Director of Revenue Management

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.

PREREQUISITES

• 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, Demand360, Agency360, Kalibri, and other applicable platforms.
• Ability to work independently and collaborate effectively with Sales, Catering, Operations, Finance, and hotel leadership. 

SUMMARY OF ESSENTIAL JOB FUNCTIONS

• Must be able to push or pull 30 pounds unassisted and lift and/or carry 20 pounds unassisted.
• Must be able to stand for eight hours, bend, stretch, reach.
• Must be able to see and hear.
• Must be able to communicate with other associates and/or guests. 

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

• 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 Index, market share, pace, segmentation, and financial results. Prepare clear reports, presentations, and actionable recommendations for hotel leadership, ownership, and other stakeholders.
• Lead weekly revenue strategy meetings with hotel leadership and Sales/Catering teams. Communicate clear revenue strategies, performance trends, recommendations, and direction to Sales, Catering, Front Office, and Operations.
• Coach and educate hotel team members on revenue management principles, pricing, business mix, and the financial impact of their decisions. Foster cross-functional collaboration and accountability for revenue performance.
• Perform other duties and responsibilities as assigned by hotel leadership.

WORKING CONDITIONS/SPECIAL REQUIREMENTS

• Position is  on-property and requires regular presence throughout the hotel to maintain communication and collaboration with hotel leadership and operating departments. Requires prolonged periods of sitting at a desk and working on a computer.
• Frequent interaction with hotel guests, clients, associates, and business partners may be required.
• Periodic travel for meetings, training, conferences, or other events may be required.  
• Occasional evening and weekend work may be required during high-demand periods, major events, or as needed based on business conditions.

POSITIONS FOR POSSIBLE ADVANCEMENT

• Regional Director of Revenue Management 
• Corporate Director of Revenue Management 
• Vice President of Revenue Management

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.