Area Director of Revenue Management

Proper Hospitality Careers•Santa Monica, CA

About The Position

The Area Director of Revenue Management owns revenue strategy across multiple Proper Hospitality hotels, including current and future properties. The role sets pricing, shapes inventory, and evaluates demand market by market to maximize hotel performance while protecting each property's brand identity. The Area Director works closely with Sales, Marketing, Operations, and Finance; advises General Managers and property leadership; and leads revenue professionals across the portfolio. The role also establishes frameworks to support strong openings as new hotels join the portfolio. The position oversees revenue strategy across rooms, food and beverage, events, and ancillary services; develops pricing models and guidelines; manages rate strategy, inventory, and distribution; and leads forecasting, budgeting contributions, performance analysis, and pre-opening revenue planning. It also oversees revenue management systems and business intelligence tools, monitors market and competitor activity, and identifies new revenue opportunities. Regular travel to properties across the portfolio is required, with occasional travel for industry events, conferences, and market research.

Requirements

Bachelor's degree in Business Administration, Hospitality Management, Economics, or a related field.
At least 5 years of experience in revenue management, pricing strategy, or a similar analytical role, with a record of driving revenue growth.
Command of revenue management systems, pricing models, and analytics tools, including advanced Excel.
Experience leading a team and working across Sales, Marketing, and Operations.
Strong business judgment and ability to turn data into clear action.
Leadership skills that motivate and develop people.
Ability to communicate complex data clearly to non-technical audiences.
Comfort working in a fast-moving environment and confidence making quick, data-informed decisions.
Deep knowledge of competitive sets, market segmentation, and booking channels.
Ability to travel regularly to properties across the portfolio and occasionally to industry events, conferences, and market research.

Nice To Haves

Hospitality experience is preferred; experience in other industries with comparable revenue practices is welcome.
Experience managing multiple properties or markets is strongly preferred.

Responsibilities

Build and run revenue strategies for rooms, food and beverage, events, and ancillary services across each hotel in the portfolio.
Identify pricing, inventory, and segmentation opportunities using market demand, competitive position, and guest behavior.
Create dynamic pricing models that protect revenue and brand integrity.
Define pricing guidelines with leadership and develop repeatable frameworks for new properties.
Track KPIs, identify trends, and translate data into decisions.
Forecast demand using historical patterns, booking behavior, and market conditions.
Present revenue performance and risks to senior leadership.
Monitor competitor pricing in each market.
Oversee rate strategy, inventory control, and distribution to maximize RevPAR.
Balance distribution across direct, OTA, group, and other sources, and adjust strategies as demand and priorities change.
Optimize transient and group business together so availability aligns with forecasts.
Align with Sales, Marketing, Operations, and Finance on shared goals.
Provide Sales and Marketing with pricing and inventory guidance for promotions and campaigns.
Incorporate operational realities into pricing decisions and advise General Managers and property leadership.
Lead short- and long-term revenue forecasts and update them as actual results come in.
Contribute data-driven insight to budgeting and financial planning.
Support pre-opening revenue planning, including positioning, rate strategy, and opening forecasts.
Coach and develop revenue professionals, teach pricing principles and analytical techniques, set goals, review performance, and provide feedback.
Oversee revenue management systems, business intelligence platforms, and technology supporting forecasting and pricing.
Evaluate emerging tools, including AI, and oversee system configuration and maintenance as the portfolio grows.
Monitor market trends, competitor activity, and consumer behavior; identify opportunities such as upselling, cross-selling, and new service offerings.
Regularly review segmentation, guest behavior, and booking channels.