[MELIA VINPEARL CENTRAL] Cluster Revenue Manager

PRICING STRATEGY

• Design the RM strategy for hotels under their responsibility to maximise RevPAR and EBITDA.

• Design the pricing strategy for each segment and monitor results every day.

• Review and analyse the daily, weekly and monthly pick-up reports both with their team (Revenue Executives), their counterparts in other departments (Sales, E-Commerce, Marketing) and their superiors (Head of Department)

• Analyse the daily, weekly and monthly pick-up reports and market trends from the different perspectives of each market segment, business source, room type, point of sale, etc., to ensure constant optimization of the pricing strategy.

• Review, monitor and control the revenues and evolution of the different distribution channels (GDS, IDS, melia.com, hotel direct, etc.) and market segments.

• Design a pricing strategy and supplements by room type that maximizes revenues in superior and attribute rooms. Monitor the performance of room types, designing action plans for room types with a performance below what is expected.

• Lead the upselling strategy in hotels in the three key moments: reservation, pre-arrival and arrival.

• Apply an aggressive overbooking strategy to maximise revenue and promote cross-selling opportunities between nearby hotels.

• Decide whether hotels participate in campaigns and the discounts to be applied to all segments, focusing on maximizing RevPAR.

• Supervise and validate the group and event pricing process, ensuring that operations teams follow pricing instructions.

• Coordinate the price pyramid strategy.

• Supervise that pricing strategies for all MHI hotels in the same destination are aligned (pyramid).

• Participate in Business Reviews for hotels, operations centres or independent hotels.

FORECASTING AND BUDGET

• Create weekly and regular forecasts for hotels under their responsibility.

• Create minutes and action plans for each forecast, ensuring the viability of actions to face the challenges detected in the forecast.

• Create annual budgets for hotels and all the required periodic reviews or ad-hoc reforecasts.

MARKET PENETRATION

• Analyse and monitor trade fair periods and the peak dates for hotels. Increase the RGI of hotels during periods of high demand.

• Ensure that the performance of the portfolio meets expectations in both DOW and WE, and in the different approaches that benchmarking tools allow.

• Ensure that the pricing strategy positions each hotel appropriately in the market compared to the competition.

COMMUNICATION AND VERIFICATION OF MHI STANDARDS

• Maintains frequent and fluid communication with Sales and Ecommerce counterparts to ensure the strategy agreed upon between departments is applied and efforts are focused in the right direction.

• Maintain active and regular communication with the operations team to report results, ensuring that the CEO and COO are also informed about performance and strategy.

• Lead the Business Review meetings in the destination and operations meetings in the centre with regard to the performance of hotels under their responsibility

TEAM MANAGEMENT

• Responsible for the training, supervision, and motivation of their team.

• Ensure that the team complies with the MHI procedures and the agreed processes and action plans in order to guarantee the most efficient performance of hotels in the portfolio.

• Extend the Revenue Management culture in the team and among the management and staff of hotels in their portfolio.

• Carry out regular reviews of the performance of members of their team.

REPORTING AND DATA ACCURACY

• Preparation and leadership of the Business Review meetings related to the performance of hotels under their responsibility.

• Ensures the accuracy of data in the reports together with the Yield executive team.

• Supervise the correct introduction of reservations and group reservation blocks in the system by reservation teams.

DIRECT CHANNEL AND PROFITABILITY

• Use the available tools to reduce sales through OTAs and other channels that charge a commission (LX, Melia Rewards discounts and programmes)

• Ensure the prioritisation of direct channels especially in periods of high demand through appropriate reporting and monitoring.

• Compile different strategies with the ultimate goal of disintermediating sales and reducing reservations from OTAs and other intermediaries.

AD HOC PROJECTS

• Lead the reporting of all forecasts, "what if" scenarios, or other reports required for hotels under their responsibility.

• Support the RM Director when specific reports are required

RESERVATIONS

• Train the Reservations and Front Office teams.

• Ensure that the reservations team members are clearly focused on sales and maximise revenue on every call.

• Ensure that the sale of superior rooms is promoted by the reservations department.

• Guarantee 100% use of the IBlue tool and the consoles defined by MHI.

OTHERS

• Embrace new technology and protocols defined by MHI (DUETTO, Melodia, etc.).

• Be an ambassador for the company's reporting model, supporting the standardisation and updating of BI and reporting tools.