Head of Revenue Management

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As Head of Revenue at Sofitel London St James, you will report to the Commercial Director and lead total revenue strategy across E-Commerce, Rooms, Groups & Events, and F&B. This includes pricing, forecasting, distribution, and optimisation of F&B reservations and channels. You will drive cross-functional collaboration to maximise profitability, leveraging data-driven insights to ensure commercial performance aligns with the hotel’s strategic objectives in the competitive London luxury market.

RESPONSIBILITIES

TRevPAR

• To drive revenue performance in all revenue streams: rooms, food & beverage and other revenues as appropriate. Focus on total hotel and profitable revenue. Drive the TRevPAR strategy and approach focusing on total hotel and profitable revenue.
• To guide and direct all revenue generating departments and their heads/leaders in selecting the optimum revenue opportunities for the hotel.
• To support the achievement of Loyalty program targets through the analysis of the program, penetration by segment and account, and to recommend actions to drive activity.
• To constantly measure hotel revenue performance against strategy and target: re-align strategy as needed. To communicate sell strategy to respective departments and ensure implementation.

Yield & Revenue

• Chairs the commercial strategy meetings, recommends revenue generating options, agrees targets and ensures communication and action of the outputs.
• Develops the hotels’ pricing and market mix strategy for all revenue streams.
• Conduct ongoing analysis of product, price, occupancy, Net RevPAR, and RGI within the competitive set, and analyse spend and profitability by segment to support rate setting and negotiations
• Analysis of spend (room and non-room) and profitability by segment and account to support rate setting and account negotiation.
• Drive implementation and effective adoption of ACCOR preferred systems and channels.
• Evaluate the business mix and to make recommendations for future rate setting and negotiation.
• Key leader in writing and articulating the hotels’ budget process and strategies.
• Responsible for the optimal representation of the hotel’s products in all distribution channels
• Produces weekly and monthly rate and occupancy forecasts for bedrooms and meetings.
• Re-design and implements new processes or systems when required

E-Commerce

• Oversees the hotel’s e-commerce performance with a focus on driving direct revenue through Accor\’s digital platforms and brand.com.
• Works closely with the Senior Digital Executive to align pricing, offers, and content strategies that enhance visibility and conversion.
• Ensures rate integrity, channel parity, and optimal visibility across all digital touchpoints, including OTA and metasearch platforms.
• Monitors website performance, booking engine metrics, and user journey insights to identify conversion opportunities.
• Works with Marketing to align digital campaigns and promotions with business goals, market conditions, and Accor’s e-commerce initiatives.

Groups & Events and F&B

• Sets group pricing and acceptance parameters using analysis of pick-up trends and market conditions to maximise confirmed group business at enquiry stage.
• Ensures tools for accurate group and event quoting are current and effectively used.
• Partners with the Groups & Events Manager on annual strategy, forecasting, and performance analysis.
• Leads the commercial strategy for F&B channels while collaborating with the reservations team, who manage F&B booking enquiries via email and phone to maximise outlet revenue

Leadership

• Responsible for the development and performance management of the hotel’s commercial teams (reservations and F&B Reservations)
• Solves complex problems impacting multiple departments or sub-functions
• Support others in developing their careers
• Mentors and coaches’ others
• Identify a range of opportunities and take specific action to improve performance results
• Responsible for overall team engagement

Talent & Culture Management

• Embody and promote Sofitel London St James and La Maison values within the team.
• Promote and support a diverse and inclusive working environment.
• Adopt a sustainable approach towards work ensuring a conscious use of hotels resources.
• Familiarise yourself on all processes and procedures outlined in the Employee Handbook.
• Be aware of Company benefits, and assist the team with any enquiries.
• Ensure rotas are correctly imputed on Fourth and closure of days are done on time.
• Assist the Recruitment team and conduct interviews when necessary, providing accurate feedback.
• Create an induction plan for all new starters and train them accordingly.
• Make sure the probationary and annual reviews are completed according to the specified deadlines; managed by establishing clear expectations, and delivering constructive feedback.
• Ensure all team members are compliant and have completed all their mandatory trainings.

