Gabriela Cojocaru
Senior Director of Revenue & Business Strategy
Hergiswil,NW
You cannot give your life more time, so own yours.
Summary
Business graduate with progressive experience, product management, pricing strategies, marketing and e-Commerce demand with an increase interest in strategic planning, project management, agile pricing models and positioning & assets' conversion strategies. Working knowledge of financial statements for managed, leased and owned real estate assets within large international chain hotel companies. Combine excellent organizational skills with hands-on technical knowledge, statistical analysis models, a leadership capacity, strong ethic work, able to maintain professionalism at all times.
Overview
20
20
years of professional experience
4
4
Languages
Work History
Director of Revenue and Business Strategy
Bürgenstock Selection - Bürgenstock Hotels & Resort
08.2018 - Current
- Defined all aspects of market positioning, demand analysis, TORE management, business mix optimization, distribution and intermediary strategy, pricing strategies and tactics to maximize all estate revenues and profits
- Evaluations and audits of all business models at all revenue generation centers' levels across all assets with focus on identifying market opportunities for maximization of revenue capture ratio at the highest margins
- Lead the complete integrated commercial & strategic planning and direction providing proactive input into developing the overall business strategy of the Bürgenstock Hotels & Resort and all its revenue streams with focus on identifying and retaining the profit drivers at all business units' levels: Rooms, Food & Beverage , Conventions Sales, Spa & Wellness, Health & Medical center, leisure centers ( Golf and Tennis clubs)
- Developed the local & global brand and narrative at both, local and global level including the storytelling of each property individual branding and subsequent programming to execute and effectively communicate strategies and tactics employed to all key stakeholders, including Ownership, the Hotel team and our Corporate & Asset Management Offices
- Developed and implemented economic models and complete qualitative and quantitative analyses to assess the profitability of new business proposals and assist in the development of creative, workable asset management solutions in response to the market demand
- Executive Committee member overseeing all functions related to Total Revenue Management, Marketing and online representations overlooking all Web delivery including the Brand website design & structure built; In charge with the full optimization of all SEO and SEA processes and leading the Revenue, Marketing and Conventions teams
- Completed the overall resort business units' market positioning overseeing the overall portfolio management identifying it as the number one choice for luxury hotels and residential establishments in a preselected global competitive set on which the resort ranked the 1st after year one of operations holding its positioning for 5 yrs in a row
- Redefined the estate dynamic pricing strategy into an agile flexed structure following the demand evolution for each of the nineteen business units across all revenue centers with a total yielded value of more than 30% turnover impact on net of revenues during 2020, the most challenging year of the hospitality industry in modern times
- Completed all adoption of revenue management tools, sales performance analysis platforms and audit processes, systems and reporting mechanisms to maximize the business portfolio performance from the opening phase of the estate.
Director Revenue Management
Bürgenstock Hotels & Resort
04.2017 - 07.2018
- Defined the composition of the Resort business model profitability and set Focus Groups per revenue driven areas responsible to identify the customers' perception of products' value, accurately align product prices, define the right strategic placement in both terms, time and quantity, and set availability parameters for each customer group segment to ensure highest revenue returns with optimal profitability
- Encompassed all aspects of pricing, demand analysis, yield management, business mix optimization, selling strategies, distribution and intermediary strategy and tactics to maximize overall estate Revenue
- Engaged revenue management leaders and owner group with the Resort Total Revenue Management priorities; online distribution, system set up, pricing structures & market positioning, sales & group conventions structure design, spas- & medical center pricing definition and market positioning
- Completed the entire budgeting, forecasting and long term projections' planning for further investments with full Executive Committee member responsibility being part of the opening team of the Bürgenstock Resort with a total investment valued at +CHF 600 mil
- Provided, strategic and technical support to all Revenue operated departments
- Full set up of all business management systems across all commercial functions Sales & Revenue, resort PMS, electronic distribution and connectivity completion, groups convention , medical systems and performance measurement tracking platforms
- Completed the entire portfolio market positioning at both, European and global level as one of the top 10 most luxurious, upper scale destinations in the leisure & travelling sector/ the resort was ranked no 1 destination in Switzerland and lead in its upscale competitive set
- Completed all adoption of tools, processes, and reporting mechanisms to maximize the portfolio performance.
Area Commercial & Revenue Management Director
IHG
01.2015 - 03.2017
- Responsible for the Revenue Management & Strategy operations of Berlin IHG Managed Estate Cluster with a total of 895 units inventory and a TORE Annual of 75 mio
- In charge with strategic coordination of the all revenue management processes and procedures, overlooking key areas such as Revenue maximization, Profit margins across all business units, Sales & Revenue team set up and effectiveness with focus on driving commercial performance at all levels
- Responsible for driving market share and revenue performance by conducting demand type analysis, market intelligence assessments and monitor trends & performances on key Revenue & Profits drivers
- Oversee both, the Outside Catering and Groups Conventions/ Food & Beverage Revenue generation by designing the overall sales & revenue strategy in line with IHG and Owners' expectations; overall annual turnover of > 25mio€
- Successfully developed and implemented new Revenue Management tools/ applications covering a wide range of Revenue generator streams in all hotels which include a centralized set of standards and procedures designed to guide in setting and running successful Revenue Management Strategies, Inventory Contracted Business Management, Displacement Calculations Analysis , Corporate Pricing Strategies design, Hotel Mix Performance Measurements.
