Director of Revenue

Job Title: Director of Revenue
Contract Type: Permanent
Location: Sydney
Reference: JOB_000284[366]
Contact Name: Leon Nonis
Contact Email:
Job Published: July 20, 2017 13:10

Job Description

The Company

Our client is the only hotel management company headquartered in Australia to design and manage hotels end to end, from concept to successful operation. This can-do hotel company has earned a firm reputation as “the developer’s hotelier”, possessing more than 50 years’ experience in hotel design and operation. With 6 brands, our client operates 70 hotels in Australia, New Zealand, Asia and Europe and has 15 more in the pipeline.


The Role

To maximize overall hotel revenue through development and implementation of effective transient/group inventory and pricing strategies based on future demand forecasts for Australia and New Zealand properties.

Lead the Revenue Team across Australia and New Zealand, providing guidance, support and coaching to ensure the team are providing strategic advice and support to all hotels in their portfolio.

Revenue Management

 Prepare, implement and update the Strategic Revenue Plan across Australia and New Zealand properties

 Responsible for balancing the financial objectives of the groups portfolio to maximize total revenue and profit associated with guest rooms and all other revenue.

 Accountable for pricing, positioning and inventory all hotels. Oversees all processes associated with demand, revenue, inventory, forecasting and opportunity analysis.

 Manage the processes associated with demand, revenue, forecasting, opportunity analysis, and inventory management with hotel leadership. Determine, manage, develop and recommend the sales strategy with Director of Sales and pricing for all hotels in wholesale, transient, corporate transient and group segments.

 Identify future market and new revenue opportunities and effectively communicate the strategy and pricing to hotel leadership and sales.

 Identify revenue problems and opportunities with sufficient lead time to positively impact revenues. Finding new ways to effectively generate revenues; consistently taking a strategic approach for each hotel

 Recommend price positioning for all properties

 Contribute to the sales strategy, evaluates effectiveness and prepare historical and future analysis of revenues and profit opportunities for the Hotels portfolio. Share this with regional revenue managers so that all the teams are working together to achieve the right outcomes for each individual hotel.

 Use all Yield Management tools available to maximize efforts

 Manage property participation and production through relevant Internet sites and other distribution channels (CRO, GDS, OTAs and Direct Web)

 Ensure a strategic mix of business and pricing strategies are set for each hotel based on market conditions to maximize revenue and profitability

 Continually monitor actions of competitive hotels (product quality improvements, supply changes, pricing strategies, service offerings, etc.).

 Oversee revenue management and distribution strategy across portfolio

 Prepare data for and participate in monthly/quarterly hotel owner reviews

 Continually assess and recommend revenue tools and solutions for the business

Marketing and Pricing Strategy

 Work closely with Marketing team providing pricing, timing for campaigns and offers and a need calendar so that marketing activities can be planned effectively

 Drive direct business

 Focus on cost of distribution with the ability to negotiate on commissions


 Create a positive team culture, vision and team and individual expectations and account abilities.

 Develop team engagement and enthusiasm, motivating and leading by example.

 Respond to and resolve people performance issues quickly and effectively.

 Develop a cohesive and high performing team

 Develop Revenue team talent for the future within the team and within Hotel Operations.

 Embed a revenue management culture within the organisation

 Develop and deliver key learning programs across key revenue management principles and practices.

 Develop & maintain effective working relationships with 3rd parties and the hotel teams

 Stakeholder engagement

 Partner with Finance and Hotel Operations to plan and drive the annual budget and quarterly forecasting program.

The Person

Minimum of four years of Revenue Management experience required in a regional role with multiple hotels and brands.

Bachelor’s Degree preferred.

Excellent written and verbal communication skills especially the ability to write for board and ownership reporting

Strong presentation skills for owner’s presentations and at various strategy sessions for the business as required.

Excellent listening skills and the ability to anticipate business needs

Strong negotiation skills

Ability to understand and interpret contracts and make the necessary adjustments to onerous terms and conditions

Strong attention to detail, organisational skills and time management

Ability to work efficiently and effectively in a high pressure environment

Strong computer skills in MS Office – excel, word and power point

Financial literacy

Excellent analytical and numeric skills