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Director of Revenue Management

Milan, Italy

Director of Revenue Management

  • Milan
  • Sales & Marketing Division
  • Full time

The Company


Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the world’s most prestigious hotels and resorts.  The Group now operates or has under development 41 hotels with more than 11,000 rooms in 25 countries in key business and leisure destinations.


Strategic Intent

It is the mission and intent of this position that the incumbent will keep the guest’s perspective in mind at all times and carry out the mission of the Rooms Department


Scope of Position

The Director of Revenue Management will provide the hotel with key revenue management decisions by implementing the MOHG revenue management system (both manual and automated) and ensuring both maximization of revenues and thus, profitability for the property.


Organisational Structure

The Director of Revenue Management reports to the Director of Marketing and Commerce with an oversight by the General Manager or reports directly to the GM, according to her/his seniority


Duties and Supporting Responsibilities


  • Ensure that the hotel and MOHG brand image is mathematically integrated into revenue management decisions (i.e.:  Lost-it rates cannot dilute brand image)
  • Provide input into the different booking lead times of market segments to facilitate future control
  • Monitor and control the hotel's inventory on a daily basis by setting restrictions on the number of rooms that can be sold in each market segment
  • Complete forecasts (3 days, 10 days, 30 days and 90 days)
  • Update booking curve and history spreadsheets daily
  • Prepares month end reports for Executive Committee and General Manager
  • Participate in discussion to define rate scales, and ensure correct loading into system
  • Work with the Sales department to ensure that contracts are logically and correctly loaded in distribution systems
  • Predict future demand and proactively set controls for managing demand and maximizing revenues
  • Provide input in selection process of other booking avenues and contracts (ex:  voice, third-party, web-sites, etc) to ensure required control mechanisms are available
  • Proactively study future bookings from representation and imposes appropriate controls to maximize revenues, and ensure that once configured, reservations maintains all systems with accurate representation of hotels
  • Ensure customer retention is appropriately included in rate qualifiers
  • Provide input as to proven cause and effect of relationship management activities, and ensure that relationships have appropriate terms and conditions
  • Conduct weekly meetings with the hotel's Executive Committee to review all revenue decisions for the next 3 months (i.e.: length of stay, best available rate, 21 day strategy)
  • Identify future periods where packages might assist in stimulating demand or should be restricted, or where promotions are warranted
  • Provide input into market perception based on shifting trends on future demand
  • Participate in advertising campaign by ensuring that all information is in the reservations systems, agree possible impact on demand with marketing before campaign is finalized, and ensures room inventory controls are appropriate prior to launch
  • Overall responsible for accurate room-night and revenue forecasting, with input from Sales for Group forecasts
  • Monitor and respond to client (travel agent, travellers, etc) concerns related to the processes for reserving the accommodations
  • Other tasks as deemed appropriate by the Director of Rooms, Director of Sales and Marketing and the General Manager"     





  • Four years college or university degree in business, mathematics or hospitality management
  • Proficient in Microsoft Excel, Word and power Point
  • Strong written and verbal communication skills in the English language
  • Strong mathematical and analytical skills
  • Knowledge and grasp of hotel distribution systems (GDS, internet, etc.)
  • Able to multi-task
  • The ability to work well in a team environment
  • Experience with an automated and manual revenue management system
  • Four years hotel revenue management experience as a Director or Department Head




  • Experience with a Global company
  • Experience with an automated and manual revenue management system
  • Prior experience in a renovation or pre-opening luxury hotel environment


Mandarin Oriental reserves the right to add, delete, change or modify the job duties and responsibilities described in this Job Description, at the company discretion, with appropriate notice.

Closing date: Jun 30, 2021

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