Manager/Director, Revenue Strategy

Position: Manager/Director, Revenue Strategy

Starting Pay: $65,000 - $105,000 DOE

This role is an On-Site position and sits at the intersection of sales, revenue management, and distribution. It connects functions that have at times worked in parallel and strengthens the commercial framework of Castle. The focus is on alignment across systems, strategy, and execution, ensuring that commercial efforts translate into measurable outcomes.

The position is responsible for identifying and maximizing revenue opportunities across transient, group, and contracted business, while recommending and maintaining pricing, positioning, and inventory controls across all channels. The role also leads forecasting, opportunity analysis, and the processes that maximize revenue and profit from existing and future demand.

1. Lead initiatives in demand forecasting, segmentation, channel management, and pricing. Strengthen the analytical approach to revenue performance while ensuring decisions are integrated with sales, marketing, and distribution strategies.
2. Develop and execute pricing strategies and tactics to maximize revenue and profitability by analyzing competitor pricing, and high-demand periods, while adjusting pricing and inventory allocation in response to real-time market conditions.
3. Oversee availability and inventory across sales and distribution channels by optimizing pricing and promotional discounts to maximize revenue from direct and third-party channels, while monitoring booking trends and adjusting restrictions as needed.
4. Conduct weekly revenue calls with the leadership team to review forecasts versus budget, highlighting reach-to-budget and forecast-to-reach variances, while analyzing historical data, market trends, pacing, and pick-up.
5. Coordinate efforts with Property, Sales, Marketing, Distribution, and Digital Strategy teams to optimize revenue generation and conversion across all market segments and distribution channels.
6. Oversee daily operations of multi-channel distribution platforms and revenue management solutions, providing guidance and proactively recommending enhancements to improve system functionality, effectiveness, and efficiency.
7. Conduct exploratory data analysis to uncover patterns, opportunities and actionable insights. Generate comprehensible reports and predictive analysis to support data-driven decision making.
8. Lead the annual budgeting and pricing process; prepare the annual rooms revenue budget. Lead annual STR Index goal setting; monitor RevPAR index and provide weekly and monthly performance analysis. Accountable for forecast accuracy and clear communication of trends, risks, and opportunities to stakeholders.
9. Manage and optimize the increasingly complex technical landscape of hospitality platforms (including Maxxton PMS, iHotelier and related systems). Ensure that revenue management strategies, pricing, forecasting, and distribution are fully supported by technology and aligned with broader commercial goals.
10. Perform other similar duties as assigned by the designated Commercial leader or Chief Commercial Officer.

Qualifications:

Education:

• Bachelor’s degree in a related field or equivalent work experience.

Experience:

• Minimum of 4 years of progressive experience in one or more of the following areas: revenue optimization and channel management, reservations handling and service, marketing and e-commerce, hospitality systems and connectivity, or business analytics and reporting.

Knowledge:

Revenue Management and Distribution

• Revenue optimization principles, demand forecasting, pace analysis, pricing, and segmentation strategies.
• Inventory management, displacement analysis, distribution cost structures, OTAs, GDS, direct channels, metasearch, and alternative distribution models.
• Competitive benchmarking, including RevPAR, ADR, GOPPAR, and RGI.

Hospitality Technology Systems

• Property Management Systems (PMS), Central Reservation Systems (CRS), Revenue Management Systems (RMS), channel managers, booking engines, and CRM platforms.
• API connectivity, integrations, system mapping, data-flow dependencies, and cross-platform coordination among revenue, sales, and marketing systems.

Data and Analytics

• Key commercial metrics, including RevPAR, ADR, GOPPAR, contribution margin, and distribution cost analysis.
• Competitor and market analytics, forecast accuracy, scenario modeling, pivot tables, BI tools, dashboards, and reporting.

Critical Thinking Skills

• Identify inefficiencies in connectivity, systems, and workflows.
• Pilot, test, and refine commercial initiatives.

Technology and Process Skills

• Diagnose operational inefficiencies and optimize system interdependencies and workflows.
• Evaluate vendor capabilities and integration potential.
• Drive automation and process improvements that reduce manual work and improve accuracy