Director of Revenue Management 收益管理总监

• Using the tools provided (ie IBP) and in compliance with the IHG standards, maintains, updates and shares information in the areas of a master calendar of external events, competitor rate intelligence, RevPar penetration (RGI), arrival and spending patterns of commercial accounts, denial reports, meeting space allocation, guest capture rates (with the F&B Mgr), Loyalty program penetration both overall and by account (and for bookers), system contribution and trends in rooms and non-rooms revenues by channel, segment and account.

利用提供的工具（即IBP）并依照洲际酒店集团的规范，以日历的形式对以下信息进行维持、更新和分享：外部活动、竞争对手价格情报、平均房价的渗透率（RGI）、商业客户的抵店和消费习惯、流失报告、会议空间分配、揽客率（与餐饮经理一起）、总体的和按帐户的（对于预订者而言）忠诚度计划渗透率，系统以及通过渠道、细分市场和客户得到的客房或非客房收益的趋势。

• Understand the composition of hotel profitability, and uses this to evaluate business from local accounts and groups so as to provide input to future rate setting and negotiation. 

了解酒店效益的组成部分，并以此对来自当地客户和群体的业务进行评估，以便为将来的定价和谈判提供数据

• Monitor competitor pricing for all revenue generating departments, understands the dynamic of the local market and the demand generators, and recommends appropriate actions to the Revenue Room Taskforce in relation to the hotel’s pricing and market mix strategy.

监测竞争对手对所有创收部门的定价，了解当地市场动态和需求群体，并就酒店的定价和市场综合策略向客房收益工作组提供适当的建议

• Conduct weekly rate/sell strategy (yield) meetings with General Manager, DOSM, Reservations Manager, Front Office Manager, Catering Manager. 

每周与总经理、市场销售总监、预订经理、前厅经理、餐饮经理一起开价格和销售策略（收益）会

• Facilitate the Revenue Room Meeting (which the GM chairs) and generates reports and analyses needed for these meetings, displaying key facts/trends etc., on the revenue room walls.

协助召开客房收益会议（由总经理主持），并撰写会议所需的报告和分析材料，在会议室的墙上展示主要数据和趋势等

• Monitor and determine demand periods for function space, rooms and catering through an analysis of historical data and current bookings. Responsible for tracking and analyzing of booking pace, group wash, cut off enforcement for groups as well as denied and regretted business. 

通过分析历史数据和当前文件，监测并决定功能厅、客房和餐饮场所的需求周期。负责跟踪和分析场所预订速度和团组入住情况，对团组入住以及客人不承认预订或改变主意的情况进行处理

• Approve and/or implement sell strategies for all group proposals above 9 rooms on any one night, and collaborates with the Director of Sales or Director of Catering on setting group and conference rates.

审批并执行一晚9间客房以上的团队销售策略，并与销售总监或餐饮总监就团组和会议的定价问题进行合作

• Manage use of revenue systems* on a daily basis. This includes the responsibility for any manipulation of the yield hurdle points and daily inventory balancing where appropriate. Where a yield management system is not installed this includes responsibility for opening or closing Holidex Plus. 

每天对收入系统*的使用情况进行管理，包括负责收益底线的操作和每日清单结余。如果没有安装收入管理系统，则应负责开关假日预订系统。

• Train and support hotel teams on revenue system* functionality and enhancements.

为酒店团队提供收入系统的功能和升级的培训并予以支持。

• Manage all channels (CRO, GDS, Internet direct and indirect) including but not limited to room types and sell strategy.  Responsible for ensuring compliance with the Lowest Internet Rate Guarantee and managing third party distributors in compliance with IHG standards and rules.

管理所有渠道（中央预订系统、全球酒店预订系统、互联网直接和间接銷售系统），包括并不仅限于房间类型和销售策略。负责确保遵守互联网最低价格保证规定，并按照洲际酒店集团的标准和规定对第三方分销商进行管理

• Guardian of IBP. Ensure compliance with all IBP rules and standard processes. Provide input to the annual budget process on all revenue aspects of the business. Provides medium-term revenue-based forecasts of required staffing levels to all departments. 

