Jan 2016 – now
Commercial Director, Thomas Cook Hotels & Resorts, Palma de Mallorca, Spain Total number of direct reports: 6, total staff 13, dotted line to Brand Marketing. Reporting to the CEO of Thomas Cook Hotels & Resorts. Part of the Thomas Cook Hotels & Resorts Senior Management
Yearly revenue ca €140 Mio

Implementation of an international commercial department as a hotel trading unit
Define TCH&R commercial strategy
Communicate TCH&R commercial strategy internationally
Manage all TCH&R commercial departments, revenue management, crm, tradesales, sales, distribution, e -commerce
Define & steer hotels strategy
Manage hotel inventory
Define meeting structures
Support franchise Hotels in all commercial areas
Drive upsell and ancillary sales process for TCH
Drive Commercial performance of hotels
Budget planning
Daniela Hupfeld Curriculum Vitae

Managing departmental budget
Development of training and workshops
Project Management
Implementation of suitable systems (CRS, CRM) in order to improve internationaldistribution as well as processesAchievements 2016:
Successful implementation of a CRM in owned Hotels.
Increase ADR by €2 (forecast)
Increase Revpar by €1.60 (forecast)Oct 2012 – Jan 2016
Group Director Revenue & Capacity Management at Europcar International, Paris, France
Total number of direct reports: 6, total staff 10, dotted line to RCM departments in the Countries (8 RCM Directors plus teams)
Reporting to the CCO of Europcar International. Part of the Europcar Senior Management Team, as well as the Transformation Team (consisting of 35 people worldwide), preparing the company for the IPO (successfully achieved June 2015)
Yearly revenue ca 1.9€billion
Implementation of an international revenue & capacity department
Responsible for guiding and supporting 9 corporate countries in all areas of revenue & capacity management, IE setting long and short-term strategies, pricing, businesssegmentation, client strategies, forecasting, budgeting.
Implementation of standard reports, unified formats of tracking tools, pricingguidelines.
Written and implemented revenue management handbook and a yield managementhandbook.
Testing of various software solutions for revenue management and implementation ofa demand forecasting system, which is developed by the Europcar International RCM Team and an external software developer as a corporate solution for all Europcar corporate countries. Development of the system includes features for demand forecasting, revenue forecasting, in – and de-fleeting processes, displacement analysis and price optimization
With IT leading a project of development of the rate engine in order to improve pricing activity & flexibility
Budget planning with the countries
Managing departmental budget
Support in pricing and revenue management for ca 140 franchise countries.
Development of training and workshops
Project Management
Induction of ELITE ACRISS codes
Induction of yield management & with IT development of yield management featuresin the Europcar system
Management of global promotions & partner promotionsAchievement 2013 & 2014:
Increase of RpU by 2.9% and increase of utilization of 2.3%pt.(2013)
Increase of cross border revenue by 6.5% (2013)
Successful implementation of a RCM department at Europcar International &corporate countries.
Successful negotiation with a software company to develop a customizeddemand forecasting system and implementation of a pilot.
Daniela Hupfeld Curriculum Vitae

Feb 2011 – Sept 2012
Director of Revenue & Capacity Management at Europcar Autovermietung Deutschland GmbH, Hamburg, Germany
Total number of direct reports: 7, total staff in dept: 54, reporting to the CEO of Europcar Autovermietung GmbH Deutschland. Part of the Europcar Deutschland Executive Team. Yearly revenue ca €550 Mio.

Responsible for short & long term pricing and segmentation strategies, fleet planning, central distribution, capacity & yield management.
Implementation of a revenue management culture.
Implementation of guidelines and SOPs
Demand and on rent and revenue forecasting and budgeting.
Development & conduction of work shops for station managers, ca 250 participantsin total
In addition to RCM responsible for the Leisure Sales & BTA department as well asCustomer Fleet Management.Achievements:
Successful implementation of a RCM department at EuropcarAutovermietung Deutschland GmbH.
Implementation of Yield Management.
Integration of an overall pricing approach into RCM.
Adjustment of pricing structure
Increase of direct revenueMar 2004 – Jan 2011
Director of Revenue Management, NH Hoteles Deutschland GmbH, Berlin, Germany Responsible for city revenue management organisations (20 staff), direct reports 8. Reporting to the Managing Director of NH Hoteles Deutschland GmbH. Part of the Executive Team of NH Hotels Deutschland GmbH. Yearly revenue ca €250Mio.
Responsible for coaching Hotel and Cluster GMs in all relevant areas of revenue management, business planning and commercial strategies.
Responsible for short and long term pricing-, segmentation- and account strategies for 60 hotels in Germany & Poland
Responsible for the creation, development and central steering of Revenue Management discipline.
Developing and conducting training programs for General Managers, Sales, Head of departments and line staff in German and English for NH employees worldwide.
Ensuring professional operation of all Revenue Management aspects inclusive of the implementation and integration of new technologies, training and succession planning.
Developing promotional programs based on hotel needs.
Strategic direction for the sales force.
Development of global pricing guide lines.
Development of client strategies in line with hotel strategies.
Implementation of a revenue management system. (EzRMS)Achievements:
Complete creation of a centralized set-up of a revenue managementstructure, including Regional Revenue Managers and support functions aswell as implementation of a revenue management culture.
Repositioning of hotels based on product offering and market conditions, resulting in RevPar growth of 30% from 2004 to 2008.
Implementation of uniform revenue forecasting approach resulting in min.96% forecast accuracy.
Implementation of a uniformed business planning and budgeting process
Daniela Hupfeld Curriculum Vitae

