Director of Revenue Management

Compensation Type

Yearly

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.

 

With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.

 

With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

Location

 

Viceroy Santa Monica, CA

Overview

We are seeking an accomplished Director of Revenue Management to join our team at Viceroy Santa Monica.

As a member of the Executive Committee, this role champions and implements market strategies that deliver products and services that meet or exceed the needs and expectations of our target guests and property colleagues.

The Director of Revenue Management is responsible for identifying and maximizing revenue opportunities across transient, group, and contracted business, while recommending and maintaining pricing, positioning, and inventory controls across all channels. The role also leads forecasting, opportunity analysis, and the processes that maximize revenue and profit from existing and future demand.

Responsibilities

Pricing, Inventory, and Channel Management

• Establish pricing levels across all segments and room types; own daily pricing and inventory processes.
• Set and manage yield controls and rate restrictions to maximize revenue across all distribution channels.
• Ensure all distribution channels have accurate content, rate loading, and inventory maintenance; conduct audits to confirm sell strategy is correctly applied in all channels.
• Monitor and analyze competitors daily and weekly through shop reports and online sources to identify selling strategies and market trends.
• Develop and maintain relationships with OTA market managers and other local revenue leaders to optimize opportunity and share best practices.
• Maintain accurate reservations system information; oversee the maintenance of systems that support revenue management, including CRS, RMS, PMS, and Sales and Catering platforms.

Forecasting, Budgeting, and Performance Management

• Build and maintain accurate short- and long-term forecasts, including weekly forecasts, 30-60-90 day forecasts, in-month updates, and full-year outlooks.
• Develop room revenue forecasts using macro and microeconomic variables, local demand generators, and unconstrained demand analysis to determine optimal business mix.
• Lead the annual budgeting and pricing process; prepare the annual rooms revenue budget.
• Lead annual STR Index goal setting; monitor RevPAR index and provide weekly and monthly performance analysis.
• Accountable for forecast accuracy and clear communication of trends, risks, and opportunities to stakeholders.

Group, Contract, and Sales Strategy Support

• Oversee evaluation of all contracted opportunities (group, wholesale, corporate negotiated) in partnership with Sales, enabling speed of response while maximizing profitability.
• Maintain group pickup and cutoff reporting; communicate with Sales on upcoming cutoff dates, pickup pacing, and strategy adjustments.
• Establish and communicate sales strategy for day, week, month, and rolling 12 months, and ensure strategy changes are reflected in calendars and sales tools.

Reporting, Meetings, and Stakeholder Communication

• Prepare and analyze market segmentation, production, source contribution, pickup, and pace reports to support decision-making.
• Lead weekly revenue strategy and revenue management meetings; prepare required reporting for related meetings and forums.
• Prepare monthly and or quarterly presentations for ownership and senior stakeholders.
• Communicate brand initiatives, demand insights, and market analyses to hotel leadership and cross-functional teams.
• Monitor occupancy fluctuations and communicate with operational leaders to support staffing efficiency and service delivery.
• Review daily performance and the dai