Area Director of Revenue Management

Description

Position Summary

The Area Director of Revenue Management is responsible for developing and executing revenue optimization strategies across multiple Foley Hospitality Group properties. This position drives topline performance through strategic pricing, inventory management, forecasting, market analysis, and distribution optimization while ensuring alignment with each property's unique positioning, brand standards, and business objectives.

The Area Director partners closely with Property Leadership, Sales, Marketing, Finance, and Operations teams to maximize revenue opportunities across guest rooms, food and beverage outlets, group business, events, and ancillary revenue streams. This role provides analytical leadership, supports portfolio growth initiatives, and develops scalable revenue management practices that enhance profitability and market competitiveness across the FHG portfolio.

Essential Functions

Revenue Strategy & Optimization

• •Develop and implement revenue management strategies for multiple hotels within the FHG portfolio.
• •Maximize market share, RevPAR, ADR, occupancy, and total hotel profitability through dynamic pricing and inventory management.
• •Evaluate market demand, competitive positioning, booking pace, and consumer trends to identify revenue opportunities.
• •Establish pricing and inventory strategies that support both revenue objectives and brand positioning.
• •Develop scalable revenue frameworks to support existing and future portfolio growth.

Forecasting & Financial Performance

• •Prepare and maintain weekly, monthly, quarterly, and annual revenue forecasts.
• •Analyze historical trends, pace reports, booking patterns, market intelligence, and future demand indicators.
• •Participate in annual budgeting and business planning processes.
• •Identify risks and opportunities impacting financial performance and recommend corrective actions.
• •Provide revenue performance reporting and strategic recommendations to executive leadership.

Pricing & Distribution Management

• •Oversee rate structure management across all channels and segments.
• •Optimize channel mix to drive direct bookings while maximizing overall profitability.
• •Monitor and adjust inventory controls, restrictions, availability, and pricing strategies.
• •Evaluate group displacement and transient demand opportunities.
• •Ensure appropriate distribution channel management across brand websites, GDS, OTA, and third-party platforms.

Market Intelligence & Competitive Analysis

• •Conduct ongoing analysis of competitive sets, market conditions, customer behavior, and industry trends.
• •Monitor competitor pricing, promotions, and revenue strategies.
• •Identify emerging opportunities and market shifts that influence revenue performance.
• •Leverage data and analytics tools to support decision-making and strategic recommendations.

Cross-Functional Leadership

• •Partner with Sales teams to optimize group strategy, business mix, and account production.
• •Collaborate with Marketing to align promotional initiatives with revenue goals and demand periods.
• •Work closely with Operations leadership to ensure pricing strategies support guest experience and operational capabilities.
• •Serve as a strategic advisor to General Managers and Executive Leadership teams.

Systems & Technology Management

• •Maintain and optimize revenue management systems, business intelligence platforms, and forecasting tools.
• •Ensure accuracy and integrity of revenue data and reporting.
• •Evaluate emerging technologies, automation opportunities, and AI-driven solutions that enhance revenue performance.
• •Support implementation and integration of new systems as the portfolio expands.

Leadership & Team Development

• •Lead, mentor, and develop Revenue Managers and revenue-focused team members.
• •Establish performance goals, accountability standards, and development plans.
• •Foster a culture of analytical thinking, innovation, collaboration, and continuous improvement.
• •Share best practices and create consistency across the revenue management function.

New Hotel & Growth Support

• •Support acquisitions, transitions, and hotel openings with market analysis and revenue planning.
• •Develop pre-opening pricing, segmentation, and forecast strategies.
• •Assist with commercial assessments and revenue opportunities for new projects and portfolio expansion initiatives.

Qualifications

Education

• •Bachelor's degree in Hospitality Management, Business Administration, Finance, Economics, Statistics, or related field required.
• •Advanced degree or professional certification in Revenue Management preferred.

Experience

• •Minimum 7 years of progressive hotel revenue management experience.
• •Minimum 3 years of leadership experience managing revenue teams or multiple properties.
• •Multi-property or regional revenue management experience strongly preferred.
• •Luxury, lifestyle, independent, or resort hospitality experience preferred.
• •Proven track record of driving RevPAR growth and improving revenue performance.

Knowledge, Skills & Abilities

• •Advanced knowledge of hotel revenue management principles and best practices.
• •Strong understanding of market segmentation, pricing strategy, demand forecasting, and distribution management.
• •Expertise with revenue management systems, PMS platforms, and business intelligence tools.
• •Advanced Microsoft Excel and financial analysis capabilities.
• •Strong analytical, problem-solving, and strategic thinking skills.
• •Ability to communicate complex performance data to operational and executive audiences.
• •Excellent organizational skills with the ability to manage multiple properties and priorities simultaneously.
• •Demonstrated leadership, coaching, and team development capabilities.
• •Ability to make informed decisions in a fast-paced and evolving environment.

Key Performance Indicators (KPI's)

• •Revenue Growth
• •RevPAR Index (RGI)
• •Average Daily Rate (ADR)
• •Occupancy
• •Market Share Performance
• •Forecast Accuracy
• •Channel Mix Optimization
• •Direct Booking Growth
• •GOP Contribution
• •Budget Achievement
• •New Property Performance Ramp-Up

Physical Requirements

• •Prolonged periods of sitting and working on a computer.
• •Ability to review reports and analyze detailed information for extended periods.
• •Occasional lifting of up to 20 pounds.
• •Ability to travel regularly between portfolio properties.

Work Environment

• •Hybrid corporate work environment.
• •Fast-paced, deadline-driven setting requiring flexibility and responsiveness.
• •Frequent interaction with corporate leaders, property leadership teams, and external business partners.

FHG Core Leadership Expectations

All leaders at Foley Hospitality Group are expected to:

• •Demonstrate integrity, accountability, and professionalism.
• •Foster a culture of respect, inclusion, and collaboration.
• •Champion employee development and continuous learning.
• •Drive innovation and operational excellence.
• •Support the unique culture and service philosophy of each property while advancing portfolio-wide business objectives.
• •Lead by example and inspire teams to achieve exceptional results.

Foley Hospitality Group is an Equal Opportunity Employer and is committed to creating an inclusive workplace where all employees are valued, respected, and empowered to contribute to our success.