Chief Revenue Officer Case Study for Lifestyle Hospitality Brand
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A leading hospitality lifestyle brand retained Venari Partners to recruit for the newly created role of Chief Revenue Office. The recruit would be a key position for the business, reporting directly to the CEO and with a seat on the management board. The company’s acquisition by a global private equity firm three years’ previous was followed by a period of significant investment, which meant that the right person needed to be identified quickly to keep the business’s growth on track.
The new hire would be tasked with building upon the company’s existing pricing and revenue management structure, but also with implementing a new, tailored RM system. Their end goal would be to create for the brand a sector-leading dynamic pricing solution.
A challenge in the recruitment process was that the brand does not sit within the traditional hotel landscape. This creates a problem when deciding on revenue tools and systems as there isn’t any ‘off-the-shelf’ options. Furthermore, due to the seniority of the role, Venari Partners’ hospitality team knew there was little likelihood of the right candidate (meeting all key criteria) being found in the German city where the role was based. The team therefore undertook an extensive search across the Revenue Management market in Europe.
The search uncovered many excellent candidates and a very strong shortlist was compiled, with the preferred candidate identified early on. After an extensive interview process, all sides were happy they had reached the right outcome in selecting this individual. The successful candidate was able to fully locate to the area and began his new role in October 2019.
The key to Venari Partners’ success during the process was effective communication across the three main stakeholders (the CEO, the operating partner from the private equity group and the candidate). This meant that the right criteria and objectives were agreed upon early on and Venari Partners were assured throughout the process that they understood the requirements of all parties.
Tags:
- Talent Strategy
- Case Study
- Executive Search
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Nelamar specialises in board, C-level, and senior executive leadership roles across travel, hospitality, and leisure, focusing on businesses where geographically dispersed customer experiences are ‘phy-gital’. With a truly global perspective, gained from living and working in the U.S., Latin America, and Europe, Nelamar is a respected advisor to multinational companies, family-owned companies, high-growth startups, and private equity firms. Based in Miami, Nelamar leads the Americas for Venari Partners. Previously, she was a Partner at True Search, bringing over 15 years of executive search experience from prestigious firms, including Spencer Stuart and Heidrick & Struggles. Additionally, she built the global executive recruitment function from scratch and led it at REEF Technology, a private-equity-backed, high-growth tech company. Nelamar began her professional career in strategic marketing at Telecom Italia Group, where she was part of an Americas B2B startup and later joined their DTC retail business in France. Nelamar holds a bachelor’s degree in International Affairs from John Cabot University in Rome and a Wine & Spirits Certificate from Le Cordon Bleu in Paris. She is fluent in English, Spanish, Italian, and French. A travel aficionado, Nelamar enjoys savoury cooking, reading nonfiction, dancing salsa, and traveling with her family to destinations renowned for their delicious cuisine.
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