Director of Revenue

JOB SUMMARY

The Director of Revenue is responsible for driving market-leading performance in RGI and ADR, ensuring Park Hyatt Bangkok consistently ranks #1 in competitive benchmarks. This role balances financial objectives across all lodging products, optimizing total revenue and profitability through precise pricing, segmentation and inventory strategies. The Director of Revenue acts as the strategic architect of revenue performance, analyzing competitor data, adjusting mix across segments and deploying pricing initiatives that secure market share.

Success requires not only analytical expertise but also active collaboration with the sales organization. The Director of Revenue will work closely with each sales team member (Luxury Sales, Wholesale, Corporate Sales, MICE Sales and Events Sales) to review performance, align strategies and ensure demand is maximized across all segments.

Core Responsibilities

Market & Competitor Analysis

• Continuously monitor STR and competitor performance to identify opportunities and risks, analyze past strategies to best capture available market share and to assist in development of RevPAR Index forecasts
• Maintain close professional relationships with competitor revenue leaders to anticipate market shifts.
• Benchmark ADR and RGI performance, ensuring Park Hyatt Bangkok consistently leads in both metrics.
• Analyze information, identify current and potential problems and propose solutions.
• Analyze period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Generate updates on transient segment each period and continually analyze transient booking patterns.
• Assist with account diagnostics process and validate conclusions.
• Maintain accurate reservation system information.
• Check distribution channels regularly for hotel positioning, information accuracy and competitor positioning.
• Identify the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Generate and provide accurate and timely results in the form of reports, presentations, etc.
• Observe, receive and otherwise obtain information from all relevant sources.
• Submit reports in a timely manner, ensuring delivery deadlines.

Revenue Strategy & Pricing

.Design and implement dynamic pricing strategies across transient, group and suite segments.

.Adjust mix of sales channels and segmentations to maximize ADR contribution and market share.

.Lead tactical activations during demand shifts (seasonal events, market downturns).

.Ensure suite mix optimization, with emphasis on Specialty Suite contribution to ADR leadership.

.Leverage World of Hyatt membership data to optimize member bookings, balancing redemption nights, compensation opportunities and loyalty-driven revenue growth

.Provide critical input to property leaders for development of market sales strategy.

.Provide revenue management functional expertise and leadership to EAM S&M and general manager and property leadership teams

.Implement and evaluate revenue tests.

.Ensure that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.

.Provide recommendations to improve effectiveness of revenue management processes.

.Uphold rate parity and rate integrity across all channels, ensuring Hyatt's brand standards are consistently maintained.

.Manage OTA performance by analyzing dashboards, identifying booking trends, and aligning with digital marketing strategies to optimize spend and maximize conversion

.Define upselling targets for Front Office teams, track performance and refine tactics to ensure incremental revenue growth.

.Manage inventory strategically to balance demand, maximize ADR and protect rate integrity

Sales Collaboration & Field Engagement

.Partner closely with each sales team member (Luxury, Wholesale, Corporate, MICE, Events) to review performance by segment and provide direction to achieve ADR goal

.Conduct joint reviews of Demand 360 & Agency 360 data to identify opportunities and provide direction on strategies to focus on.

.Review events pace and historical data with Events Sales to anticipate demand and adjust forecasting, pricing and tactics.

.Attend group and sales meetings regularly to gain full understanding of field challenges and align revenue strategies with sales execution.

.Suggest tactical adjustments and support sales initiatives to ensure cohesive market approach

Collaboration & Stakeholder Engagement

.Work closely with EAM - Sales & Marketing to co-create strategies to win market share.

.Communicate revenue strategies and performance transparently to owners, ensuring alignment with priority of RGI leadership.

.Provide functional expertise and guidance to General Manager, Sales and Operations teams

Performance Management

.Generate accurate forecasts, budgets and performance reports for owners and leadership.

.Generate yearly room revenue budget through detailed historical data analysis, identifying trends and proposing appropriate growth targets and business mix adjustments.

