The Director of Revenue Strategy is the property-based leader responsible for Revenue Management, Reservations, Distribution and Total Property Revenue Optimization. Translates the hotel's approved commercial strategy and market priorities into coordinated forecasting, pricing, inventory, distribution and revenue optimization actions. The position provides revenue analytics, economic modeling and actionable recommendations to support the Director of International Commercial Strategy and operating leaders. Owns revenue strategy, demand forecasting, pricing, yield, inventory, distribution economics, Reservations and total-property revenue optimization.
ESSENTIAL FUNCTIONS & RESPONSIBILITIES
1. Rooms Revenue Strategy
Manage revenue segmentation, segment economics, length-of-stay controls, channel inventory and distribution economics.
Establish pricing and inventory strategies by market, segment, channel, room category and booking period.
Lead group displacement and profitability analysis.
Manage overbooking strategy and room inventory protection.
Lead Revenue Management system strategy, including Duetto/RMS configuration, optimization and performance monitoring.
Support annual budget, long-range planning and reforecasting through revenue analytics and demand assumptions.
2. Reservations Leadership
Direct the Reservations Manager and establish clear service, conversion and revenue standards.
Improve reservation conversion, suite and upgrade conversion, package attachment, length of stay and revenue per reservation.
Establish reservation procedures and standards that maximize revenue opportunity while maintaining the hotel's luxury service expectations.
Monitor booking inquiries, lost business, cancellations, booking behavior and reservation conversion trends.
Use Reservations intelligence to identify changes in demand, rate resistance, booking behavior and revenue opportunities.
Ensure Reservations executes approved pricing, inventory, package and distribution strategies.
Develop Reservations capability through training, performance measurement and continuous process improvement.
3. Total-Property Revenue Optimization
Develop revenue analytics across Food & Beverage, Events, Spa, Boutique/Retail, packages and ancillary services.
Identify underutilized capacity, demand patterns, revenue leakage, revenue capture opportunities and incremental revenue potential.
Quantify revenue and contribution opportunities and provide optimization recommendations to department leaders and the Director of International Commercial Strategy.
Develop revenue methodologies and performance measures appropriate to each property revenue stream.
Evaluate pricing, capacity, utilization, guest capture, package economics and contribution across non-room revenue streams.
Translate approved commercial initiatives into appropriate pricing, packaging, inventory, distribution and revenue strategies.
Monitor revenue realization and profitability of total-property revenue initiatives.
Operational ownership remains with the respective department leaders.
4. Total Guest Value
Develop reporting for total spend per guest, total spend per stay and ancillary revenue per occupied room.
Measure guest spend by segment, geography, channel, room category and length of stay where data permits.
Evaluate total guest economics and contribution by customer and revenue segment.
Identify opportunities to increase guest spend through pricing, packaging, upselling, cross-selling and revenue optimization.
Provide total guest value analytics to support commercial and operational decision-making.
Use total guest economics to strengthen pricing, revenue segmentation, profitability analysis and revenue strategy.
5. Sales & Events Revenue Analytics
Analyze BAR, Corporate, Special, Packages, OTA, Luxury Travel Advisor, Wholesale, Group and Event segments from a revenue and profitability perspective.
Evaluate ADR, length of stay, displacement, acquisition cost, ancillary spend and net…