Director of Revenue Management
IHG, InterContinental
02.2013 - 01.2015
- Oversee the entire Revenue Management Process at the property level, researching, identifying and developing revenue management opportunities, techniques and practices that contribute to market share and TORE growth year on year; +29.8mio€ Annual TORE , 458 rooms & suites
- Responsible for the Groups Conventions & Outside Catering Food & Beverage Revenue generation of total operations in value of +4.2mio€ Annual turnover
- Develop & implement demand generation strategies based on demand pattern analyzing historical performance, market trends, city event calendars, and third party data providers
- Incorporate online marketing activities through use of hotel specific brand offers, local packages, and other online marketing tools to drive demand and incremental revenue
- Assist and collaborate with hotel teams, above property support, and executive team in the annual budgeting process and other business priorities.
Revenue Manager
IHG, InterContinental
05.2007 - 01.2013
- Support Business Planning: Fully contributed to the design of the overall business strategy, setting TORE Targets, defining the hotel business mix product segmentation and pricing strategies
- Responsible to set up guidelines for decision-making process in regards to pricing tactics and business contracting process
- Directly involved in tracking process of sales performance on Marketing Campaigns
- Develop & Oversee the Company Revenue Strategy.
Various Revenue & Business Strategy Roles
Across multinational hotel chain companies
07.2004 - 05.2007
Education
Master's Degree - Revenue Management
01.2012
PgD - International Hospitality Management
01.2004
Bachelor of Science - Geology Structural Engineering
01.2001
Associate of Science - Geology Structural Engineering
01.1997
Skills
- ANALYTICAL SKILLS
Identifying and understanding data sources
Owning the data interpretation process and mastering the analytics
Being a market insider and auditing competitor products, distribution and pricing models
Driving strategy and processes for execution
Displaying conceptual and creative behaviors
- LEADERSHIP SKILLS
Forward thinker always seeking tomorrow’s leaders fostering career growths and strategic succession planning
A mentor at heart always focusing on coaching helping other reaching their potential
- COMPETITIVE NATURE
Expertise in business strategy, economic profit, finance for non-financial directors, global account management, selling skills
- CREATIVE THINKING
Provide new and creative solutions instead of sticking to the status quo Assessments of strategic risk taking and provides insights using data for new business approaches
- TECH-SAVVY
Extensive knowledge of revenue management platforms, BI modules, Fairmas - Business and Financial Planning & Forecasting & Reporting, Microsoft Office suite with excellent excel expertise, Micros Oracle, Opera V5 portfolio, OPTIMS, DELPHI, Salesforce, IBP modules
Languages
English: First Language
Bilingual or Proficient (C2)
Romanian
Bilingual or Proficient (C2)
German: B2 Upper Intermediate
Upper intermediate (B2)
French: B2 Upper Intermediate
Upper intermediate (B2)
AWARDS
- IHG Director of Europe Award- Revenue Management 2015
- RM Academy Honours Award- IHG Worldwide/ Athens- Greece Sep '08
- RM Academy Degree Award- IHG Worldwide/ Amsterdam- Holland Jun '07
- RM Foundation Programme- Wyndham Worldwide Group London Docklands-UK Feb 06
Affiliations
- WiH Global Active Member
- Member, WiH Global since Jan 21' - current WiH Global ['WiH'] is a not-for-profit organization and global community which through the power of knowledge contributes to the greater value of the hospitality industry by nurturing diversity and inclusion of its best talents. Mentoring, knowledge share and outreach are key pillars in building a best-in-class global community.
References
Available upon request
Timeline
Director of Revenue and Business Strategy - Bürgenstock Selection - Bürgenstock Hotels & Resort
08.2018 - Current
Director Revenue Management - Bürgenstock Hotels & Resort
04.2017 - 07.2018
Area Commercial & Revenue Management Director - IHG
01.2015 - 03.2017
Director of Revenue Management - IHG, InterContinental
02.2013 - 01.2015
Revenue Manager - IHG, InterContinental
05.2007 - 01.2013
Various Revenue & Business Strategy Roles - Across multinational hotel chain companies
07.2004 - 05.2007
Oxford Brookes University - Master's Degree, Revenue Management
University Center " Cesar Ritz" Brig- Switzerland - PgD, International Hospitality Management
University " Al .I. Cuza" , Iasi- Romania - Bachelor of Science, Geology Structural Engineering
University "Sophia Antipolis", Nice- France - Associate of Science, Geology Structural Engineering
Work Preference
Work Type
Full TimeWork Location
On-SiteRemoteHybridImportant To Me
Company CulturePersonal development programsHealthcare benefitsWork-life balanceCareer advancementWork from home optionWork Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
swipe to browse
Interests
Astrophysics
Creating art including writing
Memoirs
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