.Identify areas of underperformance and propose corrective actions.

.Lead revenue tests and evaluate outcomes to refine strategy.

.Ensure distribution channels reflect accurate positioning and competitive advantage.

Key Deliverables

.Achieve and sustain #1 RGI ranking in the competitive set.

.Establish Park Hyatt Bangkok as the ADR leader in the market.

.Deliver consistent revenue growth through optimized segmentation and pricing.

.Strengthen owner confidence through clear, factual and forward-looking reporting.

.Ensure seamless alignment between revenue strategy and sales execution across all segments

Building Successful Relationships

.Communicate brand initiatives, demand and market analysis to hotel and owners

.Develop constructive and cooperative working relationships with others, and maintain them over time.

.Develop and manage internal key stakeholder relationships.

.Provide targeted and timely communicationof results, achievements and challenges to the stakeholders.

Additional Responsibilities

.Inform and/or update executives, peers and subordinates on relevant information in a timely manner.

.Enter, transcribe, record, store, or maintain information in written or electronic form.

.Work with other people to gather the information necessary to manage projects, achieve goals and resolve problems.

.Demonstrate knowledge of job-relevant issues, products, systems and processes.

.Provide information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Core Skills

Produces Quality Work

.The ability to produce high quality work in a consistent and reliable manner, in support of Hyatt's standards and processes

Achieves Results

.The ability to identify priorities, solve problems, produce desired results and be accountable for commitments

.Promotes Teamwork and Collaboration

.The ability to build relationships within and across functions, balance individual and team goals, respect others and value different perspectives.

Communicates Effectively

.The ability to listen actively and identify appropriate messages and delivery methods to effectively influence others.

Shows Initiative and Resourcefulness

.The ability to initiate action, make decisions, adapt, drive change, use resources efficiently and solve problems quickly, creatively and practically

Focuses on Customers

.The ability to identify needs, shape actions and add value to relationships based on a central focus of customer satisfaction

Leadership Expectations

Living Hyatt's Values

.Demonstrating behaviours consistent with Hyatt's Core Values

Demonstrating a Passion for Service

.Creating a positive impact by passionately serving others

Translating Hyatt's Mission to Action

.Defining a plan to achieve Hyatt's mission and successfully acting on it

Inspiring Others

.Bringing others along to achieve common goals.

Encouraging Change

.Demonstrating a vested interest in building Hyatt's brand and acting as an owner to advance Hyatt's success.

Promoting Learning

.Demonstrating a thirst for knowledge and providing expertise to others to enhance their skills and abilities.

Education and Experience

.Bachelor's degree in Business Administration, Finance or Economics

.Minimum 5 years of progressive experience in revenue management within luxury hospitality, with proven track record of outperforming competitive sets in RGI and ADR.

.Strong analytical background with expertise in market intelligence tools (Co-STAR, Hotelligence, OTA Insight and Lighthouse, Travelclick (Demand 360, Rate Strategy 360, and Agency 360 ), Spotlight, Hotstats, Fornova ).

.Demonstrated ability to lead cross-functional collaboration with Sales & Marketing, Reservations and Operations.

Key Competencies

.Strategic thinker with ability to link data insights to commercial outcomes.

.Skilled negotiator, balancing assertiveness with partnership.

.Exceptional communication skills, able to present complex data clearly to owners and executives.

.Deep understanding of luxury positioning and guest value perception.

.Comprehensive knowledge of World of Hyatt membership program, with ability to manage member bookings strategically to maximize revenue and loyalty impact.

.Strong grasp of Hyatt fundamentals in rate parity and rate integrity, ensuring consistent brand positioning across all channels.

.Ability to manage the OTA segment efficiently, leveraging data from OTA dashboards, reviewing insights during digital marketing meetings and recommending fund allocation adjustments based on learned trends.

.Capability to define achievable upselling targets for the Front Office, closely monitor results and make adjustments where needed.

.Expertise in strategic inventory management to maximize sales opportunities and ADR performance