indigo.Join us and not only can you benefit from the world of variety and opportunity, you can also look forward to being part of a company that will appreciate you for simply being you. At IHG we celebrate our differences, and we believe everyone has something unique to bring to eachREVENUE MANAGEMENT STRATEGY: PRICING STRATEGY? Divisional lead of all pricing and inventory initiatives.? Develop and implement innovative revenue performance strategies and metrics that help hotels with product positioning. Oversee execution of strategies by directing pricing practices, inventory management practices, measurement and analysis.? Maximize topline revenue, market share and margin contribution through the full utilization of IHG distribution channels. Partner with Director of Distribution to set goals and plans.? Consistently investigate new ideas to capture optimal revenue potential and provide feedback to ensure hotel needs and revenue-generating improvements are incorporated into tool enhancements or best practices. Develop, test and measure region and brand-specific pricing strategies, yield strategies, selling strategies and revenue management best practices in all hotels.? Liaise with cross-functional areas such as Sales, Marketing and Distribution, etc. and ensure the global vision of revenue management is embedded within their strategies and consistently executed to drive incremental revenues. In conjunction with these cross-functional areas, develop and execute promotions and initiatives to increase revenues.? Communicate strategies and tools in a relevant and timely way, breaking through the clutter to drive key points at the hotel level. This will ensure consistent implementation across all brands & typologies.? Member of the RFP SteerCo, responsible for the rate agreements with KNR. Leader of the Sales Analytics Manager who support process with communication and proving key insights.REVENUE MANAGEMENT SYSTEMS? Direct hotel revenue maximization through full utilization of IHG systems, like Concerto, PERFORM, Price Optimisation, GDS interfaces, SBRP, e-commerce interaces, property management systems, etc.? Lead interactions with Hotel-level operations and Revenue systems. Partner with S&M Hotel Delivery to ensure new enterprise systems are successfully introduced and embedded at hotel level. Manage ongoing care and feeding of Revenue Management systems.? Partner with Global Revenue Management teams on tool, program and system development, ensuring local needs are highlighted and ultimately, met.? Identify a process for regular system maintenance, tracking progress and upside opportunity along the way.? Divisional SME (Subject Matter Expert) of projects and systems such as Revenue Room, RMI and RMIv2, FLARE, WWW, Upselling programs, HCM, etcS&M PROGRAM REVIEW GUIDANCEPEOPLE? Lead and cultivate Revenue Management talent development, succession planning and high performance culture in GC to ensure all teams are equipped to support our BrandHearted Revenue Management agenda, continually improving skills and abilities to ensure competitiveness, revenue excellence and performance and leadership for the future.? Lead assigned functions within established budgetary and manpower plans; establish goals, performance standards, and operating procedures for assigned functions. Participate in creation and management of department staffing and capital budgets.? Evaluate the performance of revenue management teams in each brand and at critical hotels in the estate, report on findings and recommendations for improvement and recommend business process improvements (i.e. Forecasting) and robust analytical techniques.? Stand in for the VP as required during business trips/annual leave etc, taking the team lead.RESPONSIBLE BUSINESS? Take a proactive role in participating in the responsible business initiatives in the offices they are based across GC, and as a leader, actively promote our IHG Corporate responsibility initiatives.Talent DevelopmentCritical Expertise, Experience and Educational Attainment RequiredTechnical:- Good understanding on the capability of hotel and distribution systems- Ability to analyze, interpret and extract trends from data- Display an understanding of the European markets including primary and tertiary markets- Demonstrate an affinity with technologyWork Management:- Establishes goals and objectives and sets performance targets- Ability to manage multiple tasks- Deliver presentations with impact- Partnership driven- Can meet deadlines- Thinks regionally, acts locallyPeople Management:- Creates work environment that:- Energizes, motivates and support employees- Fosters a climate of open communication, trust and respect- Encourages positive team behavior- Effectively communicates with all levels- A strong leader, able to act as a role modelOther/Attributes:- Creative thinker- Understands people, people focused- Strategic and tactical thinker- Is patient, yet persistent- Demanding but reasonable- Culturally aware and sensitive

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