Cluster Director of Revenue

Essential Functions & Key Actions

Revenue Performance Analysis

•Monitor daily, weekly and monthly performance across all properties.

•Analyze Occupancy, ADR, RevPAR, Total Revenue, Room Revenue and profitability indicators.

•Review actual performance against Budget, Forecast, Last Year and Market/Competitive Set.

•Identify performance gaps, revenue opportunities and potential risks.

•Analyze booking pace, pickup, cancellation, no-show and booking window trends.

•Monitor demand patterns by market segment, source, channel, room type and rate category.

•Conduct root-cause analysis when performance is below target and recommend corrective actions.

•Prepare regular revenue performance reports and management recommendations.

Business Intelligence & Data Analysis

•Utilize historical data, current booking trends and market information to support commercial decisions.

•Analyze demand by day of week, seasonality, holidays, events and market conditions.

•Review displacement opportunities and high-demand dates.

•Identify compression periods and low-demand periods.

•Establish appropriate business rules based on demand and market behavior.

•Ensure revenue decisions are supported by accurate and timely data.

Commercial Strategy

•Develop and implement an overall Cluster Commercial Strategy aligned with business objectives.

•Work closely with Sales, Marketing, E-Commerce and General Managers to maximize total hotel revenue.

•Develop strategies by market segment, including: Corporate, Leisure, Wholesale, Group, MICE, OTA, Direct, Long Stay and Other relevant segments

•Identify new revenue opportunities and potential demand sources.

•Evaluate business mix and optimize the balance between volume and rate.

•Provide commercial recommendations for low-demand and high-demand periods.

•Support strategic decisions relating to promotions, packages, campaigns and special offers.

•Ensure commercial strategies are consistent across the cluster while allowing flexibility for individual property requirements.

Forecast & Budget

•Lead the monthly and rolling Revenue Forecast process for all assigned properties.

•Prepare accurate forecasts for: Occupancy

oADR

oRevPAR

oRoom Revenue

oTotal Revenue where applicable

•Review booking pace and pickup against previous periods and historical trends.

•Incorporate market demand, events, seasonality, competitor activity and current booking trends into forecasts.

•Identify risks and opportunities within the forecast and recommend actions.

•Challenge assumptions and ensure forecasts are realistic, commercially driven and achievable.

•Lead and support the annual Room Revenue Budget preparation.

•Establish realistic assumptions for occupancy, ADR, RevPAR and room revenue.

•Review historical performance and future market conditions when developing budgets.

•Work with Finance and commercial teams to align revenue assumptions with the overall business plan.

•Monitor performance against budget throughout the year and recommend corrective actions.

Inventory & Yield Management

•Optimize room inventory allocation across all market segments and distribution channels.

•Manage availability according to demand and expected revenue contribution.

•Implement appropriate controls during high-demand and compression periods.

•Review room-type availability and opportunities for upselling.

•Manage restrictions such as:

oMinimum Length of Stay (MLOS)

oClosed to Arrival (CTA)

oClosed to Departure (CTD)

oStop Sell

oRoom-type restrictions

oRate restrictions

•Balance occupancy and rate to maximize RevPAR and overall revenue contribution.

•Review group blocks and potential displacement against higher-rated transient demand.

•Ensure inventory decisions support both short-term revenue and long-term commercial strategy.

Sales & Distribution

•Work closely with Sales to evaluate accounts, contracts, groups and negotiated business.

•Provide revenue guidance for corporate rates, group rates and special contracts.

•Evaluate the commercial value of business before accepting low-rated or high-displacement opportunities.

•Support Sales in identifying periods and segments requiring additional demand.

•Provide recommendations on target markets and business opportunities.

•Develop and optimize the hotel's distribution strategy across all segments

•Monitor channel production, revenue contribution, commission and profitability.

•Evaluate channel cost versus revenue contribution.

•Identify opportunities to shift demand toward more profitable channels.

•Monitor rate parity and availability consistency.

•Review OTA promotions and determine whether participation supports the hotel's commercial strategy.

•Work closely with E-Commerce, Distribution and Reservations teams to ensure accurate rate and inventory loading.

Market & Competitor Analysis

•Monitor competitor pricing, promotions, availability and positioning.

•Conduct regular Competitive Set / Comp Set analysis.

•Monitor market demand and changes in customer behavior.

•Review market intelligence, destination trends, events and economic factors affecting demand.

•Analyze market share and performance indexes where applicable, including:

oMPI – Market Penetration Index

oARI – Average Rate Index

oRGI – Revenue Generation Index

•Provide management with clear recommendations based on market intelligence.

Revenue Meetings & Commercial Communication

•Lead or participate in daily/weekly/monthly revenue and commercial meetings.

•Present performance, forecast, risks and opportunities to senior management.

•Communicate revenue strategies clearly to Sales, Marketing, Reservations, E-Commerce and Operations.

•Ensure all relevant departments understand key revenue priorities and actions.

•Follow up on agreed commercial actions and measure their effectiveness.

•Provide concise and actionable recommendations rather than reporting data only.

General Tasks & Responsibilities

•Establish standard revenue management practices across the cluster.

•Ensure consistency in revenue processes, reports and commercial analysis.

•Develop and maintain Revenue Management SOPs and guidelines.

•Coach, develop and mentor Revenue Managers and Revenue Analysts.

•Build revenue management capability within the cluster.

•Support system implementation, including RMS, PMS, CRS, channel manager and other commercial technology.

•Ensure data accuracy across revenue systems.

•Work closely with Finance to reconcile revenue reporting and identify discrepancies.

•Support hotel openings, renovations, rebranding or major commercial projects where required.

•Participate in commercial projects and strategic initiatives assigned by management.

•Maintain confidentiality of commercial and financial information.

•Perform other reasonable duties as assigned by management.