Director of Revenue Management

Viceroy Santa Monica•Santa Monica, CA

1d•Onsite

About The Position

Viceroy Hotels & Resorts offers a fresh take on hospitality, centered on the richness of experiences and cultural connection. A leader in modern luxury, Viceroy is committed to creating unique, immersive experiences that allow guests to craft unforgettable narratives rooted in the authenticity of each destination. Viceroy’s portfolio of hotels and resorts can be found in a diverse array of breathtaking and inspiring locations including Los Cabos, Santa Monica, Chicago, Riviera Maya, Kopaonik, Snowmass, Washington D.C., St. Lucia, and Portugal’s Algarve, with a forthcoming resort in Sun Valley, Idaho slated to open in summer 2026. 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.

Requirements

Strong analytical capability with the ability to interpret complex data from multiple sources and translate insights into clear actions.
Advanced Excel skills (macros preferred), and proficiency with Microsoft Word and PowerPoint.
Deep familiarity with hotel performance and market intelligence tools, including STR and platforms such as Agency360, Demand360, and OTA insight tools.
Working knowledge of third-party extranet sites and distribution systems; disciplined approach to accuracy and controls.
Ability to present ideas and recommendations in a concise, well-organized way, including experience with ownership presentations.
Effective ability to supervise, motivate, and develop teams; strong collaboration across Sales, Marketing, Operations, and Finance.
Synxis CRS required.
Opera PMS required.
Bachelor’s degree in Business Administration, Marketing, Hotel and Restaurant Management, or related field preferred.
Minimum 4 years of revenue management experience in a hotel environment; 5 or more years of progressive experience preferred.
Proven track record of delivering strong commercial results and innovative, market-leading strategies.
Ability to work quickly and effectively in a high-pressure environment; excellent time management skills.
Clear verbal and written communication skills, strong attention to detail, and consistent follow up.
Flexible schedule and extended hours may be required, including during peak business periods.
Light work: exerting up to 20 pounds of force occasionally, and up to 10 pounds of force frequently to lift, carry, push, pull, or otherwise move objects.
Maintain regular attendance in compliance with property standards and scheduling needs.
Maintain high standards of professional appearance and grooming, including wearing a name tag when required.
Effectively listen to, understand, and clarify concerns raised by guests and colleagues.
Multi-task and prioritize competing deadlines and departmental functions.
Support safe and efficient hotel operations by complying with policies and procedures.

Nice To Haves

IDeaS RMS preferred.
Delphi FDC and Lanyon preferred.
5 or more years of progressive experience preferred.

Responsibilities

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.
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.
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.
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 daily flash report for accuracy; analyze actual results versus potential and summarize key takeaways for business review meetings.
Actively develop and coach team members, ensuring opportunities to grow revenue management and leadership skills through training, mentorship, and industry engagement.
Maintain confidentiality of sensitive information and operate with strong attention to detail and follow-through.
Approach all guest and colleague interactions with professionalism, courtesy, and a service-oriented mindset.
Perform other duties as requested by management in support of business needs.
Partner with marketing and distribution stakeholders on revenue-driving initiatives such as paid search, email campaigns, and advertising programs where applicable.