Director of Revenue

Position Summary

The Corporate Director of Revenue provides strategic leadership for the revenue management function across a portfolio of Hilton and Marriott branded hotels. This role is responsible for maximizing total hotel profitability through effective pricing, inventory management, demand forecasting, distribution strategy, and commercial leadership.

Working closely with property General Managers, Directors of Sales, Revenue Managers, Marketing, Operations, and ownership groups, the Corporate Director of Revenue develops and executes strategies that optimize market share, RevPAR, ADR, occupancy, and total revenue while ensuring compliance with Hilton and Marriott brand standards.

This position serves as a trusted advisor to executive leadership and hotel ownership by translating market intelligence into actionable commercial strategies that improve financial performance across the portfolio.

Essential Responsibilities

Lead the revenue management strategy for a portfolio of Hilton and Marriott branded hotels, ensuring each property achieves its revenue and profitability objectives while supporting overall portfolio performance.

Develop and oversee short-term and long-term pricing strategies based on market demand, competitive intelligence, booking pace, business mix, and economic trends.

Direct the preparation of daily, weekly, monthly, and annual forecasts, budgets, and revenue plans, ensuring accuracy and accountability throughout the organization.

Provide strategic oversight of transient, group, negotiated corporate, wholesale, government, and OTA business segments to maximize total revenue opportunities.

Partner with Sales leadership to evaluate group opportunities, perform displacement analyses, establish pricing guidelines, and optimize group versus transient business decisions.

Lead weekly revenue strategy meetings with hotel leadership teams, providing recommendations on pricing, inventory controls, promotional strategies, and demand generation initiatives.

Monitor portfolio performance through key performance indicators including RevPAR, ADR, Occupancy, RevPAR Index (RGI), Average Rate Index (ARI), Market Penetration Index (MPI), Net RevPAR, and Total RevPAR.

Analyze STR reports, market trends, booking pace, demand generators, competitor behavior, and economic indicators to identify risks and revenue opportunities.

Ensure optimal distribution strategy across all booking channels, including brand websites, central reservation systems, direct channels, GDS, OTAs, wholesalers, and third-party distribution partners.

Partner with Digital Marketing teams to align promotional campaigns with revenue objectives while protecting rate integrity and maximizing direct bookings.

Collaborate with Operations to identify compression periods, staffing impacts, inventory controls, and guest experience opportunities during high-demand periods.

Support annual business planning, capital planning, hotel openings, renovations, conversions, repositioning projects, and new property acquisitions.

Prepare and present executive-level revenue analyses, forecasts, and strategic recommendations to ownership groups, asset managers, and senior corporate leadership.

Develop, mentor, and coach Regional Directors of Revenue, property Revenue Managers, and hotel leadership teams while promoting best practices across the portfolio.

Ensure compliance with Hilton and Marriott revenue management standards, commercial initiatives, and brand reporting requirements.

Continuously evaluate emerging technology, revenue management systems, and industry trends to improve efficiency and commercial performance.

Qualifications

Bachelor's degree in Hospitality Management, Business Administration, Finance, or a related field preferred.

Minimum of seven to ten years of progressive hotel revenue management experience, including multi-property or regional leadership responsibilities.

Experience managing Hilton and Marriott branded hotels is strongly preferred.

Demonstrated success leading revenue strategy across full-service, select-service, lifestyle, resort, and extended-stay hotel portfolios.

Strong understanding of hotel financial statements, budgeting, forecasting, and profit optimization.

Experience presenting revenue strategies to ownership groups, executive leadership, and asset managers.

Proven ability to influence cross-functional teams and lead organizational change.

Excellent analytical, communication, and leadership skills with the ability to simplify complex market data into actionable business decisions.

Preferred Systems Experience

Experience with Hilton commercial platforms and revenue management tools.

Experience with Marriott commercial systems and revenue management platforms.

Knowledge of IDeaS RMS, Duetto, OTA Insight, Lighthouse, Amadeus Demand360, Delphi, STR reporting, Hotelligence, OnQ, Opera PMS, and other hotel commercial technologies.

Advanced proficiency with Microsoft Excel, Power BI, and business intelligence reporting tools is preferred.

Core Competencies

The ideal candidate is a strategic thinker who combines analytical expertise with strong leadership skills. They demonstrate sound business judgment, communicate effectively with executives and ownership groups, and foster collaboration across Revenue Management, Sales, Marketing, Finance, and Operations. They are comfortable making data-driven decisions in a fast-paced environment while balancing brand standards, owner objectives, and long-term portfolio growth.

Performance Measures

Success in this role will be measured through portfolio RevPAR Index growth, ADR performance, occupancy optimization, forecast accuracy, budget achievement, market share gains, direct booking growth, commercial collaboration, team development, owner satisfaction, and overall contribution to hotel profitability.