Born in Napier, my hospitality career started as a porter (James Cook Hotel, Wellington) and worked up through the ranks, really beginning in London, where I spent nearly 10 years with Hilton International being Area Director Rooms Operations for Asia/Pacific & Australia, 5 years with Pan Pacific hotels as Corporate Director for Sales, Revenue and Web, and then 4 years with Kempinski Hotels as VP Distribution, Revenue Management, Web operations and eCommerce/Marketing. Broadly put, approximately 50% of my time in Hotel Operations and 50% in Sales & Marketing/Revenue/Web. I now seek a senior executive role where commercialism, creativity and most importantly - Where people count!. An organisation that fully understands that encouraged, educated, empowered people are the elements that will drive maximum business performance. Ideally a luxury Hotel or Tourism enterprise.
During this time I supported Boutique Corporation Bangkok with the establishment and setup of a new brand of hotels, including operational systems, IT Systems, Sales, Distribution, Marketing, HR and recruitment and Operational procedures for the new hotels.
Responsible for development and deployment of the Sales & Marketing Strategy for Distribution, Revenue Management, Web and eCommerce, Micros Fidelio Integrated Central Systems including ORS, OCIS, OWS, SFA, Reservations Worldwide, Voice, eMarketing, IDeaS Revenue Management system and Third Party system integration.
Overall responsibility for Kempinski Pricing Strategy, Market positioning, Rate and product distribution, Third Party B2B and Direct Internet B2C revenues, including Negotiation, Contracting, Inter-facing and overall contract deployment and revenue production.
Determining and communicating unit revenue targets, including 5 year revenue projections, within the context and guidelines of the overall company strategy. 1.5BNZD per Annum
Create an “Entrepreneurial” culture within the company for Sales and Revenue across all revenue centres to include Pricing, Market positioning, Market penetration and business conversion. Including creation of Group Services within the Management Agreements.
Achievements: Creation and deployment of Sales & Distribution Strategy for Distribution, Web, and Revenue Management both B2C and B2B, including all systems integration and channel Management
Concept creation and deployment of New Brand identity via the Kempinski Website re-launch, December 2009. Global position improvement 100,000+ to position 35,000.
Creation of Online Marketing concepts viral and otherwise based on Disruptive Marketing concepts.
Creation of annual hotel 5 year targets deployed June 2010 for all hotels in the chain for 13% annual growth, as part of the overall strategic revenue growth plan for Kempinski.
Creation and deployment of direct billing with current direct income improvement in excess of CHF2Million per annum, with growth potential of CHF10M per annum within 5 years.
Successful, on-time delivery of the Micros Fidelio OCRS/OCIS/OWS/SFA and MyFidelio Integration Distribution Platform February, 2007. Including Multi-currency, Multi-Lingual Environment.
Implementation and ongoing follow-up for tracking unconstrained demand systems for all revenue centres.
IDeaS Revenue Management system integration, BAR Rate, Budget and Group Module activation with minimum 50 hours Training & System support for all hotels.
Channel Management and Rate Shopping integration to BAR Module activated and deployed, to Central System.
Pricing Review and Revenue Management Audits with minimum US12Million incremental revenue for 3 hotels in first year in position. Overall update of entire pricing and Rate strategy.
48 percent year on year Revenue growth in Central Distribution revenues (EUR20M) 2008
Activation of numerous Third Party Internet providers working with MyFidelio (GHA.net) for improved integration on XML. (HotelBeds, Orbitz, Splendia to name a few)
Overall departmental revenues of EUR65M, with currently 28% year on year growth making up 17% of Total Rooms revenue for the company.
Kempinski Hotels is renowned as one of the oldest hotel chains originating in Europe in 1897. It is a collection of luxury hotels including the Emirates Palace, Abu Dhabi; Ciragan Palace, Istanbul and the Adlon, Berlin.
It has rapidly expanded its portfolio and now has approximately 70 Hotels. More details of the portfolio can be seen on the website: www.kempinski.com
Start up of new division of the Company providing services to hotels and hospitality industry, primarily distribution, web, GDS and CRS connectivity and bringing independent hotels together in a collective Sales & Marketing Alliance
I was brought on with Cairnhill Group to start a new initiative which later the Chairman elected not to continue
Primarily responsible for the Sales & Marketing model (competitive methods) including: E-distribution & marketing, global hotel alliance and business acquisition & retention and customer relationship management models
Overseeing Sales operations for all Pan Pacific Hotels including recruitment, targets, business plans and day-to-day sales operations and activities
Overseeing Regional Sales operations for all Pan Pacific Hotels including recruitment, targets, business plans and day-to-day sales operations and activities
Overseeing all Information Technology developments including GDS, Internet, Website design and Website Management
Establishment of a Revenue Manager and Revenue Management culture within all Pan Pacific Hotels and Resorts
Creation and execution of all E-Marketing activities for Pan Pacific Hotels & Resorts
Overseeing day to day operations of Central Reservations and Hotel Reservations including associate recruitment, education and operating standards for Reservations
Development and Implementation of the rooms operational standards and revenue management standards for Pan Pacific
Overseeing Information technology to include Delphi, Fidelio PMS, TRUST GDS, SRS World-booker WBE and Fidelio CRS/CIS. Introduced roll-out of TRUST Voyager CRS
Contracting and co-ordination of all Marketing / Partner alliances and programmes, including global SRS marketing agreement and credit card programmes
Achievements: As part of the team, we have established the overall strategic direction for Pan Pacific Hotels and resorts
Creation of the Global Hotel Alliance (www.globalhotelalliance.com) with support from Kempinski, Rydges and Wyndham hotel and Resort colleagues
Established a formalized revenue management reporting and analysis system for all Pan Pacific Hotels
Reviewed all current Global Distribution systems and currently implementing new more cost effective systems for revenue generation, via Fidelio CRS/CIS. Savings of US360K per annum in costs and reduced overall GHA savings of US5Million over 3 years
Increase in Internet reservations of 125% year on year
Re-negotiated existing contracts with savings of over 500K per year
Establish ROI models and standards for all aspects of the sales operations
Pan Pacific Hotels Group Limited is a listed hotel subsidiary of Singapore-listed UOL Group Limited, one of Asia’s most established hotel and property companies with an outstanding portfolio of investment and development properties. Based in Singapore, Pan Pacific Hotels Group owns and/or manages over 30 hotels, resorts and serviced suites with over 10,000 rooms in Asia and North America including those under development. The Group comprises two acclaimed brands: Pan Pacific® and PARKROYAL®.
Various Roles with Hilton International including, Receptionist, Front Office Manager, Area Director Rooms Operations (Asia Pacific Australia), Training Director Micros Fidelio, Resident Manager Dubai Hilton.