After almost 13 years in Revenue Management I have had the chance of meeting, working with, recruiting and training quite a lot of people in the field.<\/p>\n
I have had the privilege to get to know brilliant individuals and teams driven by rare passion and dedication towards their jobs. From these amazing and inspiring professionals, I learned a lot… above all I learned what are the qualities that make Revenue Managers stand out.<\/p>\n
Here is a list of the top 10 skills that make My perfect Revenue Manager<\/strong>:<\/p>\n To wrap up, somebody may think that in my top 10 favorites’ list I missed a skill\u2026<\/p>\n I actually did not, and if you are still wondering where the Analytical skill is\u2026 that is not in my top 10! I take for granted that the Revenue Manager is an analytical person and can easily read data and crunch numbers.<\/p>\n But I also strongly believe that in 2017 it is time we start re-thinking the role and go beyond the outdated \u201cTech savvy\u201d, \u201cSpreadsheet ninja\u201d or \u201cExcel guru\u201d that are still quoted as essential skills in some job searches.<\/strong><\/p>\n Surely Analytical is a core skill of the job but I think we should just give it the priority it deserves… it is like looking for a driver: you look for someone holding a driving license – somebody who knows how to technically drive a car. However how far can you go if your driver misses out on the other skills like focus, risk taking, team playing, communication and competitiveness for instance? Will you win the race at the end and beat the competition?<\/p>\n Probably not.<\/p>\n [Originally posted on LinkedIn. April 9th, 2017]<\/p>\n","protected":false},"excerpt":{"rendered":" The\u00a0top 10 skills of the perfect Revenue Manager After almost 13 years in Revenue Management I have had the chance of meeting, working with, recruiting and training quite a lot of people in the field. I have had the privilege to get to know brilliant individuals and teams driven by rare passion and dedication towards…<\/p>\n","protected":false},"author":2,"featured_media":2304,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[248],"tags":[256,257,238,240],"class_list":["post-2221","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-revenue-management-en","tag-bestavailablerate-en-2","tag-dynamicpricing-en-2","tag-hotelrevenue-en-2","tag-revenuemanager-en-2","category-248","description-off"],"yoast_head":"\n\n
\nIs focused and results driven, is competitive in the best positive way. Works restlessly and strives to achieve and overcome results. Aims to be the best he\/she can possibly be.<\/li>\n
\nI am always amazed by the archives of Revenue Managers\u2026 they are divided by subject, micro subject, year, month, version (!). The perfect RM organizes folders, files and documents to access every critical piece of information in the blink of an eye and be ready to answer every question that may come his\/her way…Anytime. (and I mean anytime)<\/li>\n
\n<\/strong>No matter what the workload, the perfect RM can set priorities and execute in a timely manner meeting all the deadlines. He\/she knows when it is time to follow up or when tasks can be postponed. Managing a calendar of activities\/ tasks\/ deadlines \/ meetings \/ reviews is an art for many! The perfect RM never says \u201cI am too busy\u201d but rather \u201cNot now, let\u2019 do it on\u2026\u201d.<\/li>\n
\n<\/strong>The pressure of the job lies on the fact that it is measurable in every single index. The perfect RM feels the pressure but does not let it overcome; can deal with different stakeholders at the same time and takes his\/her own responsibility and fights to overcome obstacles a keep focus towards the objectives. The perfect RM works to turn challenges into opportunities. Plans ahead or reacts instantly to reach the goals.<\/li>\n
\nSees beyond rooms and embraces total revenue management. Understands current and future trends, learns from the past and the future alike. Revenue management is not about what is happening now and managing OTAs. It is about understanding what is happening now, considering what happened before and merging it what will be happening in the future. The perfect RM approach is \u201cI need to know where we have been, to understand where we are now and agree on where we want to be next\u201d. And as some of my great mentors say, it is not about “rooms” only. He\/she taps in every revenue opportunity of the hotel and considers the whole impact on total revenues when making critical decisions.<\/li>\n
\nIf you Google image \u201cRevenue Manager\u201d you will get a series of funny nerd faces wearing big glasses, standing behind their computers surrounded by towers of paper! In a way, I agree with the busy desktop and tons on papers and files but as for the nerd part\u2026Revenue Managers are cool! It is true that maybe 10-15 years ago they were much more like those Google portraits but right now and after the evolution of the discipline, it is more critical than ever to be able to communicate, present with confidence, influence the audience to align all stakeholders and have them all moving towards the same direction to reach the revenue goals.<\/li>\n
\nThe perfect RM can translate complex concepts into easy ones; uses a different language based on the audience: from the colleague working on a different department to the GM, to the Owner.<\/li>\n
\n<\/strong>As an ever-evolving discipline it is crucial to stay on top what is happening in the industry. He\/she is a hungry reader of blogs, posts, feeds, news or whatever may be relevant or impactful for the job.<\/li>\n
\n\u201cWe have always done things this way\u201d is certainly not part of the perfect RM vocabulary. Risk taking and experimenting new ways to increase revenues is key to the success. The perfect RM is a pioneer by nature, explores the possibilities, acts and measures results.<\/li>\n
\n\u201cThey say that no man is an island\u201d to quote the line of one of my favorite songs that fits perfectly with the concept. The team and the ability to coach, drive and mentor is critical to ensure continuity and backup plan in the lead absence. But it is also even more important to listen and learn from the people that are being coached…<\/li>\n<\/ol>\n