Director of Revenue Management

Description

The Director of Revenue Management leads the overall revenue strategy for the hotel(s) assigned, driving rooms, meeting and event, catering, and other applicable revenue streams to maximize RevPAR, market share, total hotel revenue, and profitability. This position balances transient, group, negotiated, event, and catering demand while optimizing pricing, inventory, business mix, and high-demand opportunities.

The Director partners closely with senior hotel leadership, using market conditions, competitive pricing, demand trends, pace, forecasts, and financial performance to guide strategy and support overall hotel goals.

• Bachelor’s degree preferred; hospitality, business, finance, or related field strongly desired.
• Minimum 5 years of hotel industry experience, including 2–3 years of full-service revenue management experience preferred.
• Previous experience in a full-service hotel with significant group and meeting space preferred.
• Experience with Hilton, Marriott, Hyatt, or IHG revenue management platforms preferred.
• Advanced analytical, problem-solving, and decision-making skills with strong attention to detail.
• Excellent communication, presentation, leadership, and interpersonal skills.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Proficiency in Excel, PowerPoint, hotel revenue systems, and industry tools such as CoStar, Lighthouse, Demand
  360, Agency
  360, Kalibri, and other applicable platforms.
• Ability to work independently and collaborate effectively with Sales, Catering, Operations, Finance, and hotel leadership.

Requirements

• Lead and execute the hotel’s overall revenue strategy to optimize occupancy, ADR, RevPAR, RevPAR Index, total hotel revenue, profitability, and achievement of financial goals.
• Evaluate the relationship among rooms, group, catering, meeting space, food and beverage, and other revenue streams, using total account value and overall hotel profitability to guide decisions.
• Analyze transient, group, negotiated, government, wholesale, OTA, and other segments based on demand, profitability, displacement, need dates, wash, shoulder-night contribution, cancellation risk, and overall hotel value. Partner with Sales and Catering to evaluate group opportunities, rates, room blocks, concessions, and profitability.
• Utilize brand revenue management systems, distribution platforms, reporting tools, and analytical technology to support pricing, forecasting, inventory management, and strategic decision-making. Stay current on emerging revenue management technology, industry trends, and best practices.
• Manage dynamic pricing, rate structures, room-type pricing, rate fences, restrictions, length-of-stay controls, availability, distribution channels, rate parity, and inventory to maximize revenue and minimize unnecessary costs.
• Monitor booking pace, pickup, cancellations, booking windows, segmentation, demand patterns, compression opportunities, need periods, holidays, citywide events, and other demand generators to identify risks and revenue opportunities.
• Monitor competitor pricing, promotions, positioning, new supply, renovations, market activity, and other factors affecting hotel performance. Analyze STR reports and other market intelligence to identify trends, opportunities, and areas requiring corrective action.
• Develop and maintain accurate rolling forecasts for occupancy, ADR, RevPAR, and revenue; lead the annual rooms revenue budget process; establish revenue assumptions for the overall hotel budget; and adjust forecasts and strategies based on pace, pickup, market conditions, and changes in demand.
• Review hotel performance, including occupancy, ADR, RevPAR, RevPAR…