Director of Revenue Management

DRIFTWOOD HOSPITALITY MANAGEMENT•Cocoa Beach, FL

2d•Onsite

About The Position

The Westin Cocoa Beach Resort & Spa is seeking a highly analytical and strategic Director of Revenue Management to lead total revenue optimization across rooms, suites, and all resort revenue streams. This role is responsible for driving pricing strategy, forecasting, inventory management, and distribution performance in alignment with Marriott brand standards and the resort’s luxury positioning on Florida’s Space Coast. The Director of Revenue Management will shape demand strategy and business mix optimization using market intelligence, competitive analysis, and data-driven insights. This leader will partner closely with Sales, Marketing, Reservations, and Operations to ensure optimal market positioning, revenue performance, and profitability in a highly competitive coastal resort environment.

Requirements

Marriott brand experience strongly preferred; proficiency in CRS, PMS, and RMS systems required.
Minimum of 5+ years of progressive hotel revenue management experience, preferably in upscale or luxury resort environments.
Strong expertise in group revenue strategy, including displacement analysis, space optimization, meeting demand evaluation, and shoulder-night strategy.
Proven ability to optimize total revenue across rooms and ancillary streams including resort fees, parking, F&B, spa, recreation, and other non-room revenue sources.
Strong understanding of digital distribution strategy, including website merchandising, booking engine optimization, OTA performance, and direct booking growth.
Ability to analyze channel profitability, cost of acquisition, and overall revenue mix to maximize profitability across all segments.
Experience leveraging revenue and market intelligence tools including STR, Agency360, Demand360, Kalibri, OTA Insight (Lighthouse), CRS, PMS, and RMS platforms.
Strong command of revenue performance metrics including Net RevPAR, TrevPAR, ADR, occupancy, and profitability indices.
Demonstrated ability to identify ROI opportunities across segments, seasons, booking windows, and demand patterns.
Experience presenting executive and ownership-level reporting with clear insights, risks, opportunities, and actionable recommendations.
Strong understanding of digital marketing performance, including campaign effectiveness, media spend analysis, and revenue impact evaluation.
Strong reservations strategy expertise, including call conversion optimization, upselling techniques, scripting, and booking pace analysis.
Ability to drive a culture of disciplined revenue management through data-driven decision-making and cross-functional collaboration.

Nice To Haves

Bachelor’s degree in Hospitality, Business, Finance, or related field preferred.

Responsibilities

Provide strategic leadership to Sales, Marketing, and Operations teams in developing and executing pricing, inventory, and demand-generation strategies across all market segments.
Partner with the Director of Reservations to align selling practices with revenue objectives, pricing strategies, and business mix goals.
Lead and develop the Revenue Analyst and Distribution team to ensure consistent execution of revenue and distribution strategies.
Identify opportunities to increase incremental revenue through analysis of historical demand, seasonality, market trends, and competitive positioning.
Facilitate weekly revenue meetings to review performance, evaluate trends, and refine strategies to maximize profitability.
Communicate revenue performance, opportunities, risks, and strategic recommendations to senior leadership and key stakeholders.
Champion revenue management principles across all revenue-generating departments through training, collaboration, and leadership influence.
Partner with Sales and Marketing to evaluate group opportunities, promotional initiatives, and campaign effectiveness to drive profitable business.
Foster a culture of accountability, continuous improvement, and data-driven decision-making.
Lead development of short- and long-term forecasts, including 30-, 60-, and 90-day projections, monthly outlooks, and annual budgets.
Establish revenue targets by market segment and monitor performance against budget and forecast.
Maintain forecast accuracy through ongoing evaluation of booking pace, demand patterns, and market conditions.
Deliver regular reporting on revenue performance, variances, opportunities, and potential risks.
Maintain advanced expertise in revenue management systems, PMS, CRS, RMS, and distribution platforms.
Ensure rate, inventory, and system configuration accuracy across all distribution channels.
Support implementation and optimization of technologies that enhance revenue performance, reporting, and analytics.
Develop channel strategies across Marriott.com, brand.com, OTA, GDS, and wholesale partners.
Evaluate channel performance to improve business mix, reduce acquisition costs, and increase direct bookings.
Analyze STR, Kalibri, and other market intelligence tools to identify trends, opportunities, and competitive advantages.
Manage inventory and pricing strategies to maximize revenue performance across all booking channels.
Optimize business mix through strategic management of segmentation, length of stay, booking window, and shoulder-night demand.
Assess pricing initiatives, promotions, and distribution tactics to measure effectiveness and return on investment.
Translate market and performance data into actionable strategies that drive revenue growth and market share.
Continuously implement industry best practices to enhance revenue management and total hotel profitability.