Implementation of a centralized reservation system as project leader Germany as well as a revenue management system for 15 hotels.

Oct 2003 – Mar 2004
Director Revenue Management, Radisson SAS Hotel Berlin, Pre- opening, Berlin, Germany
Total staff: 10. Reporting to the GM of the Radisson SAS Hotel Berlin. Part of the Management Team of the Radisson SAS Hotel Berlin.

Set-up of the revenue, reservations and conference sales office
Development of short and long-term strategies for the property.
Positioning of a new property on the market.
Budgeting and forecasting.
Training & development.May 2002 – Sept 2003
Director of Revenue Development, Radisson SAS Hotels & Resorts, based in Brussels, Belgium.
Reporting to the VP Revenue Development of Radisson SAS Hotels (now Rezidor).
Responsible for short and long term pricing-, segmentation- and accounts strategies for a number of hotels in a European region. Evaluation of business opportunities, including multi channel distribution strategy and account performance programs.
Monitoring and improvement of key performance indicators (RevPAR, RevPSM, RGI)
Planning and implementation of standardizations of systems, such as pms, crs andrms.
Development and facilitation of competence enhancing training programs.
Alignment of local strategies with corporate pricing and yield strategy.
Training and coaching of GMs, Revenue Managers and DOS in properties.Feb 2001 – May 2002
Director Revenue Management, Radisson SAS Royal Hotel, Brussels, Belgium
Total staff: 8. Reporting to the General Manager of the Radisson SAS Royal Hotel Brussels. Part of the Management Team of the Radisson SAS Royal Hotel BrusselsResponsible for short and long-term strategic planning.
Pricing & Positioning.
Yield Management.
Budgeting & Forecasting for total hotel revenue.
Monitoring key KPI
Facilitate training programs
Implementation of SOP
Duty ShiftsOct 1999 – Jan 2001
Director Revenue Management, Radisson SAS Portman Hotel, London, UK , Total staff: 10. Reporting to the General Manager of the Radisson SAS Portman Hotel London. Part of the Management Team of the Radisson SAS Portman Hotel London.
Responsible for short and long-term strategic planning.
Pricing & Positioning.
Yield Management.
Budgeting & Forecasting for total hotel revenue.
Monitoring key KPI
Daniela Hupfeld

Curriculum Vitae

Implementation of SOP
Facilitate training programs.
Duty ShiftsJul 1999 – Oct 1999
Revenue Manager, Shaw Park Plaza Hotel, London, UK
Pre-Opening.
Set up of the reservation & revenue office.
Positioning the 1st hotel of the brand Park Plaza in the London market.Aug 1998 – Jul 1999Area Revenue Manager, Thistle Hotels, London, UK
Responsible for 7 London Thistle Hotels.
Implementation of revenue management
Monitoring and improvement of key performance indicators (RevPAR, RevPSM, RGI)
Implementation of systems (Fidelio) and tools and procedures in the field of revenuemanagement.
Training and coaching of revenue managers and reservation staff.Aug 1997 – Jul 1998Revenue & Reservations Manager, The Jumeirah Beach Hotel, Dubai, UAE,
Pre-Opening
Recruiting
Development of short and long-term strategies for the property.
Budgeting & Forecasting
Yield Management
Development of tools.
Implementation of SOPs.
Set-up of the reservation officeMay 1996 – Jul 1997Revenue & Reservations Manager, The Regents Plaza Hotel (now Marriott Maida Vale) London, UK,
Pre-Opening
Recruiting
Development of short and long-term strategies for the property
Budgeting & Forecasting
Yield Management.
Implementation of SOPs
Set-up of the reservation office1992 – 1994Front Office Manager, Hotel Höchster Hof, Frankfurt, Germany1988 – 1992
Various Front Office Positions, Sheraton Frankfurt Hotel, Frankfurt, Germany
Daniela Hupfeld Curriculum Vitae

Education:

Hotelfachschule Stadthagen, 1994 – 1996, „Staatlich geprüfte Betriebswirtin“
Train the Trainer
GTC – Group Trainer Certificate
Various Leadership Trainings at Radisson SAS & NH Hoteles
A Levels, 1985Apprenticeship:
Dorint Hotel Arnsberg, 1985 – 1988, „Hotelkauffrau im Hotel & Gaststättengewerbe“