Corporate Director of Revenue Management

Description

JOB OVERVIEW

The Corporate Director of Revenue is responsible for leading corporate revenue management for the Crystal Creek Hospitality portfolio, including independently spirited hotels and branded Marriott and Hilton properties. This position prepares and interprets pace, pick-up, forecast, segmentation, channel mix, and profitability reports for all properties; analyzes data from PMS, CRS, RMS, brand, STR/benchmarking, OTA/metasearch, and business-intelligence platforms; and partners with property and corporate leaders to translate insights into actionable commercial strategies.

This position is also responsible for price positioning, inventory controls, channel mix, and revenue strategy across all distribution channels, including brand.com, direct voice/web, GDS, OTA, wholesaler, group, package, loyalty, and metasearch channels. The Director of Revenue is accountable for achieving or exceeding each property's occupancy, ADR, RevPAR, RGI, market-share, and, where applicable, total-revenue and profitability goals.

Experience with branded properties is a preferred for this role. Working knowledge of Marriott and Hilton brand revenue systems, brand standards, reporting calendars, loyalty platforms, and distribution requirements is strongly preferred.

Candidates must have a dynamic leadership style, possess excellent communication and decision-making skills, demonstrate astute business acumen, and be comfortable leading data-driven commercial strategy in a multi-property corporate environment.

ESSENTIAL JOB FUNCTIONS

1. Become proficient in the use of PMS (Marriott StayPMS, Opera on-premise , Opera Cloud, Hilton PEP), CRS systems (Amadeus CRS, SynXis, Amadeus iHotelier, Hilton OnQ, Marsha) RMS systems (One Yield, Duetto, Hilton GRO), and other brand revenue-management systems for each property, including Marriott and Hilton platforms as applicable.

2. Prepare weekly revenue packet showing pace, pick-up, forecast, segmentation, channel mix, and performance reports/dashboards for all hotels, using available tools – Lighthouse BI and Rate Insight, Duetto reports, OY reports, Internal reports. 

3. Utilize STR benchmarking reports, rate-shopping tools, RMS recommendations, event calendars, destination demand indicators, and market-intelligence data to make strategy decisions and optimize revenue.

4. Schedule and conduct revenue and commercial strategy call for all hotels assigned to you, ensuring actions are documented, assigned, and followed up on.

5. Review price positioning for all hotels to ensure competitive price ranking and value alignment using comp set shopping tools, STR performance, and brand guidance.

6. Rate management - review RMS and brand-system recommended rates daily and implement dynamic pricing, hurdle points, length-of-stay controls, and restrictions as needed.

7. Inventory management - review daily inventory to identify high-compression dates, manage room-type availability, optimize restrictions, and ensure all properties are open to sell for the next 365 days or brand-required booking horizon.

8. Monitor Marriott and Hilton brand revenue-management platforms, forecasts, cancellation/attrition assumptions, performance dashboards, scorecards, and brand recommendations; coordinate with brand revenue-management partners as applicable.

9. Execute rate adjustments, inventory controls, and distribution restrictions when needed while maintaining rate parity, availability, brand standards, and data accuracy.

10. Responsible for preparing month-end production reports, including market segmentation, wholesalers, corporate accounts, source of business, channel contribution, reservation fees, brand fees/accruals, and other required revenue reporting.

11. Assist Vice President of Revenue Management in generating day-by-day forecasts, budgets, annual business plans, reforecasts, and revenue strategy recommendations for each property.

12. Support properties in handling PMS, CRS, RMS, channel-management, or brand-system helpdesk/support requests as applicable.

13. Provide support and guidance to the Group Sales Team by recommending group, contract, wholesale, corporate, consortia, negotiated, and package rates using displacement analysis, channel cost, total account value, and shoulder-night impact.

14. Understand Marriott and Hilton brand program requirements, reporting calendars, revenue scorecards, reimbursement/contribution schedules, and performance thresholds; track occupancy, RevPAR, market-share, and brand-compliance metrics.

15. Track each hotel's performance in occupancy, ADR, RevPAR, rooms revenue, RGI/RevPAR Index, market share, channel cost, net RevPAR, TRevPAR, and profitability indicators where available against budget and forecast.

