Revenue Manager

Revenue Manager

Position Summary

The Revenue Manager serves as a key commercial leader responsible for maximizing revenue, market share, and profitability across an assigned portfolio of HMP Properties hotels.

Reporting directly to the Chief Operating Officer, the Revenue Manager partners closely with General Managers, Sales Leaders, Regional Operations Managers, and brand revenue teams to develop and execute effective pricing, inventory, forecasting, and revenue strategies.

This position is expected to take ownership of revenue performance, identify opportunities and risks proactively, and ensure each hotel is positioned competitively within its market.

Revenue Leadership Responsibilities

Lead revenue strategy for assigned HMP Properties hotels.
Develop and execute pricing, inventory, and distribution strategies designed to maximize RevPAR and profitability.
Conduct regular revenue strategy meetings with General Managers, Sales, Operations, and other appropriate leaders.
Serve as the primary revenue strategy resource for assigned hotels.
Provide clear recommendations and action plans based on market conditions, pace, demand, and competitive performance.
Hold hotels accountable for executing agreed-upon revenue strategies.
Maintain a proactive approach to revenue management rather than reacting after opportunities have passed.

Revenue Strategy & Optimization

Manage daily rates, restrictions, inventory, length-of-stay controls, and other revenue strategies.
Monitor booking pace, pickup, occupancy, ADR, RevPAR, and market demand.
Identify need dates and develop strategies to improve performance before those dates become lost revenue opportunities.
Identify high-demand periods and ensure hotels maximize rate and profitability.
Evaluate business mix across transient, corporate, negotiated, group, government, OTA, and other segments.
Monitor competitive pricing and market conditions.
Optimize room-type pricing, premium room strategies, and inventory availability.
Review distribution channels and ensure inventory is positioned appropriately across available channels.
Evaluate promotional and discount strategies to ensure they generate incremental revenue without unnecessarily diluting ADR.

Forecasting & Analysis

Prepare accurate weekly, monthly, quarterly, and annual revenue forecasts.
Monitor actual performance against budget, forecast, and prior year.
Analyze revenue trends and identify opportunities, risks, and performance gaps.
Review STR reports and monitor each hotel's competitive market performance.
Track RevPAR Index (RGI), ADR Index (ARI), and Occupancy Index (MPI).
Analyze booking windows, pace, pickup, cancellations, length of stay, and segmentation trends.
Communicate significant revenue risks or opportunities to the COO and appropriate hotel leadership before they impact results.
Provide clear reporting that explains not only what is happening, but why it is happening and what action should be taken.

Commercial Collaboration

Partner closely with Sales to ensure revenue and sales strategies are aligned.
Evaluate group opportunities, pricing, displacement, and overall value to the hotel.
Provide pricing guidance for group, corporate, negotiated, and other business opportunities.
Identify need periods and communicate specific opportunities to Sales.
Work with General Managers to understand local demand generators, special events, competitive changes, and market conditions.
Partner with Operations to ensure revenue strategies support overall hotel profitability and GOP performance.
Participate in annual budgeting and revenue planning.

Brand & System Management
Effectively utilize brand revenue management systems, PMS platforms, CRS systems, STR reporting, and other revenue tools.
Maintain appropriate rates, inventory, restrictions, and selling strategies within brand systems.
Work effectively with Hilton, Marriott, Hyatt, Choice, IHG, and other brand revenue resources as applicable.
Ensure revenue strategies are consistent across systems and distribution channels.
Stay current on brand revenue programs, system enhancements, market trends, and industry best practices.

Qualifications

Bachelor's degree in Hospitality, Business, Finance, or related field preferred.
Minimum 5 years of hotel revenue management, sales, operations, or related hospitality experience.
Multi-property revenue management experience strongly preferred.
Strong knowledge of hotel revenue management principles, forecasting, pricing, and distribution.
Experience with Hilton, Marriott, Hyatt, Choice and/or IHG brands preferred.
Strong understanding of STR reporting and hotel performance metrics.
Advanced analytical and financial skills.
Strong Excel and reporting capabilities.
Ability to translate data into clear strategies and actionable recommendations.
Excellent communication and organizational skills.
Decision-Making Authority
Adjust rates, inventory controls, restrictions, and selling strategies within established company guidelines.
Recommend pricing and strategy for group and negotiated business.
Develop and implement hotel-specific revenue action plans.
Recommend promotional and distribution strategies.
Escalate significant revenue risks, market changes, or performance concerns to the COO.
Challenge existing strategies when data indicates a better revenue opportunity.
Executive Competencies
Revenue & Financial Acumen
Strategic Thinking
Analytical Decision-Making
Accountability
Communication
Collaboration
Sense of Urgency
Problem Solving
Commercial Awareness
Proactive Leadership
Key Performance Indicators
RevPAR Performance
RevPAR Index (RGI)
ADR & ADR Index (ARI)
Occupancy & Occupancy Index (MPI)
Revenue vs. Budget
Revenue vs. Forecast
Forecast Accuracy
Market Share Growth
Pricing & Inventory Optimization
Need-Date Performance
Overall Portfolio Revenue Growth
Contribution to GOP Performance

Travel Requirements
Periodic travel to HMP Properties hotels, corporate meetings, brand meetings, and industry events as required.

Physical Requirements
Ability to travel as required.
Ability to work extended or flexible hours during budgeting periods, major market events, hotel transitions, or other business needs.

Work Environment
Corporate-based revenue leadership role requiring frequent communication and collaboration with General Managers, Sales Leaders, Regional Operations Managers, brand revenue teams, and corporate leadership.

The position requires the ability to manage multiple hotels and markets simultaneously while maintaining a high level of responsiveness, organization, and accountability.

Why HMP Properties
At HMP Properties, we believe strong revenue performance does not happen by accident. It requires strategy, urgency, collaboration, accountability, and a thorough understanding of each hotel's market.

The Revenue Manager plays a critical role in ensuring our hotels are selling the right room, to the right guest, at the right price, at the right time while protecting long-term profitability.

This leader is expected to look beyond the numbers, challenge the status quo, anticipate opportunities, and work alongside our hotel and corporate teams to drive measurable results.

At HMP, revenue management is not simply about managing rates - it is about owning the revenue strategy and maximizing every opportunity available to our hotels.

I made this more results-driven than a typical Revenue Manager description because I think that fits HMP better. It also makes an important distinction: this person isn't there just to run reports and change rates - they are expected to own the revenue strategy, identify opportunities before they're missed, and be accountable for results.