Director Revenue Strategy

Nestled in the heart of California wine country, this Luxury Marriott Hotel is a bold reimagining of luxury hospitality—a distinctive destination defined by its originality, sophisticated character, and the pursuit of the extraordinary. We are seeking an exceptional Director of Revenue Strategy to join our pre-opening leadership team. This is a rare opportunity to shape the commercial identity and financial architecture of a landmark luxury Napa Valley property from the ground up, building the pricing strategy, market positioning, and revenue culture long before the doors open.

Reporting to the General Manager, the Director of Revenue Strategy serves as the property’s strategic revenue leader. You will be responsible for developing and executing an integrated revenue management and distribution strategy that optimizes top-line performance, market share, and profitability within the highly competitive Napa Valley landscape. Working in close partnership with the Director of Sales & Marketing, the ideal candidate is an analytical, data-driven leader who thrives in pre-opening environments, possesses a deep understanding of luxury demand dynamics, and excels at converting market intelligence into actionable, profitable strategies. 

• Launch Strategy: Lead all pre-opening revenue management activities, including the configuration of pricing architectures, rate structures, and market segment strategies.
• Brand & System Integration: Coordinate the implementation and optimization of Marriott revenue management systems, including One Yield, MARSHA, HPP, and MRDW, ensuring complete alignment with brand standards and luxury benchmarks.
• Collaborative Strategy: Partner with Ownership, the GM, the DOSM, and CoralTree to define the comp set, demand modeling, and Bonvoy loyalty platform maximization.
• Infrastructure Setup: Establish the hotel’s historical data baselines, demand calendars, and displacement models to guide group evaluation and strategy.

• Total Revenue Optimization: Oversee pricing and yield strategies across all revenue streams—including Room Transient, Group, Catering, and curated wine-country experiences—to maximize RevPAR and Total RevPAR.
• Channel Profitability: Manage and optimize distribution across Marriott’s demand engines, GDS, OTAs, and direct channels, balancing acquisition costs with volume goals.
• Group Evaluation: Establish robust group ceiling guidelines and displaced revenue models to empower the sales team while protecting peak transient demand windows.

• Precision Forecasting: Develop and maintain highly accurate rolling forecasts, annual budgets, and daily pricing strategies, minimizing variances through trend analysis.
• Market Intelligence: Monitor macro-market trends, competitor positioning, and benchmarking indicators to identify shifting demand patterns and swiftly adjust strategy.
• Revenue Strategy Leadership: Chair weekly Revenue Strategy Meetings, presenting comprehensive market context, forward-looking data, and strategic recommendations to executive leadership.

• Team Leadership Financial Performance: Actively engage with ownership and CoralTree leadership to communicate revenue performance, market share trajectories, and asset yield optimizations.
• Executive Leadership: Key member of the Executive Committee, contributing data-driven insights to broader property strategy, operational planning, and profitability initiatives.
• Portfolio Synergies: Support CoralTree’s corporate revenue initiatives, participating in brand reviews, sharing regional insights, and leveraging portfolio-wide best practices.

• Minimum 10 years of progressive hotel revenue management leadership. Luxury or upscale resort environment strongly preferred.
• Advanced proficiency within the Marriott ecosystem and can learn new systems quickly.
• Proven pre-opening experience in a luxury hotel or resort market is strongly preferred.
• Exceptional financial acumen, analytical depth, and accurate budgeting/forecasting.
• Strong executive presence and communication skills, with the ability to translate complex data into clear strategic narratives for ownership and executive teams.
• Deep knowledge of the Northern California, Napa Valley, or luxury drive-to/leisure resort markets preferred.