Director of Revenue Management

Posted 07 May 2024
Location Tulsa, United States of America
Job type Full Time
DisciplineAccounting & Finance

Job Description

Director of Revenue Management

Location: Tulsa, OK - Hybrid

  • Lead the US Revenue Management team in optimizing revenue across all Europcar brands and channels to exceed company targets.
  • Deliver effective customer demand forecasting at a planning and operational timeline to support revenue and operational planning.
  • Optimize the mix of business we accept to achieve corporate objectives, using the range of RM levers available to us and coordinating plans and actions closely with Pricing, Capacity, Sales, and Operations.
  • Motivate and coach a high-performing team to achieve revenue objectives and deliver significant change in best practices and team processes.
  • Be the champion for developing RCM technology.
  • A key role within the organization, with extensive decision-making autonomy and responsibility for the day-to-day delivery of revenue forecasting to ensure demand meets supply, and a significant player in ensuring the business's commercial objectives are achieved.

Main Duties
1. Revenue Planning and Forecasting
  • Coordinate the regular delivery of the operational revenue forecast, working closely with key stakeholders to incorporate business objectives, sales channel trends, and known medium-term fleet and operational considerations.
  • Work closely with the Financial
  • Planning team to refine the forecast in each cycle.
  • Maintain an effective, timely, and accurate operational forecast to support capacity and operations planning.
2. Trading and RM optimization
  • Lead revenue management team activity, using the range of mix management levers available to optimize the value of bookings we accept and ensure that the overall demand meets the available supply to achieve utilization targets.
  • Identify revenue opportunities as part of the forecasting process and work together with Pricing and Capacity Management to recommend opportunities where price can be used as a lever to grow, or slow demand or capacity changes can improve performance.
3. Best Practice
  • Lead and facilitate the development, documentation and continuous improvement of best practice for Revenue Management processes. WHY, WHAT, HOW and WHEN for every activity managed within the team.
  • Facilitate the team in developing the BP.
  • Development of KPI’s for team, measuring effectiveness of actions and activity in addition to the commercial result.
4. RCM technology development
  • Be the US champion supporting the development and leading the implementation of RCM technology and best practice, in line with the Group RCM developments.
  • Contribute to the development of integrated RCM processes, and coordinated RCM interface to the wider business.
4. Team Leadership
  • Lead and motivate the team to maintain a positive and supportive, results  driven, trading environment. 
  • Coach and performance manage your team against the objectives agreed in the PDR, supported by 1:1 meetings and a weekly team meeting to agree and review actions. 
  • Plan and manage the activities of your team to support delivery of the core revenue targets. 
  • Measure and prioritize activity in the team to align to key objectives.
  • Simplify and standardize where possible to deliver improved efficiency.
  • Document individual objectives and development needs in the PDR for each team member.
5. Effective communication and stakeholder management
  • Effective communications is a key performance measure for this role, given the wide ranging impact that RM decisions have on the rest of the business. 
  • Ensure effective, concise, timely, predefined communications are built into team processes to ensure key stakeholders are proactively made aware of changes which may affect them.
  • Development of visual MI to support effective stakeholder communications, especially a concise view of RM actions and key changes.
  • Focus on simple key messages, tailored to the audience.
  • Lead the RM update in the weekly trading meeting.
  • Deputize for RCM Director as required.