INTERVIEW: Sheila Krishnan | Revenue Mgmt & Commercial Consultant | SK Consultancy | London (UK)

Sheila has almost 2 decades of professional experience in the industry. I was looking forward to having the chance to interview her, to get her insights on how the revenue manager role develops into a more commercial one.

We talked about:

CAREER PROGRESSION:

Studied accounts & finance, but then got a summer job at a hotel… From F/O to Reservations, then Events Manager Loved Revenue: Knew about numbers, but liked to be creative

MENTORS:

Alexandra Fevre Krupesh Patel Lisbeth Gernow Guy Hilton

HER CONSULTANCY FIRM:

They look at all aspects of revenue, take clients up to speed Draft commercial strategies, and collaborate with sales associates Act as task force, with tailor made solutions Develops project management, pre opening and opening Performs independent business reviews

REVENUE & COMMERCIAL:

Revenue is a component of Commercial Management Commercial is the umbrella, is about being commercially astute Need a common goal, apart of the departmental objectives

TECH:

Pandemic has made many hotels discover the tech stack i.e.: chatbots have been there for years, but they’ve been “discovered” now because of the pandemic It’s not only about investing in tech, but training the teams to use it

TRAINING:

Large companies do invest, but smaller ones are very cost driven, and it’s more challenging FOCUS POST-PANDEMIC:

Back to basics Have a plan: focus on the right segments; measurable targets Invest in tech:

CRM TOTAL REVENUE:

Should not stop on room revenue Total RM helps hotels to have one common goal. GOPPAR. GMs and owners need to adapt to that common goal F&B have adapted during the pandemic

ADVICE FOR THE YOUNG:

Things will change; there are still plenty of opportunities and more that will come If you like hospitality, go for it, it also has perks

SKILLSET TO GO INTO REVENUE:

Know Excel, Macros, Pivot….that can be learnt. It’s about interpreting trends and learn from data. I hope you find it as insightful as I did.

Pablo Torres

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