Revenue Director

 Revenue Director

Reporting to: Chief Financial Officer

Role Overview:

The Revenue Director is responsible for driving revenue performance across the business through strategic pricing, inventory management, forecasting, and data-driven decision-making. This role oversees revenue optimization for accommodation, with an oversight of ancillary revenue streams.

The position works cross-functionally with Sales, Marketing, Finance, and Operations to ensure alignment between commercial strategy and on-the-ground execution.

Key Responsibilities:

Revenue Strategy and Optimization

• Develop, implement and continuously refine pricing and revenue strategies to maximise ADR, occupancy, RevPAR and overall profitability.
• Apply yield management principles, displacement analysis, demand-based pricing, and length of stay controls to maximise revenue and profitability.
• Identify opportunities to grow ancillary revenue through packages, upselling, cross-selling, and guest spend optimisation.
• Monitor competitor pricing, market intelligence, and macro demand drivers to maintain optimal market positioning.
• Participate in commercial and executive meetings, providing strategic recommendations based on trading performance and future pace.

Forecasting, Budgeting and Planning

• Prepare short term, medium term, and long-term revenue forecasts using historical data, pace, pickup, trends, events, and market intelligence.
• Lead the annual rooms revenue budget and support broader commercial budgeting assumptions across ancillary revenue streams.
• Produce rolling forecasts and scenario analyses to support decision-making and risk mitigation.
• Track actual performance against budget, forecast, and prior year, highlighting variances and recommending corrective actions.
• Provide input into strategic planning, demand calendars, and annual promotional calendars.

Distribution and Channel Management

• Manage the performance of all distribution channels, including direct channels, OTAs, wholesale, trade, and contracted business.
• Optimise channel mix to achieve the best balance between profitability, visibility, and occupancy.
• Maintain rate parity, inventory accuracy, and content consistency across all booking platforms.
• Review channel costs, commissions, and acquisition costs to improve net revenue contribution.
• Collaborate with Sales and Marketing to ensure campaigns, offers, and promotions are commercially viable and aligned with demand periods.

 Commercial Performance and Reporting

• Produce daily, weekly, and monthly revenue reports with clear analysis of performance drivers, risks, and opportunities.
• Analyse key KPIs including ADR, occupancy, RevPAR, average length of stay, booking pace, pickup, cancellation trends, channel contribution, and spend per guest.
• Present performance updates and strategic recommendations to senior leadership in a clear, concise, and action-oriented manner.
• Conduct business mix and segmentation analysis to improve revenue quality and margin contribution.
• Monitor pace, pickup, and booking trends to proactively adjust strategies.
• Build revenue dashboards and reporting tools that improve visibility, accountability, and decision-making across the business.
• Provide commercial guidance on group quotations, contracted business, promotions, events, and special packages.
• Support the design of need periods, value-add offers, minimum stay rules, and peak period controls.
• Contribute to weekly commercial meetings, budget reviews, forecasting sessions, and executive reporting processes.
• Educate key stakeholders on key revenue drivers and commercial disciplines to improve business-wide decision-making.
• Ensure revenue decisions are consistent with brand standards, contractual obligations, pricing governance, and approval frameworks.
• Monitor risks relating to rate leakage, discount abuse, channel dependency, inaccurate segmentation, and inventory misallocation.

Systems, Process and Data Management

• Oversee the effective use of revenue, PMS, channel management, BI, and CRM systems to support accurate pricing and reporting.
• Ensure data integrity, rate loading accuracy, market segment coding, and reporting consistency across systems.
• Work with relevant teams to improve system integration, automation, and reporting capability.
• Develop and maintain revenue management SOPs, controls, and governance processes.
• Ensure auditability and discipline in pricing changes, promotions, inventory releases, and commercial approvals.
• Drive process improvements to enhance efficiency and reporting capability.
• Implement best practices in revenue management across the business.

 Key Requirements

 Experience

• Minimum 5 years’ experience in Revenue Management within luxury hospitality, estates, or a multi revenue destination business.
• Proven experience in pricing, forecasting, channel management, and revenue optimisation.
• Demonstrated success in improving ADR, RevPAR, channel mix, and total revenue performance.
• Experience in luxury hospitality and wine estates will be advantageous.
• Formal training or certification in Revenue Management would be advantageous.

Skills and Competencies

• Strong analytical and numerical skills.

• Strong planning, organisation, and prioritisation skills.
• Excellent communication and presentation skills.
• Strong financial literacy and understanding of margin, profitability, and cost of acquisition.
• Advanced Excel and reporting capability.
• Strategic thinking with strong commercial acumen.
• Ability to work cross-functionally in a fast-paced environment.
• High attention to detail and accuracy.

System Knowledge

• Opera v5 or Opera Cloud
• Siteminder
• Lighthouse BI Intelligence
• IdeaS Revenue Management System
• Salesforce CRM
• Advanced Microsoft Excel