The role of the Revenue Manager will be replaced by a “Profitability Manager”.

The “Revenue Breakfast Club Madrid” brings together professionals from the hotel sector to discuss the role of the Revenue Manager.

Last Thursday 27th April, the event “Revenue Breakfast Club Madrid” took place at the Hotel Emperador in Madrid, organised by BEONx. The event brought together professionals from the hotel sector, from companies such as Palladium, Ilunion, Braintrust, Umusic, VP Hotels, Hospes, Abba Hoteles, TRH Hoteles, Coolrooms, Santos, Claridge, Emperador, RIU, Oneshot and Aurum.

The title of the round table was “Redefining the role of the hotel Revenue Manager”, with the participation of prominent speakers, including Carmen Bernabéu, Senior Revenue Manager at UMusic Hotel Madrid; Rocío Camacho, Associate Director Revenue at Ilunion; Alberto Vázquez, Head of Revenue Management at SomosDesign and Álvaro Repetto, Revenue Strategy Specialist at BEONx. The debate was moderated by Guillermo Pérez, Sales Director at BEONx.

During the debate, there was a general consensus that the profile of the Revenue Manager has changed: it is now more global and covers more areas. Through the results, companies have become more aware of their work and the Revenue Manager has become more empowered. The profile is now less focused on analysis and more commercial. In fact, in hotel chains, the commercial director has recently taken on the role of Revenue Manager. During the session it was even commented that the figure of the Revenue Manager will disappear, to create a new figure of “Profitability Manager”.

The importance of spreading the revenue culture to other departments, such as reception, was also discussed, making them stronger in this area and involving them in the results of focusing on revenue. Contact with the hotel manager is also seen as crucial, although in many chains the decision is taken from the head office, we must continue to maintain that relationship and rely on their opinions and knowledge, as well as from Revenue by showing them the analysis.

The event proved to be an opportunity to share knowledge and experiences in the field of Revenue Management in the hotel sector, and allowed attendees to better understand the challenges and opportunities in this constantly evolving area.

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