Vice President of Revenue Generation

Job Description

The Vice President of Revenue Generation is the senior commercial leader for Northwood Hospitality's portfolio, responsible for driving top-line growth and market share across every property we manage. This leader unifies revenue management, sales, marketing, and distribution into one commercial strategy, turning data into pricing and demand decisions that deliver results. The ideal candidate is part strategist, part analyst, and part coach: someone who can set portfolio-wide direction while building the capability of property-level commercial teams.

Key Responsibilities

Commercial Strategy and Performance

• Develop and execute an enterprise revenue strategy that grows RevPAR, ADR, occupancy, and total revenue (rooms, F&B, meetings and events, ancillary) across the portfolio
• Set annual revenue budgets and forecasts in partnership with Finance, Operations, and property leadership, and own performance against those targets
• Monitor competitive positioning using STR and market intelligence, with a focus on improving RevPAR index (RGI) in each market
• Present commercial performance, strategy, and recommendations to executive leadership, ownership groups, and asset managers

Revenue Management and Pricing

• Lead the revenue management function, including pricing strategy, demand forecasting, inventory controls, and segmentation
• Establish consistent revenue management standards, cadences (such as weekly revenue strategy meetings), and reporting across properties
• Oversee the selection, optimization, and adoption of revenue technology, including RMS, CRS, PMS integrations, and business intelligence tools

Sales and Group Business

• Provide strategic direction to property sales teams across transient, group, corporate, and SMERF segments
• Drive group and catering revenue through deployment strategies, account prioritization, and CRM discipline
• Build relationships with key corporate accounts, third-party planners, and national sales organizations of brand partners

Distribution, Digital, and Marketing

• Optimize channel mix to grow direct bookings and reduce cost of acquisition, including OTA strategy and contract negotiations
• Lead digital marketing, paid media, website performance, and e-commerce strategy for independent and soft-brand properties
• Maximize the value of brand loyalty programs, marketing funds, and brand sales channels for flagged properties

Leadership and Team Development

• Lead, hire, and develop a high-performing team of revenue, sales, and marketing professionals at the corporate and property levels
• Build succession pipelines and training programs that strengthen commercial capability across the organization
• Foster a collaborative, data-informed culture that connects commercial decisions with guest experience and operational realities

New Business and Owner Relations

• Support business development by building commercial plans and revenue projections for new management contracts and acquisitions
• Lead commercial onboarding for newly acquired or transitioning properties
• Serve as a trusted commercial advisor to ownership groups, with clear reporting and accountability

Qualifications

• Bachelor's degree in Hospitality Management, Business, Marketing, Finance, or a related field
• 12+ years of progressive hotel commercial experience, including at least 5 years leading revenue, sales, or marketing across multiple properties
• Proven track record of growing RevPAR and market share in a management company or multi-property environment
• Deep expertise in revenue management systems, forecasting, pricing strategy, and distribution
• Experience working within major brand standards (such as Marriott, Hilton, or IHG) as well as independent or lifestyle properties
• Strong financial acumen and the ability to translate complex data into clear, actionable strategy
• Exceptional communication and executive presence, with experience presenting to owners and asset managers
• Ability to travel across the portfolio

This job description is intended to convey information essential to understanding the scope of the position and is not exhaustive. Duties, responsibilities, and activities may change at any time with or without notice.

Source: Northwood Hospitality