Corporate Director

9 Oct 2025

Business Unit: Corporate ama Stays & Trails - Mumbai

Department: Commercial

Description:

About IHCL

Indian Hotels Company Limited (IHCL) is a part of the Tata Group and is one of South Asia's largest and most iconic hospitality companies. With a legacy of over 120 years, we are dedicated to delivering exceptional experiences to our guests through our diverse portfolio of hotels, resorts, and palaces.

Careers at IHCL

At IHCL, we believe our employees are our greatest asset. We are committed to fostering a dynamic work environment that encourages innovation, collaboration, and personal growth. Join us in creating memorable experiences and shaping the future of hospitality. Explore exciting career opportunities with us and be a part of a vibrant team that values passion, excellence, and diversity.

Job Objective

Dedicated resource to support the Corporate Revenue Management team, aiming to elevate the cluster's revenue performance by leveraging strategic expertise, data-driven insights, and innovative solutions.

Essential Job Tasks

• Pick up and PACE - Track business pace and pick-up for the cluster from each hotel and make a cluster forecast every week for 3 months.

• Forecast - Establish and maintain a high forecast accuracy standard for the cluster (+/-3% variation for a 4-week prior forecast).

• Pricing - Establish a cluster approach towards pricing across market segments, based on a clear-cut and defined price positioning of each hotel in the cluster. Encourage hotels to gain share over the comp set and minimize cannibalization.

• Monitor competitor pricing for all revenue-generating departments, understand the dynamics of the local market and the demand generators, and recommend appropriate actions to the S&M Functions in relation to the Cluster's pricing and market mix strategy.

• Conduct rate/sell strategy (Revenue) meetings with respective corporate functions, Hotel Team, and Reservation Manager once a fortnight.

• Monitor and determine demand periods for function space, rooms, and catering through an analysis of historical data and current bookings.

• Responsible for tracking and analyzing booking pace, group wash, cut-off enforcement for groups, as well as denied and regretted business.

• Manage all channels (Taj Reservations, GDS, Internet direct and indirect), including but not limited to room types and sell strategy. Ensure compliance with Rate Parity across channels and manage third-party distributors in compliance with TAJ standards and rules.

• Provide input to the annual budget process of cluster hotels on all revenue aspects of the business.

• Guardian of all RM intelligence tools.

• Train and ensure optimum use of revenue systems by the Cluster RM Team.

• Establish best practices for the usage of RM tools.

Areas of Responsibility

• Cluster Synergies (City/ Cluster Demand Calendar and Pricing Workbook)

• Competitor intelligence – via access to City/ Cluster Rate Intelligence tools

• Understand the composition of Cluster Profitability and apply this to evaluate business from all market segments – Retail, Corporate, Leisure, MICE, Crew, and Longstay – and channels – GDS, Web, TRW, ADS, and HRO.

• System contribution and trends in rooms and non-rooms revenues for the city/ cluster by channel, segment, and account.

• Maximize the use of relevant systems to optimize revenues.

• Ensure that the necessary reports are maintained and systematically analyzed, (both internal and external data sources), including but not limited to: Demand360, Hotelligence, STR, Forecasts, Medallia, Pace, etc.

• Regular discussions with the hotel Revenue Managers to support them in their strategy pertaining to pricing, availability, and market demand, with an aim to enable an all-round discussion and sustainable planning and review mechanism.

Required Qualifications

Minimum Bachelors Degree in Hospitality, Business or any other discipline

Preferred – Masters degree in Hospitality, Business or any other discipline.

Analytics or Mathematics background

Good knowledge of MS Excel and Powerpoint

Work Experience

Minimum 8 years of experience in Revenue Management with at least 2 years as a Director of Revenue Management in a category 1 hotel.

Languages Needed in Position

English

Key Interfaces- External

Clients, Vendors and Partners

Key Interfaces- Internal

Unit DORM and Revenue Managers

Area / Unit DOSM/ Sales Managers

Regional Sales Team

Global Sales Team

Corporate RM and Distribution Team

Corporate Marketing Team

Behavioural Competencies

Process Excellence

Result Orientation

Collaborative Engagement

Change Championship

Growth Mindset

Talent Enrichment

Guest Centricity

Personal Effectiveness

Equal Opportunities Employment at IHCL

At IHCL, we celebrate diversity and are committed to creating an inclusive environment for all employees. We are proud to be an equal opportunity employer and do not discriminate based on race, color, religion, gender, sexual orientation, age, national origin, disability, or any other status protected by applicable law. We encourage all qualified individuals to apply and join our team, where every voice is valued and respected.