Complex Director of Revenue Management

Millennium Hotel and Resorts•Los Angeles, CA

21d•$145,000 - $165,000•Onsite

About The Position

The Complex Director of Revenue Management is responsible for developing and executing revenue strategies that optimize total hotel profitability for a two-property portfolio consisting of The Biltmore Hotel Los Angeles and M Social Sunnyvale sister property. As a member of the Executive Committee, this leader drives pricing, inventory, forecasting, channel distribution, and market positioning, while partnering cross-functionally to maximize RevPAR, ADR, occupancy, GOP, and ancillary revenue performance across transient, group, corporate, and negotiated segments. The role requires a strong understanding of urban, convention/meeting demand dynamics, OTA/wholesale distribution, and sophisticated forecasting methodologies, with the ability to translate data into executable actions across commercial and operations teams.

Requirements

5–8+ years progressive hotel revenue management experience; multi-property/complex experience strongly preferred.
Proven results driving revenue growth in full-service and/or urban hotels with meaningful group and transient mix.
Strong understanding of displacement analysis, group pricing strategy, and function space yield (if applicable).
Advanced Excel skills; ability to create models, pace analysis, and profitability scenarios.
High proficiency with hotel systems typically including PMS/CRS/RMS/channel manager (specific systems listed below).
Strong executive presence and ability to influence senior leaders, owners, and cross-functional partners.
Ability to work flexible hours during peak business cycles (month-end, budget, major events).
Must have large hotel” experience with 500+ room hotels.

Nice To Haves

Experience supporting historic/landmark or lifestyle assets with strong brand positioning.
Revenue management experience in both Southern California(DTLA ) and Northern California markets (or similar).
Experience with one or more revenue systems such as: IDeaS, Duetto, Rainmaker, ORS/Marsha, SynXis, Opera, OnQ, Amadeus, TravelClick, etc. (tailor to your environment).
Certification or advanced coursework in Revenue Management, Analytics, or Hospitality Finance.

Responsibilities

Own and execute daily revenue strategy for both properties: pricing, restrictions, inventory allocation, and displacement decisions.
Create property-specific and complex-level strategies across segments: transient (retail & discounted), corporate, negotiated, group, consortia, wholesale, and packages.
Lead weekly revenue meetings and daily strategy reviews; drive clear action plans and accountability.
Develop and maintain a rolling 12–18 month forecast (rooms and total revenue) by segment and channel.
Optimize total revenue beyond rooms: meeting space revenue (as applicable), F&B, parking, resort/destination fees (if any), and other ancillaries through close partnership with Operations and Finance.
Partner with Sales to evaluate group opportunities using displacement and profitability analysis (rooms + F&B + ancillary + function space).
Recommend rate floors, concessions strategy, minimums, and acceptable contracting terms to protect peak periods and shoulder-night patterns.
Ensure group pricing supports overall market positioning, not just occupancy goals.
Manage channel mix to maximize net RevPAR: direct vs OTA vs GDS vs wholesale, with a focus on profitability.
Oversee rate parity, content accuracy, and channel health; collaborate on promotions and merchandising strategies.
Maintain distribution strategy across brand channels (if applicable), CRS, channel manager, and third-party partners.
Identify and mitigate risks tied to over-discounting, opaque channels, and high-cost acquisition.
Own comp-set monitoring and market share reporting (e.g., STR/benchmarking where applicable).
Translate market intelligence into pricing and segmentation strategy: citywide events, compression nights, corporate travel patterns, and seasonal shifts.
Build business cases for tactical actions: packaging, length-of-stay controls, BAR architecture, and negotiated rate strategies.
Deliver accurate weekly/monthly forecasts and lead variance explanations (pickup, pace, wash, cancellation trends).
Build a disciplined reporting cadence: Daily pickup + pace reports Weekly demand calendar and strategy calendar Monthly forecast and reforecast narrative Quarterly strategic reviews for ownership/asset management
Ensure data integrity across PMS/CRS, rate codes, market segments, and reporting structures.
Serve as the revenue leader for the complex commercial team; coach, influence, and align stakeholders on strategy.
Partner with Finance to connect revenue strategy to profitability: labor planning, expense forecasting, and GOP impact.
Collaborate with Reservations/Front Office to execute strategy through inventory controls and selling practices.
Lead special projects such as new systems rollout, segmentation redesign, or repositioning initiatives.