VP Revenue Optimization - China

[{{ $ctrl._job.status.name | translate}}] VP Revenue Optimization - China
Shangri-La Hotel Management (Shanghai) Company Ltd


Job description

Shangri-La International Hotel Management Ltd.




The VP, Revenue Optimization - China will be responsible for the Revenue Optimization functiion across hotels in China. The primary responsibility of the position is to lead the commercial strategy for hotels in China as business partner of the Sales and Marketing teams, and to build a culture to drive and optimize performance and market share. The position reports to the EVP, Revenue Optimization directly.



  • Lead Revenue Optimization strategy for hotels in China
  • Ensure teams are effective by staying focused on opportunity, managing risk and addressing performance issues
  • Ensure action plans for poor performance hotels are strategic, clearly address problems and have accountability
  • Work with both regional and property teams to focus on the optimization and profitability of all revenue streams
  • Make pro-active, forward-looking and data-driven decisions about the commercial strategies


Revenue Optimization Culture & Leadership
  • Be an active participant and represent the China needs in the development and continuous improvement of the global vision for the RO discipline, as well as any tactical or strategic initiatives, programs and tools
  • Engage with key stakeholders including regional and property leadership to create support for change and gather feedback to ensure voice-of-the-customer is accounted for in all projects
  • Ensure proper rollout of RO projects, acceptance and adoption of initiatives, as well as proper integration and effective usage of systems and tools to support the execution of the commercial strategies
  • Act as a resource for regional teams, area/hotel teams, owners and asset management on RO related topics
  • Be a business partner for other disciplines, represent the value of RO and build bridges to inspire cross-collaboration
  • Participate in regional leadership meetings and provide updates to the team on RO related matters


Commercial Strategy
  • Maximize overall hotel revenues and drive market share for hotels across China based on future demand forecasts, current trends and historic data
  • Provide strategic guidance to the regional commercial and operations team on achieving optimal inventory, pricing and distribution strategies, as well as demand generating activities and tactical campaigns
  • Work with SLIM team to translate the business requirements into long-term strategies for the company, translate them into a roadmap with steps/milestones and specific business processes to achieve these objectives
  • Work with Regional Directors to plan and execute effective commercial strategies for pre-opening hotels and position them for long-term success


Performance & Analytics

  • Monitor hotel performance, such as market share, segmentation and channel mix, forecasting accuracy, pace, channel profitability, etc. to identify trends and coordinate actions with Regional Directors of RO
  • Engage with the SLIM analytics and business insights team, using the information available to take data-driven decisions and calculated risks to increase revenue and profitability
  • Share details about regional/hotel performance with regional and SLIM team on a monthly basis and provide them with insights and comments to interpret the results, highlighting risks and opportunities plus possible actions to take
  • Participate in business reviews and annual budget process. Lead the discussion related to revenue strategies, performance and market share


Talent Development

  • Work with SLIM team to design the optimal structure for the RO discipline in the region.
  • Implement standard job profiles and title alignment to support that structure, succession planning and planning for future pipeline (portfolio growth)
  • Be involved in the recruitment of the RO talent at regional, hotel and area level
  • Ensure regional, area and property RO team members have a structured development plan to grow talent for future leadership roles. Encourage participation in SLIM training curriculum, as well as other development and retention programs for local talent
  • Be a mentor to the Regional Directors, Area Directors, Revenue Optimization and property level RO teams, identify high potentials in the organization and create a culture of celebration of success
  • Engage with General Managers in their capacity of direct supervisor of the property Directors of Revenue Optimization on how to actively interact with and understand the basics of the RO discipline



Skill Sets and Competencies

  • Be strategic and innovative: question the status quo, have the ability to create a (long-term) vision and lead the organization through change
  • Build and lead effective teams, identify and develop talent, be a mentor
  • Excellent business, organizational and analytical skills. Be detail-oriented with the ability to translate results into understandable and actionable information
  • Be hands-on, with a focus on solution-driven actions
  • Effectively communicate messages to different audiences, both written and verbally. Ability to facilitate discussion, open sharing of knowledge and skills, as well as present to diverse audiences of all sizes and experience levels
  • Build and maintain relationships with all stakeholders. Ability to work independently and as part of a team, multi-task and work under pressure

Experience & Qualification
  • Minimum 7 years'' experience in leadership roles, including multi-unit and corporate level.
  • International experience in multiple countries and markets. Understanding of Asian (business) culture is a benefit. Sensitive to diversity, with awareness about geographical, cultural, linguistic, legal, financial and regulatory differences present in an international environment
  • Previous experience in driving commercial strategies with focus on pricing, distribution and inventory optimization inside or outside hospitality industry
  • Bachelor degree in business, economics, marketing or strategy. Master degree is a benefit
  • Fluent in English, both written and verbal, with additional languages (especially those relevant to specific region) preferred



See description

Job type
Lake Hills, Bellevue, WA, United States
Starting in
As soon as possible

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