Hotel Revenue Manager: role and competencies

This work is part of a research in progress that has been conducted at different Italian destinations in order to understand which hotel activities fall within 'revenue management'. Linked to these activities, the research aims to find out about the knowledge, skills, and abilities required. The focus of the present paper is on Bellaria-Igea Marina in the province of Rimini. The results bring out a model of RM that is still a work in progress, in which the general manager has a key role in coordinating with other company functions and with revenue managers internally, in the few cases in which such revenue managers are present. The figure of the revenue manager appears highly articulated in terms of competencies, which include social and ethical skills, general knowledge, and technical, cognitive, and analytical skills.