Revenue Manager

Job Summary

The Revenue Manager is a sole contributor responsible for developing and implementing revenue strategies across market segments, room types, and distribution channels to maximise Revenue per Available Room, Average Daily Rate, profitability, and market share performance.

The role independently analyses demand, pricing, booking patterns, competitor performance, and market conditions to optimise rates and inventory while providing timely and accurate commercial insights to support business decisions. Working closely with the Management, Sales, Marketing, Reservations, Front Office, and other stakeholders, the Revenue Manager influences and aligns pricing, distribution, demand generation, and overall commercial strategies to support the hotel’s business objectives.

Areas of Focus

This role focuses on revenue optimisation, pricing strategy, forecasting, inventory management, market segmentation, distribution and channel management, demand analysis, competitive benchmarking, commercial analytics, and cross-functional commercial collaboration.

Strategic Responsibilities/ Duties

• Develop and implement revenue management strategies to maximise Revenue per Available Room, Average Daily Rate, occupancy, profitability, and market share performance.
• Establish and continuously review pricing strategies by room type, market segment, booking channel, and demand period based on business performance and market conditions.
• Monitor booking pace, pickup, demand patterns, lead times, cancellations, length of stay, and other relevant indicators to identify revenue opportunities and potential risks.
• Prepare accurate daily, weekly, monthly, and long-term revenue forecasts to support commercial, financial, and operational planning.
• Monitor hotel performance against budget, forecast, historical results, competitive set, and market benchmarks, recommending appropriate actions where required.
• Conduct regular competitor and market analysis, including pricing, demand trends, market positioning, and competitive set performance.
• Manage room inventory and availability across direct and indirect distribution channels to optimise revenue contribution and channel mix.
• Ensure rates, room types, packages, restrictions, and inventory are accurately and timely loaded across relevant systems and distribution channels.
• Monitor the performance and cost effectiveness of distribution channels, including direct bookings, Online Travel Agencies, Global Distribution Systems, and other relevant channels.
• Identify opportunities to optimise channel contribution, reduce unnecessary distribution costs, and increase direct booking performance.
• Work closely with Sales to evaluate corporate negotiated rates, Requests for Proposal, account performance, and other business opportunities based on demand, pricing, and revenue considerations.
• Evaluate group and event opportunities using appropriate revenue and displacement analysis to support commercially sound pricing and acceptance decisions.
• Work closely with Marketing and E-commerce to identify need periods and develop appropriate promotions, packages, campaigns, and demand-generation initiatives.
• Analyse the performance of promotions, packages, and commercial initiatives and recommend adjustments based on revenue contribution, demand generation, and profitability.
• Facilitate regular revenue and commercial meetings, presenting performance analysis, forecasts, market insights, recommendations, and proposed actions to relevant stakeholders.
• Provide Sales, Marketing, Reservations, Front Office, and other relevant departments with revenue insights and recommendations to support effective commercial decision-making.
• Identify incremental revenue opportunities through room category optimisation, upselling, packages, length-of-stay strategies, market segmentation, and other revenue initiatives.
• Build and maintain productive relationships with Online Travel Agencies, distribution partners, technology providers, and other relevant business partners to support revenue and market share objectives.
• Support the Management in the strategic planning process and development of the Annual Business Plan, budget, revenue strategy, and commercial objectives.
• Prepare revenue analysis, forecasts, business performance reports, and presentation materials for the General Manager, senior management, and Board of Directors where required.
• Maintain the integrity and accuracy of pricing, inventory, market segmentation, and other revenue-related information across the Revenue Management System, Property Management System, Central Reservation System, and distribution platforms.
• Maintain awareness of market developments, competitor activities, customer booking behaviour, distribution trends, technology, and emerging revenue management practices that may affect hotel performance.
• Provide guidance to relevant stakeholders on revenue management principles, pricing strategies, inventory controls, demand patterns, and commercial performance to support consistent execution of agreed strategies.
• Work collaboratively with Sales & Marketing and other hotel departments to influence and align commercial strategies without direct reporting authority.
• Recommend improvements to revenue management processes, reporting systems, and commercial practices to improve efficiency and decision-making.
• Perform other duties as assigned by the direct reporting manager.

Key Skills and Requirements

• Diploma or Degree in Hospitality Management, Business, Revenue Management, Finance, or a related discipline.
• Relevant experience in hotel revenue management, with hands-on experience in pricing, forecasting, inventory management, market segmentation, and distribution.
• Strong understanding of hotel revenue management principles, including Revenue per Available Room, Average Daily Rate, occupancy, forecasting, displacement, market segmentation, and pricing strategies.
• Strong analytical capability with the ability to interpret commercial market, and booking data and translate findings into practical business recommendations.
• Good understanding of hotel distribution channels, including direct channels, Online Travel Agencies, Global Distribution Systems, corporate business, and other third-party distribution channels.
• Experience with hotel Revenue Management Systems, Property Management Systems, Central Reservation Systems, and relevant market intelligence or distribution platforms is advantageous.
• Strong commercial awareness with the ability to identify incremental revenue, market share, and profitability opportunities.
• Strong forecasting, planning, problem-solving, and decision-making skills with a high level of attention to detail.
• Strong communication and presentation skills with the ability to explain complex revenue information and commercial recommendations clearly to different stakeholders.
• Strong stakeholder management and influencing skills with the ability to collaborate effectively with the Management, Sales, Marketing, Reservations, Front Office, Finance, and other departments.
• Ability to work independently, manage competing priorities, and take ownership of the hotel’s revenue management activities.
• Ability to operate effectively as a sole contributor while influencing cross-functional stakeholders and driving commercial initiatives without direct reporting authority.