Accor S.A. is a French multinational hospitality company that owns, manages and franchises hotels, resorts and vacation properties. We are looking to grow our team and engage a highly motivated and passionate Director of Revenue who will work closely with the team to drive results and deliver on the hotel's strategy. This position will be based in Nairobi, Kenya.

Responsibilities or duties

The Director of Revenue Management is responsible for leading the hotel Commercial Strategy team in determining strategic vision. The DRM establishes goals and implements tactical efforts, with the goal of promoting revenue growth generation among key customer segments and revenue centers, and supporting the hotel's brand positioning and image. The role is responsible for data quality and analysis, providing gathered intelligence, and recommending revenue and e-commerce strategies to the Commercial Strategy team, as well as other corporate and ownership entities. In addition, the role ensures that inventory allocation and pricing parameters are positioned to support the overall revenue goals of the hotel, while assisting all stakeholders in maximizing profit. The role identifies and mentors RM talent in the hotel.

Qualifications or requirements

Master’s degree in Hotel Management, Accounting, Finance, or Mathematics preferred. Proven track record of a minimum of five (5) years in luxury hotel sales, with a demonstrated ability to achieve and exceed management's expectations. Take on tasks in addition of the ones stated, with a positive can do mindset. Be a brand ambassador at all times, ensure brand integrity and clarity are maintained. Model the company's culture, vision, mission and core values at all times. Maintain positive relationships with all guests, vendors, colleagues and clients within travel networks. At all times, represent Fairmont in Kenya in a professional, courteous and efficient manner. Experience with Ideas G3 RMS, Opera PMS, Passkey, Delphi or Opera Sales. Good presentation and proposal development skills to showcase the hotel's unique offerings and value proposition. Ability to work independently, lead a team and drive results with a proactive mindset. Strong analytical and problem-solving skills, with the ability to create reports and identify sales opportunities. Flexibility to travel as required for client meetings, industry events, and hotel visits.

Experience needed

5 years

Any other provided details (e.g., benefits, work environment, team info, or additional notes)

Employee benefit card offering discounted rates in Accor worldwide. Learning programs through our Academies. Opportunity to develop your talent and grow within your property and across the world! Ability to make a difference through our Corporate Social Responsibility activities. Be part of creating the historic story of rehabilitating and releasing the rare Mountain Bongo that was heading toward extinction. Working with a hotel rich in history and known for exemplary services while growing your career. Work and learn in a magical luxury property.

• Leads strategic planning and collaborates with all hotel profit generation teams to actively seek opportunities to drive incremental profit for Rooms, Restaurants, Spas, and other revenue streams.
• Effectively communicates a compelling Total Hotel Profit Optimization vision to all relevant property leaders, fosters Revenue Management Culture within the revenue generating departments of the hotel and teaches RM concepts within the hotel.
• Leverages Revenue Management analytics, technologies, processes, tools, and training programs to optimize hotel profits.
• Creates short- and long-term forecasts, that yield the best decisions on pricing and yielding tactics
• Participates in the annual budget process and produces long term projections, as required.
• Actively participates in ownership conversations and presentations.
• Monitors relevant economic, market, and competitive set indicators to derive insight-led profit generation strategies.
• Chairs and prepares materials for the weekly Revenue Management Meetings, following Brand guidelines.
• Maximizes room revenue contribution through a thorough understanding of all booking channels and management of inventory and rate therein.
• Optimizes pricing, promotions, and availability strategies through definition and management of all rates, rate levels, stay restrictions and other tactics, which are congruent with demand factors to target the most profitable customer segments to maximize profits.
• Directs and manages all channel distribution strategies. Evaluates new business opportunities related to booking channels.
• Collaborate with the Marketing team to execute, measure, evaluate and improve digital marketing efforts, to support the hotel strategic marketing plans working within the established budgets.
• Together with the Marketing team, manages performance reviews with OTA/CTO partners, keeping up-to-date on each partner’s distribution options and extranet maintenance, to ensure optimal display of the hotel. Evaluates extranet enhancements.
• System owner for RMS, CRS (ORS and TARS), Rate shopping system, TravelCLICK products and hotel specific platforms. Responsible for data quality and system hygiene, following Accor standards, recommendations and procedures.
• Oversees content management in all electronic channels, liaises with hotel Marketing team to ensure regular updates of images and descriptions of hotel, room brands, outlets and services are completed.
• Oversees relationship with GRC and Distribution services teams.
• Maintains relationships with local market competitors to keep informed of trends and news.
• Motivate, lead, coach and manage all aspects of team members’ performance towards achieving exceptional guest service and employee satisfaction results.

• Revenue Management analytics, technologies, processes, tools, and training programs
• Forecasting
• Pricing and yielding tactics
• Budgeting and long-term projections
• Market and competitive analysis
• Booking channel management
• Distribution strategy management
• Digital marketing collaboration
• OTA/CTO partner management
• System management (RMS, CRS, Rate shopping, TravelCLICK)
• Content management in electronic channels
• Relationship management (GRC, Distribution services, local competitors)
• Team leadership, motivation, coaching, and performance management
• Presentation and proposal development
• Analytical and problem-solving skills
• Proactive mindset

• Master’s degree in Hotel Management, Accounting, Finance, or Mathematic preferred.
• Proven track record of a minimum of five (5) years in luxury hotel sales, with a demonstrated ability to achieve and exceed management's expectations.
• Experience with Ideas G3 RMS, Opera PMS, Passkey, Delphi or Opera Sales.