Complex Director of Revenue Management

The Complex Director of Revenue Management is responsible for developing and executing revenue strategies that optimize total hotel profitability for a two-property portfolio consisting of The Biltmore Hotel Los Angeles and M Social Sunnyvale sister property. As a member of the Executive Committee, this leader drives pricing, inventory, forecasting, channel distribution, and market positioning, while partnering cross-functionally to maximize RevPAR, ADR, occupancy, GOP, and ancillary revenue performance across transient, group, corporate, and negotiated segments.

The role requires a strong understanding of urban, convention/meeting demand dynamics, OTA/wholesale distribution, and sophisticated forecasting methodologies, with the ability to translate data into executable actions across commercial and operations teams.

Key Responsibilities

Revenue Strategy & Optimization (Multi-Property)

• Own and execute daily revenue strategy for both properties: pricing, restrictions, inventory allocation, and displacement decisions.
• Create property-specific and complex-level strategies across segments: transient (retail & discounted), corporate, negotiated, group, consortia, wholesale, and packages.
• Lead weekly revenue meetings and daily strategy reviews; drive clear action plans and accountability.
• Develop and maintain a rolling 12–18 month forecast (rooms and total revenue) by segment and channel.
• Optimize total revenue beyond rooms: meeting space revenue (as applicable), F&B, parking, resort/destination fees (if any), and other ancillaries through close partnership with Operations and Finance.

Group Strategy, Displacement & Function Space Yield

• Partner with Sales to evaluate group opportunities using displacement and profitability analysis (rooms + F&B + ancillary + function space).
• Recommend rate floors, concessions strategy, minimums, and acceptable contracting terms to protect peak periods and shoulder-night patterns.
• Ensure group pricing supports overall market positioning, not just occupancy goals.

Distribution, E-Commerce & Channel Management

• Manage channel mix to maximize net RevPAR: direct vs OTA vs GDS vs wholesale, with a focus on profitability.
• Oversee rate parity, content accuracy, and channel health; collaborate on promotions and merchandising strategies.
• Maintain distribution strategy across brand channels (if applicable), CRS, channel manager, and third-party partners.
• Identify and mitigate risks tied to over-discounting, opaque channels, and high-cost acquisition.

Market Intelligence & Competitive Positioning

• Own comp-set monitoring and market share reporting (e.g., STR/benchmarking where applicable).
• Translate market intelligence into pricing and segmentation strategy: citywide events, compression nights, corporate travel patterns, and seasonal shifts.
• Build business cases for tactical actions: packaging, length-of-stay controls, BAR architecture, and negotiated rate strategies.

Forecasting, Reporting & Analytics

• Deliver accurate weekly/monthly forecasts and lead variance explanations (pickup, pace, wash, cancellation trends).
• Build a disciplined reporting cadence:
• Daily pickup + pace reports
• Weekly demand calendar and strategy calendar
• Monthly forecast and reforecast narrative
• Quarterly strategic reviews for ownership/asset management
• Ensure data integrity across PMS/CRS, rate codes, market segments, and reporting structures.

Leadership, Collaboration & Process

• Serve as the revenue leader for the complex commercial team; coach, influence, and align stakeholders on strategy.
• Partner with Finance to connect revenue strategy to profitability: labor planning, expense forecasting, and GOP impact.
• Collaborate with Reservations/Front Office to execute strategy through inventory controls and selling practices.
• Lead special projects such as new systems rollout, segmentation redesign, or repositioning initiatives.

Success Metrics (KPIs)

• RevPAR Index / Market Share Growth (both properties)
• ADR optimization and rate integrity
• Forecast accuracy (monthly and rolling 90-day)
• Net RevPAR / Cost of acquisition improvements (channel profitability)
• Group conversion quality (profit-driven, not volume-driven)
• Total revenue growth and contribution to GOP
• Improved pace and compression-night capture
• Reduction in rate parity violations and distribution errors

Work Environment & Travel

• Primary work location: The Biltmore Hotel Los Angeles
• Regular collaboration with Sunnyvale property; periodic travel expected (e.g., monthly or quarterly depending on need).
• Reports to General Manager / Regional VP (as applicable)
• Partners with Sales & Marketing, Distribution/E-Commerce, Finance, Operations, Reservations, Front Office, Ownership/Asset Management.
• Some evening/weekend availability may be required based on demand patterns and critical strategy periods.

The salary range for this position is $145,000.00 to $165,000.00 This is the pay range for this position that the Biltmore Los Angeles reasonably expects to pay. Decisions regarding individual salaries will be based on a number of factors, such as experience and education.

All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Required Qualifications

• 5–8+ years progressive hotel revenue management experience; multi-property/complex experience strongly preferred.
• Proven results driving revenue growth in full-service and/or urban hotels with meaningful group and transient mix.
• Strong understanding of displacement analysis, group pricing strategy, and function space yield (if applicable).
• Advanced Excel skills; ability to create models, pace analysis, and profitability scenarios.
• High proficiency with hotel systems typically including PMS/CRS/RMS/channel manager (specific systems listed below).
• Strong executive presence and ability to influence senior leaders, owners, and cross-functional partners.
• Ability to work flexible hours during peak business cycles (month-end, budget, major events).
• Must have large hotel” experience with 500+ room hotels. 

Preferred Qualifications

• Experience supporting historic/landmark or lifestyle assets with strong brand positioning.
• Revenue management experience in both Southern California(DTLA ) and Northern California markets (or similar).
• Experience with one or more revenue systems such as: IDeaS, Duetto, Rainmaker, ORS/Marsha, SynXis, Opera, OnQ, Amadeus, TravelClick, etc. (tailor to your environment).
• Certification or advanced coursework in Revenue Management, Analytics, or Hospitality Finance.

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Holidays)
• Free meals while on duty
• Free on-site parking
• Free dry cleaning services