Director of Revenue Management and E-Commerce Strategy

The Director of Revenue Management (DRM) is responsible for maximizing hotel revenue, profit, and market share through effective strategic planning, pricing, forecasting, and inventory management. This leader analyzes market trends, competitive behavior, and demand patterns to implement strategies that optimize room revenue and support total hotel profitability across all revenue streams.

• Develop and execute long-term and short-term revenue strategies for rooms and ancillary revenue streams.

• Manage pricing, restrictions, and distribution strategies to achieve optimal RevPAR and GOP targets.

• Conduct displacement analyses and evaluate group vs. transient business decisions.

• Lead weekly Revenue Strategy Meetings and produce actionable recommendations.

• Produce accurate daily, weekly, monthly, and annual forecasts for occupancy, ADR, RevPAR, and total revenue.

• Participate in annual budgeting process, providing demand projections and pricing guidelines.

• Monitor pick-up trends and adjust strategies based on market conditions.

• Optimize inventory across all sales channels (Brand.com, GDS, OTA, wholesale, corporate, group).

• Oversee distribution systems, ensuring rate parity and consistent content across all platforms.

• Evaluate and refine channel mix to maximize profitability and reduce acquisition costs.

• Conduct ongoing analysis of competitor pricing, market demand, events, and economic trends.

• Utilize STR reports, market intelligence tools, and internal data to inform strategy.

• Identify need periods and implement targeted promotional activity.

• Partner closely with Sales, Marketing, Reservations, Front Office, and Operations teams to align topline strategies.

• Provide revenue training and guidance to the commercial team.

• Communicate strategies clearly to stakeholders and ensure execution across departments.

• Oversee the use and configuration of key systems, including RMS, PMS, CRS, and channel manager tools.

• Audit system accuracy, rate loading, room-type mapping, and forecasting algorithms.

• Identify opportunities to enhance efficiency through technology improvements.

• Create, analyze, and present revenue performance reports for ownership and senior leadership.

• Track KPI performance, including ADR, Occupancy, RevPAR Index, channel profitability, and group pace.

• Diagnose revenue challenges and implement corrective actions.

QUALIFICATIONS AND SKILLS:

• 5–10+ years of hotel revenue management experience, with at least 3 years in a leadership role. Hilton Systems preferred

• Experience with luxury, lifestyle, or full-service hotels is highly desirable.

• Expert in E-COMMERCE TOOLS, including Google, OTA, AMEX, and others

• Package-driven, willing to create and drive unique selling opportunities

• Own the results

• Technical Skills

• Proficiency with RMS platforms (e.g., ONQ, GRO, Revenue Management Systems).

• Advanced skills in PMS/CRS systems (ONQ, SynXis, etc.).

• Strong Excel and analytical skills.

• Familiarity with STR, TravelClick, and business intelligence tools.

• Core Competencies

• Strategic thinker with strong business acumen.

• Excellent analytical and numerical abilities.

• Strong communication and presentation skills.

• Ability to influence cross-functional teams.

• Adaptability and proactive problem-solving.