Director of Revenue Management

JOB SUMMARY 

Drive the overall Revenue performance through strategic pricing, inventory management, demand forecasting, segmentation optimization and channel profitability. 

Establish and evolve a long-term revenue strategy, ensuring alignment with brand positioning, market dynamics and stakeholder expectations 

Lead the creation, implementation and continuous refinement of Revenue processes, SOPs, analytical tools.

Maximize RevPAR, Market Share, ADR, Premium Room and Suite Mix, and profit contribution across all segments.

Manage owners' and corporate team's relationships.
 

CORE WORK ACTIVITIES

Analyzing and Reporting Revenue Management Data

• Conducts daily, weekly, monthly performance analysis 
• Leads end-of-period analysis, identifying demand trends, need periods, opportunities and risks. 
• Produces and presents Owner reports and critiques, integrating STR performance, market trends, pace analysis, segmentation evolution and revenue risks. 
• Conduct deep-dive analysis on transient segments, promotions, channels, etc.
• Maintain accuracy and consistency of systems configurations (MARSHA, One Yield, HPP, distribution channels) 
• Monitors online channels and competitive sets to ensure price integrity, positioning and content accuracy.
• Lead STR Analysis weekly and monthly, identifies market share gaps and develops corrective commercial actions.
• Builds, review and update the annual Room Revenue Budget and collaborate on the Total Hotel Budget 
• Develop internal reporting tools to track KPIs and support decision making

Managing Revenue Management Strategy 

• Provides critical input to property leaders for development of market sales strategy.
• Defines and executes the property’s pricing strategy, ensuring rate integrity, competitive positioning and commercial alignment.
• Develops transient, group and premium-room strategies, incorporating seasonality, demand shifts, events and compression periods.
• Drives and monitors suite and premium room penetration, ensuring optimal inventory allocation and mix profitability.
• Leads the Group Base Build Strategy, evaluates opportunities and provides recommendations on displacement, pricing and contract terms.
• Ensures daily strategy deployment with FO, Reservations and Sales and verify alignment in execution
• Ensures compliance with brand RM processes, PDP diagnostic assessments, and corporate initiatives.
• Provides revenue management functional expertise and leadership to general managers, property leadership teams and market sales leaders.
• Ensures that sales strategies and rate restrictions are communicated, implemented, and modified as market conditions fluctuate.
• Provides recommendations to improve effectiveness of revenue management processes.

Building Successful Relationships

• Leads the Commercial Strategy Meetings (daily/weekly/monthly) ensuring cross-functional alignment.
• Communicates brand initiatives, demand and market analysis to stakeholders and owners
• Communicates market direction to revenue management, sales and hotel leaders.
• Develops and nurtures positive working relationships with all departments to ensure flawless execution of strategies.
• Develops and manages internal key stakeholder relationships.
• Provides targeted and timely communication of results, achievements, and challenges to the stakeholders.

Additional Responsibilities 

• Leads the Commercial Strategy Meetings (daily/weekly/monthly) ensuring cross-functional alignment.
• Communicates brand initiatives, demand and market analysis to stakeholders and owners
• Communicates market direction to sales and hotel leaders.
• Develops and nurtures positive working relationships with all departments to ensure flawless execution of strategies.
• Provides targeted and timely communication of results, achievements, and challenges to the stakeholders.