对IBP实施监控，确保遵守所有IBP规则和标准程序。為年度预算提供所有与业务的收益相关的建议。在收入基础上对各部门的人员需求水平进行中期预测。

• Conduct annual revenue management audits with the Regional Revenue Manager for all revenue generating departments.

与区域收益经理一起对所有创收部门进行年度收益管理审计。

• Provides technical support to Reservations and Front Office on up-selling and negotiating techniques.

向预订部和前厅部就向上销售和谈判技巧提供技术支持

• Champion all special projects relating to market research and operational optimization (resource planning, costing, Key Performance Indicators and etc.).  *Revenue systems include the central reservations systems Holidex Plus, the yield mgmt system (HIRO /IDEAS) and portions of the Property management system)

支持所有与市场调研和运营最佳化相关的特殊项目（资源策划、成本核算、关键绩效指标等）收益系统包括中央预订系统即假日预订系统、收益管理系统（HIRO/IDEAS）和一部分酒店管理系统

• Works with Human Resources on manpower planning and management needs

和人力资源部一起进行人力规划和管理需求。

• Works with Director of Finance in the preparation and management of the Department’s budget

和财务总监一起编制和管理部门预算。

REQUIRED QUALIFICATIONS

Required Skills –

技能要求 

• Communication skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.

拥有在与他人交往时大多数时间所使用的沟通技能；完全代表酒店，品牌和公司与顾客，员工和第三方交往的能力。

• Demonstrated knowledge of effective hotel pricing concepts, yield management optimization and selling strategies, and ability to determine which concepts to apply in given market conditions.

拥有有效的酒店报价概念，优化收益管理和销售策略的知识，并具有在给定的市场条件下决定使用哪种概念的能力。

• Proficient in the use of Microsoft Office

        精通微软办公软件

• Problem solving, analytical, reasoning, motivating, organizational and training abilities.

        具有解决问题，推理，号召，组织和培训能力

• Good writing skills

良好的写作技能

Qualifications –

学历

• Bachelor’s degree in Hotel Administration or Business Administration.  MBA is preferred.

具有酒店管理或商业管理的学士学位，工商管理硕士学位优先考虑。

Experience –

经验

• 4 years of relevant experience or similar supervisory role, or an equivalent combination of education and work-related experience. Previous Revenue Management or Pricing experience is preferred.
• 4年相关工作经验或类似的管理经验，或与此相当的教育与工作经验结合的背景。曾从事收入管理或报价工作者优先考虑。
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3.   ACCOUNTABILITY

     责任

Number of employees supervised –

管理的员工 

• Direct    Reservations Manager/ Reservations Supervisor/ Reservation Sales Agent
• 直接          预订部经理，预订主管，预订销售代表     
• Indirect    NA
• 间接         无

Annual Operating Profit/Payroll Budget –

年度经营利润和薪金预算

• Department Budget and Headcounts
•  部门预算和雇员

Key Metrics – 

主要绩效指标

• Departments Budget
• 部门预算
• Hotel Revenue
• 酒店营业收入
• Employee Satisfaction Survey
• 员工满意度调查

Decision Making Responsibilities (Decision Rights) –

决策职责(决策权)﹣

• Department Budget
• 部门预算

4.   KEY RELATIONSHIPS

       主要关系

Key Internal Relationships –

主要内部关系﹣

• Hotel Executive Committee Members and Corporate Employees
• 酒店行政委员成员和公司员工

Key External Relationships –

主要外部关系﹣

• Interacts with guests and individuals outside the hotel including, but not limited to, current and potential clients, owning company representatives, suppliers, competitors and other members of the local community. 
• 与酒店外的顾客和个人交往，包括但不限于：目前和可能的客户，业主公司代表，供应商，竞争对手和所在地社区成员。