PANDOX | REVENUE MANAGEMENT CENTER

Director of Revenue

Cluster role, 4 to 5 hotels, multi-brand portfolio

Reports to

Head of Revenue Management Center (Pandox International Operations)

Scope

Full commercial performance of 4 to 5 owned and operated hotels, across brands (e.g. Hilton, IHG, Radisson)

Works with

Hotel General Managers and commercial teams, RMC Distribution, Inventory Optimization and Analytics specialists

Location

Revenue Management Center, with regular time on property

THE ROLE

Pandox owns and operates its hotels. The Revenue Management Center exists to make sure each of them earns what its market allows, and that the profit, not just the revenue, ends up with the owner. As Director of Revenue you take ownership of the top line strategy for a cluster of 4 to 5 hotels. You set the strategy together with each hotel team, you make sure it is executed every day, and you are the person who can explain the numbers to a General Manager, a Sales Director and an asset manager in language each of them understands.

This is a hands-on role. The RMC operates on one principle: hotel and RMC define the strategy together, the RMC guards the strategy and its execution, and the hotel team owns the result in revenue and profit. Your job is to make that partnership work for every property you cover.

WHAT YOU WILL DO

• Forecast and strategy. Build a 12 month rolling forecast by segment by day for each hotel, keep it updated daily, and translate it into the annual strategy and budget by segment by day.

• Pricing and inventory. Own daily and strategic pricing, inventory management and restrictions. Analyse pickup, pace and pace progression, and act on what you see rather than report on it.

• Demand analysis. Run short and long term market demand analysis using forward looking market data (Demand360, Forward Keys, MKG, OTA insights). Maintain event and group demand calendars, and lead group displacement and meetings & events analysis.

• Distribution and profit. Manage distribution cost and net RevPAR, not just gross. Run channel, rate code, brand contribution and loyalty analysis. Support OTA performance reviews and give S&M budget recommendations grounded in data.

• Performance analysis. Deliver the end of month analysis: market share, room type production, days by occupancy and ADR range, account production and balanced scorecard KPIs such as sold out efficiency and forecast accuracy.

• Hotel partnership. Drive strategy meetings with each hotel, make sure recommendations turn into decisions and decisions turn into actions in the systems. Coach hotel teams to read and use their own data.

• Systems and process. Keep the PMS, RMS and channel setup consistent with the strategy. Work with the RMC Analytics and Distribution specialists to improve tools and processes, and share what works across the cluster.

WHAT YOU BRING

• 5 or more years in hotel revenue management, of which at least 2 in a multi-property or cluster role. Experience across more than one brand family is a strong plus.

• Deep, practical command of forecasting, pricing, segmentation, displacement and distribution economics. You can build the analysis yourself and you know when the system is wrong.

• Fluency in the major brand RMS and PMS environments (e.g. IDeaS, GRO, Opera) and comfort with Excel, BI tools and forward looking market data.

• Owner mindset. You think in profit and cash flow, and you understand that in an owner operator every euro of distribution cost is visible.

• Strong communicator in English; a second European language is an asset given the geography of the portfolio.

• Willingness to travel regularly to the hotels in your cluster.

HOW WE WORK

The RMC vision describes the people we are looking for. We are translators who can speak the revenue strategy to every type of person in the organisation. We are streetsmart: knowledgeable, to the point and data driven. We are implementers who push change rather than talk about it. And we bring entrepreneurial passion that creates enthusiasm across the hotels we work with. If you recognise yourself in those four lines, we would like to meet you.