JOB SUMMARY
The Director of Revenue is a strategic commercial leader responsible for driving total hotel revenue performance across rooms, transient, group, and distribution channels. The role provides enterprise-wide leadership in pricing, inventory optimisation, forecasting, and demand strategy while ensuring alignment with the brand philosophy and long-term business objectives. As a Key Department Manager / Guidance Team Member, the Director of Revenue partners closely with Sales, Marketing, Finance, and Operations to maximise profitability, market share, and sustainable growth. The role balances strategic foresight, commercial acumen, and inspirational people leadership.
THE ROLE
Serve as the hotel’s principal authority on revenue strategy, demand forecasting, pricing, and inventory management. Define and execute integrated short-, medium-, and long-term revenue strategies (3, 6, and 12-month horizons). Lead total revenue optimization across transient, group, corporate, leisure, wholesale, and distribution channels. Ensure all revenue strategies align with brand philosophy, commercial objectives, and long-term business vision. Actively contribute to Guidance Team discussions, shaping hotel-wide strategy and performance outcomes. Develop, own, and manage annual revenue budgets, rolling forecasts, and long-range financial plans. Drive market share gains by analyzing competitive intelligence, demand trends, and market dynamics. Lead month-end, quarterly, and annual revenue performance reviews with clear insights and actionable recommendations. Evaluate market share, rate positioning, channel mix, and contribution margins to optimise profitability. Partner with Finance to ensure forecast accuracy, budget discipline, and achievement of GOP and revenue targets. Oversee pricing architecture, booking windows, restrictions, and inventory controls using RMS and PMS platforms (e.g. Easy RMS, OPERA). Ensure effective channel distribution strategy, including GDS, brand.com, OTAs, wholesalers, and direct channels. Lead the analysis of booking patterns, pickup, wash, turndown, and demand indicators to guide selling strategies. Provide clear, timely communication of revenue strategy and anticipated business demand to hotel stakeholders. Partner with Sales and Marketing to align revenue strategy with acquisition, retention, and positioning initiatives. Contribute meaningfully to the annual marketing and sales planning process, ensuring revenue alignment. Lead and facilitate Revenue Strategy Meetings, Sales Strategy Meetings, and Executive Commercial Reviews. Provide data-driven insights to support key account decisions, promotions, and strategic initiatives. Provide executive oversight of Revenue and Reservations operations, ensuring adherence to brand, service, and operational standards. Ensure accuracy, integrity, and timeliness of all reservations, group blocks, rooming lists, and system data. Monitor service quality, guest feedback, and service recovery related to reservations and revenue touchpoints. Oversee payroll planning, departmental expenses, and resource optimisation within budget parameters. Provide inspirational leadership and clear direction, role-modelling the Capella Culture and Service Philosophy. Build a high-performing revenue team through coaching, mentoring, succession planning, and capability development. Set clear performance expectations, provide regular feedback, and conduct performance reviews and talent calibration. Identify and address training needs to elevate commercial capability across the team. Foster strong cross-departmental relationships, serving as a catalyst for collaboration and shared accountability. Ensure integrity, accuracy, and optimisation of all revenue systems, data sources, and reporting tools. Lead continuous improvement of SOPs, processes, and analytical capabilities to enhance efficiency and effectiveness. Maintain strong awareness of market events, city-wide demand drivers, and macro trends impacting performance. Champion data-driven decision-making and innovation in revenue management practices.
TALENT PROFILE
Qualification Bachelor’s degree in business, Hospitality, Finance, or related discipline Advanced qualification in Revenue Management or Commercial Strategy is an advantage
Work Experience Minimum 7–10 years experience in revenue management within luxury or upper-upscale hospitality Significant experience in a senior revenue leadership role with demonstrated commercial impact Proven track record of leading teams and influencing executive stakeholders
Technical Skills Advanced proficiency in Revenue Management Systems (e.g. Easy RMS) Strong financial acumen and forecasting expertise Advanced PMS and distribution knowledge (e.g. OPERA, GDS, channel management) High-level analytical, presentation, and executive communication skills
Kindly note that only shortlisted candidates will be contacted.