Job Description

As Head of Revenue at Sofitel London St James, you will report to the Commercial Director and lead total revenue strategy across E-Commerce, Rooms, Groups & Events, and F&B. This includes pricing, forecasting, distribution, and optimisation of F&B reservations and channels. You will drive cross-functional collaboration to maximise profitability, leveraging data-driven insights to ensure commercial performance aligns with the hotel’s strategic objectives in the competitive London luxury market.

RESPONSIBILITIES

TRevPAR

• To drive revenue performance in all revenue streams: rooms, food & beverage and other revenues as appropriate. Focus on total hotel and profitable revenue. Drive the TRevPAR strategy and approach focusing on total hotel and profitable revenue.
• To guide and direct all revenue generating departments and their heads/leaders in selecting the optimum revenue opportunities for the hotel.
• To support the achievement of Loyalty program targets through the analysis of the program, penetration by segment and account, and to recommend actions to drive activity.
• To constantly measure hotel revenue performance against strategy and target: re-align strategy as needed. To communicate sell strategy to respective departments and ensure implementation.

Yield & Revenue

• Chairs the commercial strategy meetings, recommends revenue generating options, agrees targets and ensures communication and action of the outputs.
• Develops the hotels’ pricing and market mix strategy for all revenue streams.
• Conduct ongoing analysis of product, price, occupancy, Net RevPAR, and RGI within the competitive set, and analyse spend and profitability by segment to support rate setting and negotiations
• Analysis of spend (room and non-room) and profitability by segment and account to support rate setting and account negotiation.
• Drive implementation and effective adoption of ACCOR preferred systems and channels.
• Evaluate the business mix and to make recommendations for future rate setting and negotiation.
• Key leader in writing and articulating the hotels’ budget process and strategies.
• Responsible for the optimal representation of the hotel’s products in all distribution channels
• Produces weekly and monthly rate and occupancy forecasts for bedrooms and meetings.
• Re-design and implements new processes or systems when required

E-Commerce

• Oversees the hotel’s e-commerce performance with a focus on driving direct revenue through Accor\’s digital platforms and brand.com.
• Works closely with the Senior Digital Executive to align pricing, offers, and content strategies that enhance visibility and conversion.
• Ensures rate integrity, channel parity, and optimal visibility across all digital touchpoints, including OTA and metasearch platforms.
• Monitors website performance, booking engine metrics, and user journey insights to identify conversion opportunities.
• Works with Marketing to align digital campaigns and promotions with business goals, market conditions, and Accor’s e-commerce initiatives.

Groups & Events and F&B

• Sets group pricing and acceptance parameters using analysis of pick-up trends and market conditions to maximise confirmed group business at enquiry stage.
• Ensures tools for accurate group and event quoting are current and effectively used.
• Partners with the Groups & Events Manager on annual strategy, forecasting, and performance analysis.
• Leads the commercial strategy for F&B channels while collaborating with the reservations team, who manage F&B booking enquiries via email and phone to maximise outlet revenue

Leadership

• Responsible for the development and performance management of the hotel’s commercial teams (reservations and F&B Reservations)
• Solves complex problems impacting multiple departments or sub-functions
• Support others in developing their careers
• Mentors and coaches’ others
• Identify a range of opportunities and take specific action to improve performance results
• Responsible for overall team engagement

Talent & Culture Management

• Embody and promote Sofitel London St James and La Maison values within the team.
• Promote and support a diverse and inclusive working environment.
• Adopt a sustainable approach towards work ensuring a conscious use of hotels resources.
• Familiarise yourself on all processes and procedures outlined in the Employee Handbook.
• Be aware of Company benefits, and assist the team with any enquiries.
• Ensure rotas are correctly imputed on Fourth and closure of days are done on time.
• Assist the Recruitment team and conduct interviews when necessary, providing accurate feedback.
• Create an induction plan for all new starters and train them accordingly.
• Make sure the probationary and annual reviews are completed according to the specified deadlines; managed by establishing clear expectations, and delivering constructive feedback.
• Ensure all team members are compliant and have completed all their mandatory trainings.

Qualifications

• Minimum 2 years in Revenue Managementposition or covering Revenue Managementtopics
• Experience with IDeaS G3 (or similar RMS)
• Experience is dynamic city markets (ideally London)
• Results oriented with strong commercial drive
• Passion for Total Revenue Management and optimizing all areas of the hotel
• Eligible to work in the UK

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