Functions, Roles and Reporting Lines and Customer Centric Revenue Management

Revenue management is often viewed as the role of a revenue manager who is seen as a geeky numbers person whose office is at the end of the hall. Other managers often do not see the need to interact with the revenue manager and do not always appreciate the link between their role and revenue management effectiveness.

In reality the whole management team (as well as supervisors and line level employees) can have an impact on the benefits achieved from revenue management in the short medium and long term. This is because successful customer centric revenue management depends on a collection of activities where the knowledge, participation and contribution of different stakeholders will have an impact.

For example what is the role of the General Manager, Director of Sales, Marketing, Operations etc.?

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