Hotel Cateys 2025: Revenue Manager of the Year – Benoit Raffi, Kimpton Fitzroy London

In the ever-evolving and highly competitive London hospitality market, Benoit Raffi has set a new benchmark for excellence in revenue management. Through a blend of agility, strategic foresight and deep commercial acumen, he has consistently exceeded revenue generation targets in his role as director of revenue for the Kimpton Fitzroy London – transforming challenges into opportunities and ensuring his properties stay ahead of market trends.

 

Building on a record-breaking revenue growth index (RGI) in March 2024, Raffi surpassed expectations once again in April 2025, achieving the highest ever RGI for Kimpton Fitzroy London. This achievement placed the property’s revenue per available room ahead of its competitor set, a remarkable achievement in a challenging market.

 

His achievements in revenue are extensive – his strategic pricing actions have led to a 3.7% increase in average rate index (ARI), which has directly supported a 5.8% year-to-date uplift in room profitability. Integrating a new wholesaler partner under a dynamic pricing model has generated a significant amount of incremental revenue, while upsell revenue is on track to exceed this year’s goal thanks to his bespoke incentive scheme for the reservations team.

 

Responding swiftly to shifting average daily rate pressures, Raffi has mastered the art of optimisation, leveraging dynamic room type supplements and data-driven strategies to maximise performance. His innovative approach extends beyond numbers, embracing technology and redefining internal processes to enhance efficiency and profitability.

 

A true collaborator at heart, Raffi was named Revenue Leader of the Year at the IHG Europe Commercial Conference in June 2025, honouring his pivotal role in strengthening cross-functional partnerships and championing a commercial mindset that unites departments toward shared success.

 

His strategic partnership with sales and marketing was instrumental in negotiating 2025 corporate rates, resulting in a 4% year-on-year increase, a major achievement in a cost-sensitive market. This collaboration also contributed to a 20% uplift in group business revenue, highlighting the impact of aligning sales and revenue strategies.

 

Beyond his impressive revenue results, he is also deeply committed to the future of the industry – mentoring, educating and empowering the next generation of revenue management professionals, demonstrated by his position on the executive team members of the Revenue Manager Forum.

 

He is also a certified mental health first-aider, advocating for mental wellbeing alongside performance.

 

It is unsurprising, considering all his efforts, that Raffi was also honoured with The Caterer’s 30-under-30 Acorn Award earlier this year – a testament to Benoit’s exceptional talent and leadership.

 

And he can now add a Hotel Catey to his trophy cabinet. A remarkable achievement. 

 

What the judges say

“A very impressive entry, he is clearly someone who gives the extra sparkle to his day-to-day job.”

Jane Pendlebury

 

“Ben’s application stood out to me for the strong cross-departmental relationships he built and training he provided which not only focused on driving more revenue, but assisted departments in smooth operation. I admire his strong industry engagement.”

Doris Woehnl

 

“Ben is exactly the type of leader we need to take revenue management discipline further.”

Inna Nekrassova

 

 

The shortlist

• Leigh Archer, the Headland, Newquay, Cornwall
• Zoe Edhouse, Whittlebury Park, Towcester, Northamptonshire
• Teresa Kingston, Luxury Family Hotels
• Katie Niland, the Belfry Hotel & Resort, Sutton Coldfield
• Benoit Raffi, Kimpton Fitzroy London

 

The judges

• Inna Nekrassova, Hotel Café Royal
• Jane Pendlebury, HOSPA
• Liutauras Vaitkevicius
• Doris Woehnl, Rosewood London