Director of Revenue Management

Job Requirements

Starting Salary: $150,000 yearly + depending on experience

This is an on-site position located in Verona, NY.

Turning Stone Enterprises is seeking a strategic, analytically driven Director of Revenue Management to lead revenue strategy across our diverse hotel portfolio. In this high-impact role, you'll shape pricing, forecasting, and inventory strategies that maximize profitability while building a strong long-term occupancy base-up to six years into the future.

Reporting to the Vice President of Strategic Analytics & Revenue Optimization, you'll partner closely with Sales, Hotel Operations, Casino Marketing, Player Development, Gaming, Golf, and Marketing to align enterprise-wide revenue initiatives. The ideal candidate is a collaborative leader with deep hotel revenue expertise, strong analytical skills, and a proven ability to influence cross-functional teams.

If you're motivated by driving growth, optimizing performance, and setting long-term strategy for a major hospitality enterprise, this role offers the opportunity to make a significant impact.

What does a Director of Revenue Management do?

• Directs the development of pricing and inventory strategies for all hotel properties, tailored to each brand's unique positioning, to optimize profitability while preserving our brand standards.
• Provides accurate forecasts of revenue, occupancy, average daily rate, and variances to budget; evaluates business performance against key performance indicators, and delivers actionable recommendations to optimize profitability while preserving our brand standards.
• Conducts competitive set analyses and market trend evaluations to ensure Turning Stone hotels remain positioned favorably to key competitors.
• Manages revenue strategy meetings with property leadership to align tactics and strategy.
• Partners closely with the Sales, Hotel Operations, Casino Marketing, Player Development, Gaming, and Golf teams to evaluate, negotiate, and price business, balancing profitability with establishing a solid base of occupancy up to 6 years into the future while preserving our brand standards.
• Conducts displacement and profitability analyses for group and convention business, ensuring optimal contribution to overall enterprise results.
• Collaborates with Sales leadership on pace management, convention calendar optimization, and long-term group contracting strategies.
• Aligns group pricing and inventory strategies with transient demand to maximize overall enterprise value.
• Analyzes pickup, pace, and booking patterns to optimize transient, group, and package revenue.
• Develops monthly and quarterly performance reports with insights and recommendations to improve long-term strategies.
• Oversees displacement analysis for group and transient business (conventions, tour & travel, casino events, and golf groups) to maximize profitability while preserving our brand standards.
• Directs channel management strategy, ensuring an optimal mix of direct, online travel agency, casino, and group business while preserving our brand standards.
• Partners with Enterprise Marketing and Digital teams to enhance website conversion, optimize promotions, and strengthen loyalty channels.
• Maintains strategic relationships with key third-party partners and technology providers, including Duetto.
• Works dynamically, in real time, with the Group Sales Team to provide optimal room rate guidance in support of RFP responses. This role will act as a business partner to the Group Sales team.
• Works closely with Engagement & Loyalty (player development), Finance, and Hotel Operations (hospitality, golf & spa) to ensure revenue strategies align with enterprise goals.
• Partners with the Marketing and Engagement & Loyalty teams to build demand-driving promotions while safeguarding rate integrity.
• Advises senior leadership on strategic initiatives, promotions, and future price strategies.
• Leads, supervises, and mentors the existing Revenue Optimization Analyst; fosters a culture of data-driven decision making, accountability, and continuous improvement.
• Provides training and development on revenue management systems, forecasting, and reporting tools.
• Champions collaboration across all properties to ensure consistent adoption of best practices.
• Develops standardized revenue management processes, policies, and supporting tools to improve efficiency and decision quality.
• Evaluates and implements new technologies to enhance forecasting, reporting, and data visualization capabilities.
• Facilitates enterprise-wide revenue strategy discussions, including cross-business initiatives such as promotions, comps strategy, and enterprise budgeting.
• Supports ancillary revenue optimization opportunities across the enterprise, including package design and cross-sell strategies tied to gaming, golf, spa, and entertainment.

