Market Director of Revenue Management

About the role

This position works closely with the Market Director of Revenue Strategy, General Managers and the shared service revenue team to put in place strategies that optimise total hotel revenue, including pricing, mix and inventory management and business evaluation approaches that drive profitable revenue and RevPAR index. It oversees revenue management activities and managers within its area of purview, balances the financial objectives of lodging products and is accountable for pricing, positioning and inventory of all hotels in scope.

Key responsibilities

• Determine and communicate sales strategies to sales leadership, marketing communications and property teams, adapting them to market conditions
• Use reservations and demand forecasting systems to control selling strategies, and manage room and function space authorisations, rates and restrictions
• Establish pricing strategies for rooms and function space, prepare sales strategy meetings and lead property and cluster meetings
• Support the annual pricing process for transient, group and catering rooms and function space, and ensure strategies align with brand philosophy
• Analyse actual sales against projections, maintain monthly and weekly forecasts, and run revenue and profit opportunity analysis
• Communicate corporate initiatives, demand and market analysis to owners, General Managers and hotel leadership, and build relationships with stakeholders
• Ensure associates receive the right on-the-job training and monitor performance against goals

Required profile

• A degree or diploma in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management or a related major
• Or 5 years of experience in revenue management, sales and marketing or a related field

Required skills

• Knowledge of revenue management concepts such as average daily rate, revenue per available room, sales cycles, account management, pricing and inventory management
• Experience with yield management systems and interpretation of pricing and inventory reports
• Research skills on market data, historical cycles, travel and tourism trends and real estate dynamics
• Basic computer skills, including spreadsheets and data entry