Revenue Management - Director of Revenue Strategy (Full-Time)

Hotels and Resorts of Halekulani•Honolulu, HI

14h•$160,000 - $180,000•Onsite

About The Position

The Director of Revenue Strategy is the property-based leader responsible for Revenue Management, Reservations, Distribution, and total-property revenue optimization. The role translates the hotel's approved commercial strategy and market priorities into coordinated forecasting, pricing, inventory, distribution, and revenue optimization actions. It provides revenue analytics, economic modeling, and actionable recommendations to support the Director of International Commercial Strategy and operating leaders. The position owns revenue strategy, demand forecasting, pricing, yield, inventory, distribution economics, Reservations, and total-property revenue optimization. The Director leads rooms revenue strategy, including segmentation, pricing, inventory, group displacement, overbooking, revenue management systems, budgeting, planning, and reforecasting. The role directs Reservations leadership and standards, develops conversion and revenue performance, and uses reservation data to identify demand and revenue opportunities. It also develops analytics and recommendations for non-room revenue streams, measures total guest value, supports Sales and Events revenue decisions, and leads the economic management of room distribution channels. The role builds forecasting, reporting, dashboard, spreadsheet, and financial/revenue modeling tools; identifies revenue leakage and performance opportunities; and communicates actionable findings to executive and operational leaders. Operational ownership of non-room departments remains with their respective leaders. The Director reports to the Director of International Commercial Strategy and supervises the Revenue Manager and Reservations Manager.

Requirements

Minimum seven years of progressively responsible Revenue Management experience, preferably in luxury or upper-upscale hospitality.
Minimum three years of experience leading and managing a team.
Advanced proficiency in Excel, spreadsheet development, and financial/revenue modeling.
Demonstrated competencies in forecasting, budgeting, segmentation, distribution, and group displacement.
Experience leading or closely partnering with Reservations.
Working knowledge of Sales and Events segmentation and total-property economics.
An equivalent combination of education, training, and experience may be considered if it demonstrates the knowledge, skills, and abilities necessary to perform the position's essential functions.
Ability to analyze complex data and turn findings into clear, actionable business recommendations.
Ability to balance revenue and profitability with guest experience and the property's luxury positioning.
Ability to build credibility and gain support across Operations, Finance, Sales, and Commercial teams while respecting responsibilities and authority.
Ability to explain technical Revenue Management concepts clearly to executive and operational audiences.
Ability to develop team capabilities, tools, and consistent processes.
Flexible work hours are required.
Occasional business-related travel may be required.

Nice To Haves

Bachelor's degree in Hospitality Management, Business, Finance, Economics, or a related field.
Luxury or upper-upscale hospitality background.
Exposure to F&B, Events/Catering, Spa, Retail/Boutique, or ancillary revenue optimization.
Experience with international markets, wholesale, luxury travel advisors, and package economics.
Experience developing and delivering Revenue Management training.
Experience measuring total guest spend or contribution by segment.

Responsibilities

Manage revenue segmentation, segment economics, length-of-stay controls, channel inventory, and distribution economics.
Establish pricing and inventory strategies by market, segment, channel, room category, and booking period.
Lead group displacement and profitability analysis, overbooking strategy, and room inventory protection.
Lead Revenue Management system strategy, including Duetto/RMS configuration, optimization, and performance monitoring.
Support annual budgets, long-range planning, and reforecasting with revenue analytics and demand assumptions.
Direct the Reservations Manager and establish service, conversion, and revenue standards.
Improve reservation conversion, suite and upgrade conversion, package attachment, length of stay, and revenue per reservation.
Establish reservation procedures and standards that maximize revenue while maintaining luxury service expectations.
Monitor booking inquiries, lost business, cancellations, booking behavior, and reservation conversion trends.
Use Reservations intelligence to identify demand changes, rate resistance, booking behavior, and revenue opportunities.
Ensure Reservations executes approved pricing, inventory, package, and distribution strategies.
Develop Reservations capability through training, performance measurement, and continuous process improvement.
Develop revenue analytics across Food & Beverage, Events, Spa, Boutique/Retail, packages, and ancillary services.
Identify underutilized capacity, demand patterns, revenue leakage, revenue capture opportunities, and incremental revenue potential.
Quantify revenue and contribution opportunities and provide optimization recommendations to department leaders and the Director of International Commercial Strategy.
Develop revenue methodologies and performance measures for each property revenue stream.
Evaluate pricing, capacity, utilization, guest capture, package economics, and contribution across non-room revenue streams.
Translate approved commercial initiatives into pricing, packaging, inventory, distribution, and revenue strategies, and monitor their realization and profitability.
Develop reporting for total spend per guest, total spend per stay, and ancillary revenue per occupied room.
Measure guest spend by segment, geography, channel, room category, and length of stay where data permits.
Evaluate total guest economics and contribution by customer and revenue segment, and identify opportunities to increase spend through pricing, packaging, upselling, cross-selling, and revenue optimization.
Provide total guest value analytics to support commercial and operational decision-making and strengthen pricing, segmentation, profitability analysis, and revenue strategy.
Analyze BAR, Corporate, Special, Packages, OTA, Luxury Travel Advisor, Wholesale, Group, and Event segments from revenue and profitability perspectives.
Evaluate ADR, length of stay, displacement, acquisition cost, ancillary spend, and net contribution.
Provide revenue, profitability, and displacement analysis to support the Director of International Commercial Strategy and Sales/Events leadership.
Evaluate group opportunities based on displacement, total guest value, contribution, and opportunity cost.
Provide pricing, inventory, and revenue recommendations for Sales and Events strategies.
Lead the economic management of Rooms distribution channels; evaluate channel profitability, acquisition cost, net ADR, booking volume, cancellations, and total guest contribution.
Establish channel inventory and availability strategies aligned with approved commercial priorities; monitor channel performance and recommend changes to participation, rate structure, inventory allocation, and distribution strategy.
Maintain appropriate rate and inventory parity across approved distribution channels and partner with the Director of International Commercial Strategy on market and channel priorities.
Build and maintain forecasting, spreadsheet, dashboard, and financial/revenue modeling tools.
Establish standardized revenue reporting across Rooms and applicable non-room revenue streams.
Develop dashboards covering OTB, pickup, pace, forecast, pricing, occupancy, ADR, RevPAR, and total-property revenue.
Develop contribution and profitability models, identify revenue leakage and performance gaps, and create scenario models for pricing, inventory, demand, and revenue decisions.
Establish revenue standards, processes, and reporting disciplines across the property.
Translate complex revenue information into concise, actionable recommendations for executive and operational leadership.
Perform other duties as required or assigned to support departmental objectives, organizational priorities, and the effective operation of the Sales & Marketing division.