Director of Revenue Management

JOB SUMMARY

Responsible for leading and executing the hotel’s overall revenue management strategy to maximize total revenue, profitability, and market share. Oversees pricing, demand forecasting, inventory optimization, market segmentation, distribution channel performance, and yield management across all business segments. Leads budgeting, business planning, and forecasting while identifying new revenue opportunities and driving commercial performance through data-driven insights and market intelligence. Collaborates closely with the General Manager, Sales and Marketing, Finance, and hotel ownership to align revenue strategies with business objectives, optimize key performance indicators, and achieve sustainable financial growth. Provides strategic leadership to the revenue management team, ensuring best practices, effective communication, and continuous improvement across all revenue-generating departments.

CANDIDATE PROFILE

Education and Experience

• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; min 5 years’ senior experience in the revenue management, sales and marketing, or related professional area.

OR

• 4-year bachelor's degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; min 5 years’ senior experience in the revenue management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES

Revenue Analytics, Performance Reporting and Forecasting

• Lead the analysis of revenue performance, market trends, booking patterns, and business intelligence to identify risks, uncover revenue opportunities, and develop strategic recommendations that maximize financial performance.
• Oversee the analysis of historical results, current business pace, future demand periods, and market conditions to identify performance gaps and implement proactive revenue optimization strategies.
• Monitor transient, corporate, wholesale, and group booking trends, evaluating segment performance, booking windows, cancellation patterns, and channel contribution to optimize business mix and pricing decisions.
• Lead the preparation/validation of account, segment, and business performance diagnostics, ensuring data accuracy and translating findings into actionable commercial strategies.
• Ensure the accuracy and integrity of rates, inventory, restrictions, and property information across reservation systems, online distribution channels, and other commercial platforms.
• Conduct regular distribution channel and competitor benchmarking to assess market positioning, pricing competitiveness, content accuracy, and opportunities to improve visibility and revenue performance.
• Analyze complex revenue and market data to identify underlying performance drivers, evaluate strategic effectiveness, and provide recommendations to senior leadership.
• Oversee the preparation and timely delivery of accurate revenue reports, forecasts, performance dashboards, and executive presentations to support strategic planning and informed decision-making.
• Lead the analysis of weekly and monthly STR (formerly STAR) reports, evaluating RevPAR performance, market penetration, competitive positioning, and index trends to identify opportunities to outperform the competitive set.
• Develop and refine RevPAR Index forecasts and market share improvement strategies based on historical performance, booking pace, competitor results, and anticipated market demand.
• Lead the development of the annual room’s revenue budget, periodic forecasts, and financial projections, ensuring alignment with business objectives, market expectations, and hotel profitability targets.
• Present key findings, performance trends, forecast variances, and strategic recommendations to the General Manager, hotel leadership, and ownership to drive accountability and sustainable revenue growth. 

Managing Revenue Management Strategy 

• Lead the development and execution of comprehensive revenue management strategies to maximize hotel revenue, profitability, market share, and long-term financial performance.
• Provide strategic commercial insights and revenue management expertise to General Managers and property leadership teams, supporting data-driven decision-making and alignment with overall business objectives.
• Collaborate with Sales, Marketing, Finance, and Operations to develop market-driven sales strategies, optimize business mix, and capitalize on revenue-generating opportunities.
• Oversee the evaluation and implementation of pricing strategies, revenue optimization initiatives, and performance tests to enhance commercial effectiveness and financial returns.
• Ensure pricing strategies, inventory controls, and rate restrictions are consistently communicated, implemented, and adjusted in response to market dynamics, demand fluctuations, competitor activity, and booking trends.
• Provide strategic recommendations on pricing, business mix, group evaluations, and displacement analysis to maximize revenue potential and overall profitability.
• Continuously assess and enhance revenue management processes, systems, and reporting capabilities to improve forecasting accuracy, operational efficiency, and commercial performance.
• Ensure the effective implementation and utilization of Property Diagnostic Processes (PDP) and revenue analytics tools to identify performance gaps, uncover business opportunities, and drive incremental revenue and profit growth.
• Monitor key commercial performance indicators, market trends, and competitive positioning, translating insights into actionable strategies that support sustainable business growth. 

Building Successful Relationships

• Communicates brand initiatives, market intelligence, demand trends, and revenue performance insights to hotel leadership teams, clusters, franchise partners, and owners to support strategic decision-making.
• Provides strategic market direction and commercial insights to Revenue Management, Sales, Marketing, leaders to ensure alignment on revenue strategies and business objectives.
• Builds and maintains strong, collaborative relationships with key internal and external stakeholders, fostering trust, transparency, and a shared commitment to achieving financial and commercial goals.
• Develops and manages strategic stakeholder relationships, influencing commercial decisions and securing alignment on pricing strategies, business mix, forecasting, and revenue optimization initiatives.
• Ensures timely, clear, and effective communication of revenue performance, business opportunities, achievements, risks, and challenges, providing actionable recommendations to drive continuous improvement and sustainable profitability. 

Additional Responsibilities 

• Ensures timely and effective communication of relevant business updates, revenue performance, strategic priorities, and operational developments to executive leadership, colleagues, and team members.
• Oversees the accuracy, integrity, confidentiality, and maintenance of revenue management records, reports, forecasts, business plans, and other relevant documentation in accordance with company policies and established procedures.
• Collaborates with cross-functional teams, key stakeholders to gather business intelligence, coordinate commercial initiatives, resolve challenges, and achieve organizational objectives.
• Maintains up-to-date knowledge of revenue management best practices, industry developments, commercial systems, brand standards, and relevant business processes to drive continuous improvement and operational excellence.
• Communicates complex commercial information, strategic recommendations, and business performance insights clearly and professionally through executive presentations, written reports, electronic correspondence, and stakeholder meetings.
• Performs additional duties and responsibilities as assigned by senior management, supporting the achievement of the hotel’s commercial, financial, and strategic objectives.