Who We Are:

We are Turning Stone Enterprises, a dynamic organization with a diverse range of business operations. Among our prominent offerings is the Turning Stone Resort Casino, which has received the prestigious Best of New York Gaming Resort award for an impressive six consecutive years. Complementing this flagship property, we operate satellite casinos like YBR Casino & Sports Book, Point Place Casino, and The Lake House at Sylvan Beach. Beyond gaming and hospitality, our portfolio also includes convenience stores, three 18 hole PGA-level golf courses, and other unique ventures.

Work Experience

To be successful as a Director of Revenue Management, you'll need:

• Bachelor's degree in Business, Hospitality, Finance, Analytics, or related field; Master's degree preferred.
• 7+ years of progressive experience in hotel revenue management or analytics, including direct responsibility for multi-property or resort portfolio performance.
• Expertise with revenue optimization systems (Duetto or equivalent).
• Strong proficiency with business intelligence and reporting tools (SQL, Power BI, Excel).
• Deep understanding of hotel, resort, and casino operations and their impact on revenue performance.
• Proven success in partnering with Sales teams to evaluate and secure long-term group business (up to 6 years out) that balances profitability and baseline occupancy.
• Proven ability to communicate effectively with executive leadership and cross-functional teams.
• Exceptional analytical skills, financial acumen, and attention to detail.
• Ability to manage multiple priorities, lead a team, and deliver results in a fast-paced environment.
• Must maintain confidentiality and demonstrate integrity in all business dealings.
• Ability to stand/walk for long periods of time and lift up to 11 - 20 pounds.

Technical Skills (exposure to some/all of the following)

• Revenue Management Platforms (Duetto, IDeaS, Rainmaker)
• Property Management Systems (LMS, Opera, or similar)
• Microsoft Excel (advanced modeling and analytics)
• SQL databases and querying languages
• Business Intelligence platforms (Power BI, Tableau, Alteryx)
• Data visualization and reporting techniques

Key Competencies

• Strategic Leadership: Ability to set vision and lead large-scale revenue initiatives.
• Analytical Expertise: Translates complex data into actionable business strategies.
• Collaboration & Influence: Builds strong partnerships across hotel, casino, and enterprise functions.
• Innovation: Seeks and implements new tools and techniques to gain a competitive edge.
• Results-Driven: Consistently delivers on performance goals and revenue targets.

What we value:

• Positivity - Team members who are passionate to learn, energetic to hit the ground running and willing to grow in a professional, team-oriented environment with a focus on guest service.
• Growth Opportunities - We offer a successful journey, including hands-on training and support to advance your career.
• Empowerment - We believe in our team members. With learning opportunities, career growth potential and recognition of outstanding performance, we encourage our team to take pride in their work.

Benefits

Why choose Turning Stone Enterprises?

• Paid weekly
• Variety of schedules
• Paid time off
• Tuition assistance
• Career-building professional development
• Discounts from dining to fuel to concerts
• Team Member appreciation events
• Quality healthcare and dental benefits
• A robust 401k retirement plan
• Dealer School
• Finance Scholarship Program

Why You Will Appreciate Us:

At Turning Stone Enterprises, we prioritize the well-being and professional growth of our team members by offering an extensive array of benefits. From comprehensive medical, dental, and vision plans to a 401(k) and life insurance, we ensure your health and financial security. Our work-life balance support includes paid time off, paid holidays, and team member assistance programs. We're also committed to wellness, with various programs and an upcoming 5,000-square-foot onsite medical center.

With over 4,500 team members across Central New York, we focus on delivering exceptional experiences for both our guests and staff. Our resources include training programs, complimentary shuttles, and career development initiatives, helping you reach your professional goals. Whether you're starting your career or advancing it, join us for a rewarding journey of growth and success at Turning Stone Enterprises. We look forward to welcoming you to our team!