16. Provide information and reports to Crystal Creek Hospitality senior leadership, ownership, and investor stakeholders as needed.

17. Work closely with off-site call center and reservations partners, including TravelClick or brand reservation centers, and provide support needed for properties.

18. Actively participate in bi-weekly marketing, eCommerce, and commercial meetings; align offers, packages, loyalty promotions, digital merchandising, and direct-channel campaigns with revenue strategy.

19. Distribution channel management - conduct regular audits of brand.com, OTA, GDS, metasearch, wholesale, call center, and direct channels; manage channel mix and distribution cost while protecting brand standards, owner goals, and partner agreements.

20. Stay plugged in and up to date on destination events, airlift changes, competitive supply, consumer travel behavior, guest reputation, brand quality metrics, digital merchandising, market trends, and evolving revenue-management practices.

21. Provide support in submitting monthly data to Destimetrics, and other market-intelligence or brand platforms as required.

22. Become familiar with each property's amenities, services, room types, meeting space, outlets, packages, fees, and ancillary revenue opportunities.

23. Partner with operations and commercial leaders to identify total revenue opportunities across rooms, food and beverage, spa, parking, resort fees, upgrades, packages, and other ancillary revenue streams where applicable.

24. Use emerging tools, automation, and AI-enabled analytics thoughtfully to improve forecast accuracy, pricing agility, reporting efficiency, and decision support while maintaining human oversight and data accuracy.

25. Maintain rate plan, room type, restriction, package, offer, and content setup; ensure Hilton, Marriott, and independent property content, policies, and mapping are accurate across the distribution ecosystem.

26. Network with competitor revenue managers and market leaders to keep a pulse on respective markets and properties while maintaining appropriate confidentiality and professionalism.

27. Support annual commercial strategy planning by identifying demand drivers, special events, compression dates, risk periods, need periods, and action plans by segment and channel.

28. Perform other duties as assigned.

Requirements

Responsibilities

Prioritize and manage time effectively across a multi-property portfolio.

Identify and solve problems within existing time constraints.

Maintain strong attention to detail, data integrity, and accurate system setup.

Communicate well at all levels within the organization and with external brand, distribution, and vendor partners.

Meet scheduled deadlines, including corporate, owner/investor, and brand reporting calendars.

Work well with peers and co-workers in a cross-functional commercial strategy environment.

Understand and maintain the standards, values, goals, and vision of the properties, including Hilton and Marriott brand standards where applicable.

Demonstrate ownership of portfolio revenue results and follow-through on approved      revenue strategies.

Minimum Requirements

Education: College graduate or equivalent.

Experience: At least four years of hotel revenue management experience, preferably in a corporate or portfolio role-sports supporting independent, Marriott, Hilton, and/or other branded hotels.

Other skills:

1. Excellent verbal and written communication skills.

2. Effective time management skills to ensure completion of work in allotted time.

3. Ability to multitask and meet deadlines.

4. Excellent attention to details to meet both internal and external client needs.

5. Excellent problem resolution skills.

6. Ability to be an active team player, working with minimal supervision.

7. Proficiency with PMS, CRS, RMS, brand revenue-management tools, rate-shopping tools, channel-management tools, and market-intelligence platforms is expected.

8. Experience with Marriott and Hilton revenue-management ecosystems, brand reporting, loyalty contribution, channel standards, and distribution requirements is preferred.

9. Strong understanding of current revenue-management disciplines, including dynamic pricing, forecast automation, total revenue management, channel profitability, direct-booking/loyalty strategy, group displacement, and net RevPAR.

10. Ability to interpret data from business-intelligence dashboards, RMS automation, OTA/metasearch reporting, reputation platforms, market demand tools, and brand scorecards.

11. Intermediate to advanced computer skills, including Microsoft Office with advanced Excel capability; experience with Power BI, Tableau, or similar dashboard tools is preferred. Must be able to work well with others and be detail oriented.

On-going education and development: Pursuit of revenue management courses, connection with professional peer networks, relevant classes are encouraged, with tuition reimbursement to accelerate skills as company grows.