Hes-so Valais

CAS HES-SO Revenue Management for Leaders in Service Industries

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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 program will mainly focus on the development of 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 responsibilities.

Module 1 (online) – Revenue Management Function / Communication & Conflict Management (3 ECTS) - September 17th, 18th, 24th & 25th.  

  • 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) - October 22nd, 23rd, 29th & 30th.

  • 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 peer, senior, junior teams to scale up a TRM strategy

Module 4 (to be held in Sierre, Switzerland) – Revenue Leadership (3 ECTS). 

  • Design team frameworks for contemporary business
  • 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 – Final Certificate Work (2 ECTS). 

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

  • Applying the learnings from the previous 4 modules to a Revenue Management development projet 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


Target public

  • 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.
  • Anyone engaged in a career transition or professional development process.



The skills and knowledge required to implement profit-oriented strategies are evolving due to the constant evolution of information and communication technology, the emergence of new actors on the market, the ever-changing consumer behaviour, and the growing need to develop 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 generation 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 people 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-work activities.



This CAS will include five modules, delivered over a 12 months period


Title awarded

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



6’400.- Swiss Francs (CHF) (full program of study) + CHF 200.- (registration fee)

For single modules, prices are as follows:

CHF 1’200.- Module 1
CHF 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 modules have been completed. This amount covers materials and an allocation of individual coaching sessions.



A bachelor degree are eligible 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.



Kate Varini



September 2021 (see program)