How To Be a Successful Revenue Manager: A Case from the Marriott Turkey Cluster

Abstract

Revenue managers play a vital role in the hotel industry for maximizing revenues. The hotel industry also understands the importance of revenue managers. However, according to hotel revenue professionals, there is still a lack of qualified revenue managers. The purpose of this case study is to reveal the competencies of a successful hotel revenue manager. To achieve this purpose, an expert interview was done with a successful revenue manager in the Marriott Turkey cluster. It was found out that having good analytical and communication skills were essential to being a successful revenue manager. Understanding the local market and adopting brand standards were vital for effective revenue management.