Director Revenue Management

Overview

Overview

The Director of Revenue Management will play a critical role in optimizing revenue and pricing strategies at Seaport Boston to maximize revenue and profitability. This position is responsible for leading the hotel’s revenue strategy, participating in weekly commercial meetings, contributing thought leadership, and working closely with the on-site Commercial, Operations, and Finance teams to execute successful yield strategies.

 

 

Responsibilities

Pricing and Analytics

• Lead the development and execution of a strategic, demand-based pricing philosophy for all room categories + channels.
• Understand the competitive market and defined comp set, and how it relates to the hotel’s market segments, location, price point, and positioning of product.
• Ensure that effective strategies are developed and executed consistently to maximize performance.
• Drive the proper execution of revenue strategies and adjust tactics based on market trends and performance.
• Optimize use of revenue support systems such as IDeaS, Lighthouse, Demand 360, CoStar, Profit Sword, etc.
• Lead and actively participate in weekly revenue strategy meetings.
• Foster cohesive and collaborative efforts across all local commercial disciplines to drive optimal results.
• Analyze market trends, competitor activity, and customer behavior to identify revenue growth opportunities.
• Use data analytics and forecasting tools to inform pricing decisions.
• Formulate and adjust pricing strategies in alignment with hotel goals, seasonal demand, and dynamic market conditions.
• Conduct regular pricing reviews to ensure competitiveness and profitability in both hotel and vacation rental product.
• Work closely with DOSM and the team to identify risks or opportunities that could impact revenue generation.
• Additional responsibilities include: fair share forecasting, budgeting and monthly forecasting, and adhoc commentary to ownership and other key stakeholders.

Group Optimization

• Collaborate with the group sales team to manage group inventory and rates based on key factors such as rooms/space ratio, pattern, ancillary contribution, etc.
• Facilitate a group block management program to ensure contracted blocks are being maintained, forecasted, yielded, and released at appropriate times.

Electronic Distribution

• Develop and maintain an electronic distribution strategy to include 3rd party internet content and positioning, market manager relationships, wholesale and GDS distribution.
• Monitor all electronic distribution sites on a regular basis to ensure all transient rates and available room types are loaded and accessible for hotel.
• Look for new distribution channels that align with the brand and support strategic growth goals.
• Work directly with Marketing to create and implement website and search engine optimization (SEO), digital advertising, online marketing and continued optimization of LLM visibility.
• Work directly with key partners to implement a results-driven action plan to yield during high demand times as well as implement strategies during lower demand periods to steal share.

Metrics

• Conduct weekly Strategy meetings involving strategies for the next 12-18 months, competitive business analysis, financial room forecasts and budgets.
• Oversee daily, weekly and monthly core group of reports such as day-by-day pickup/forecasts, market segmentation detail, channel distribution and pace (group and transient).
• Work with Regional DORS to ensure that a results-driven action plan is created from feedback received from property audits.
• Create a day-by-day (by segment) budget as part of the annual marketing plan process.
• Work with key department heads of all ancillary revenue centers to ensure revenue objectives are being met by implementing a core group of reports and regularly scheduled meetings.

Leadership 

• Ability to effectively communicate challenges that arise in either property performance or processes to the resort team.
• Be able to influence change and demonstrate a sense of accountability and level of comfort during interactions with key stakeholders both at the property and at the regional and corporate offices.
• Foster a cooperative working relationship with local competitor hotels to promote referrals as well as keep abreast of market demand and trends.
• Develop and maintain a positive rapport with all CTH hotels, CTH corporate offices, and all market managers of utilized distribution channels to build a strong and mutually beneficial partnership.

Qualifications

Essential Qualifications

• Minimum of 5 years of revenue management-related experience in the hotel industry.
• At least 2 of years of experience overseeing a Group Heavy hotel (35% or more of total mix) in an urban market (Boston market experience preferred).
• Expertise in tools like HMS Infor, Sabre SynXis, IDeaS, Lighthouse, Demand 360, CoStar, etc.
• Strong interpersonal skills – communication, collaboration, conflict resolution, etc.