C O N T I N U I N G E D U C A T I O N

School of Management

Certificate of Advanced Studies (CAS) in Revenue Management for Leaders in Service Industries

General objectives

The skills and knowledge required to implement profit-oriented strategies are changing due to the constant evolution of infor-mation and communication technology, the emergence of new players in the market, the ever-changing consumer behaviour, and the growing need to develop an online reputation. The field of Revenue Management is progressing rapidly, and many more challenges will emerge in the coming years. Thus, more and more service companies are opening up positions for a new genera-tion of Revenue Leaders who need to be proactive and able to adapt to change. The future of any service business relies on the ability to implement total revenue management (TRM) by first building a holistic revenue management culture to optimise diverse revenue streams.The CAS is delivered by the Swiss University of Applied Science (HES-SO Valais-Wallis), with the participation of experts from service sectors and senior revenue managers. The HES-SO is fully engaged in providing you with the best practices necessary to accompany you during your senior management professional development. In addition to solid training in revenue and profit leadership, you will develop your team coach skills, to boost the performance of those in your team.This CAS will include five modules, delivered over a 12-month period. The first four modules will require you to interact with revenue managers, sector experts and revenue leaders and aims to develop soft and hard skills required to advance in your career. Each module includes pre-work, workshops, and post-workshop activities.

Participants

• Any manager or decision maker seeking to revamp the revenue and eventually profit strategy best suited to today’s challenges.

• Directors and revenue managers in a wide range of service sectors, eager to update their knowledge and share it with other professionals. Benchmarking inspired by state-of-the-art techniques from the airline and hospitality business will be a core component.

• Anyone enrolled in a career transition or professional deve-lopment process.

Certificate of Advanced Studies (CAS) in Revenue Management for Leaders in Service Industries

> The CAS will develop

your skills to the senior management level, giving

you the knowledge and ability to address and meet

strategic challenges.

The professional management development program will mainly focus on high-level soft skills, which are of particular importance for revenue leaders in a senior position. This certification will also ensure that you have the hard competencies needed to succeed when working in a senior management role, where revenue optimization is one of your key responsabilities

ModulesModule 1 (Online) Revenue Management Function / Communication & Conflict Management (3 ECTS)• Make an inventory of elements and practices of revenue management applied in your company• Identify the potential of revenue optimisation within your business and estimate its financial

impact• Assess performance measurements and design the most appropriate long and short-term

dashboard• Drive a strong revenue management culture within the entire business• Improve and support internal and external collaboration and communication

Module 2 (Online) Total Revenue Management (TRM) (3 ECTS)

• Assess current market segmentation and develop a more effective and unifiel approach• Evaluate past, current, and future total revenue management goals and strategies• Assess the value of integrating CRM, TRM and marketing analytics for the optimisation of

business profit• Identify empowerment opportunities for staff to improve TRM further

Module 3 (Online) Turning Insight into Action: Data Analytics & Data Strategy (3 ECTS)

• Use your baseline data to develop a data visualisation (dashboard) • Determine the appropriate set of KPIs to use to communicate to your team, peers and senior

management, to scale up a TRM strategy

Module 4 (To be held in Sierre, Switzerland) Revenue Leadership (3 ECTS)

• Design team frameworks for a contemporary organisation• Develop yourself as a Team Coach• Build and promote a long term vision• Use data visualisation to inspire and motivate others• Negotiate and influence others

Module 5 Certificate Work (2 ECTS)

Evidence an improvement in the commercial performance in your organisation by:

• Applying the learnings from the previous 4 modules of a Revenue Management development project for your organisation

• Integrating assignments from each module into the final certificate work (as outlined below)• Developing your leadership, managerial communication and team development skills

The CAS aims to support the evolution of revenue and demand management practices within your business. Therefore, the work carried out by the participants (Module and Certificate work) will comprise of a concrete commercial project to implement in your business.

Practical informationDuration and structure

The CAS consists of three online modules, and a fourth module that will be deli-vered in Sierre, Switzerland. Once the four taught modules are completed, partici-pants will finalise their certificate work that includes a limited number of individual coaching hours. Participants can follow individual modules starting from the first module, so as to build the required knowledge and resources. The professional development earns 14 ECTS credits, with 350 hours spread over 12 months of the program of study. The certificate work is worth 2 ECTS credits, or 50 hours. Upon successful completion, the participant receives the «Certificate of Advanced Studies HES-SO» diploma, which comprises 14 ECTS (one ECTS corresponds to approx. 25-30 hours of work including attendance time). A total worktime of around 350 hours is to be expected, over 12 months. Included in this time is the preparation and follow-up of face to face courses, fieldwork, examinations and a final academic report.

Language of study

Study materials are provided in English. Assessments can be completed in English, French, German or Italian.

Admission Criteria

A bachelor degree is required, or at least 4 years of professional experience (including two at management level). Candidates who do not have a Bachelor Degree will be required to submit evidence of their work experience for consideration by the admission panel. The number of admissions without a bachelor degree is limited to 40% per cohort.

Number of participants

The number of participants is limited to 25

When the number of candidates for admission does not reach the limit decided by the CAS management, the opening date of the training may be postponed or even cancelled.

Location of workshops

Techno-Pôle3960 Sierre, Switzerland

Prices*

CHF 6’400.- Swiss Francs (full program of study) + CHF.200.- (registration fee)For single modules, prices are as follows: CHF 1’200.- Module 1CHF 1’200.- Module 2 CHF 1’200.- Module 3 CHF 1’900.- Module 4*Travel and accommodation not included * CHF 900.- is charged for the final certifiate work, once all mo-dules have been completed. This amount covers materials and an allocation of individual coaching sessions.

Advice & Contact

Email: kate.varini@hevs.chTel: +41 58 606 92 29To register for the CAS, go to:www.hevs.ch/cas_revenueleaderThe registration form can be ac-cessed at the bottom of the page.

Academic Qualification

CAS HES-SO in Revenue Management for Leaders in Service Industries

HES-SO Valais-Wallis – Institut of Tourisme Techno-Pôle 3 – 3960 Sierre +41 58 606 90 97 – info.ito@hevs.ch

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