Ancillary and Room Revenue Manager

Job Description

Job Description

The Ancillary and Room Revenue Manager supports revenue performance across the hotel portfolio by overseeing revenue strategy for a select set of branded and independent properties while coordinating ancillary-revenue initiatives across hotels. The position analyzes historical, current and forecasted demand; manages pricing, inventory, forecasts and distribution strategies; monitors competitive and STR performance; and partners with hotel leadership, Sales, Marketing and E-Commerce to identify revenue opportunities and maximize rooms and ancillary revenue.

Key Responsibilities

Revenue Reporting & Ancillary Revenue

• Complete revenue reports for all hotels.
• Complete ancillary revenue reports for each hotel.
• Host monthly ancillary revenue calls for a select set of properties that may include both branded and independent hotels.
• Review and monitor front desk incentive programs with each hotel.
• Work with hotels to develop seasonal add-ons.
• Monitor the guest journey through guest messaging systems to ensure communications are timely, on brand and include calls to action throughout the stay.
• Audit upsell availability.

Revenue Strategy & Performance Management

• Oversee revenue strategy for a select set of properties that may include both branded and independent hotels.
• Analyze historical, current and forecasted booking data to identify demand trends, revenue opportunities and potential risks for rooms and ancillary revenues.
• Monitor occupancy, ADR, RevPAR, pickup, demand and overall revenue performance against established targets.
• Review week-over-week pickup, pricing and market demand to determine appropriate revenue strategies.
• Evaluate room-type pricing differentials and ensure rates are appropriately positioned based on room type and demand.
• Review seasonal pricing differentials and adjust based on market conditions and demand patterns for rooms and ancillary revenues.
• Develop and implement strategies to maximize revenue during high- and low-demand periods.
• Identify opportunities for upselling, cross-selling and increasing customer value across hotels, where applicable.
• Develop strategies around need dates, perfect-sell opportunities and inventory optimization.

Forecasting & Budgeting

• Complete weekly revenue forecasts for the current month and following month.
• During budget season, maintain and update forecasts for the remainder of the year, including September through December.
• Work with hotels to develop and review their overall 2027 revenue forecasts (Schedule 3).
• Partner with hotel leadership to review anticipated group revenue for the following year (Schedule 4).
• Participate in scheduled budget-season meetings and provide revenue strategy, forecasting and market insights.
• Analyze historical performance, current booking pace, market conditions and future demand when developing forecasts.

Pricing, Inventory & Promotions

• Build and maintain room rates and promotions within StayNTouch.
• Activate and manage promotions across applicable OTA channels.
• Create targeted promotions and flash sales to generate demand during need dates.
• Open and manage hotel inventory on a rolling 12-month basis.
• Develop and adjust length-of-stay restrictions based on demand, occupancy and market conditions.
• Review room-type pricing and ensure appropriate rate differentials between room categories.
• Work with hotels on out-of-order room efficiency and perfect-sell strategies to maximize available inventory.
• Evaluate the effectiveness of pricing strategies, promotions and restrictions and make adjustments based on performance.

Competitive & Market Analysis

• Review competitive-set pricing and positioning on a weekly basis.
• Analyze week-over-week pickup and competitor pricing to determine appropriate rate strategies.
• Monitor market conditions, demand patterns and competitive activity to identify revenue opportunities.
• Review STR performance and ensure hotel data is accurately collected and submitted each week.
• Read and interpret STR reports to identify trends, competitive positioning and opportunities for improvement.

Distribution & OTA Management

• Manage and optimize revenue strategies across OTA channels, including Booking.com, Expedia and Priceline.
• Meet monthly with Booking.com, Expedia and Priceline Market Managers to review performance, opportunities and market trends.
• Reconcile OTA statements and review discrepancies with hotel teams.
• Identify revenue opportunities and potential losses through OTA reconciliation and provide hotels with strategies and best practices to minimize revenue leakage.
• Monitor OTA performance and evaluate the effectiveness of promotions and channel strategies.

Sales, Marketing & E-Commerce Collaboration

• Partner with the Sales team on group pricing, displacement analysis and group business decisions.
• Work with Sales to evaluate anticipated group revenue and its impact on overall hotel revenue strategy.
• Collaborate with Marketing and E-Commerce teams to evaluate promotions, packages, campaigns and direct-booking opportunities.
• Ensure marketing and promotional initiatives align with demand patterns and revenue objectives.

Hotel Communication & Revenue Leadership

• Host weekly revenue calls with each hotel using a consistent agenda and revenue-management process.
• Communicate key performance trends, pricing recommendations, forecast changes and revenue opportunities to hotel leadership.
• Work collaboratively with hotel teams to implement recommended revenue strategies.
• Provide ongoing guidance, best practices and revenue-management support to the hotels.
• Ensure hotels understand the rationale behind pricing, inventory, forecasting and promotional decisions.

Role Structure

This position combines direct revenue-strategy oversight for a select set of branded and independent hotels with portfolio-level revenue reporting and ancillary-revenue support. The Revenue & Ancillary Manager is responsible for using performance data, forecasts, market conditions and competitive insights to guide pricing, inventory, distribution and promotional decisions for assigned properties.

The role works collaboratively with hotel leadership and cross-functional Sales, Marketing and E-Commerce teams to implement revenue strategies, support group and promotional decisions, and identify opportunities to increase both rooms and ancillary revenue. Regular weekly revenue calls, monthly ancillary revenue calls and ongoing reporting provide the structure for communicating recommendations, tracking performance and supporting hotel teams.

Additional Responsibilities

• Perform other duties and special projects as assigned.