Cluster Director of Revenue Management

We’re looking for enthusiastic, fun, and energetic people who take the work seriously, but not themselves. Let’s see if we’re a fit. We hope so.
 

Position: Cluster Director of Revenue Management, Epicurean Tampa | Epicurean Atlanta | Luminary Hotel & Co.

Location: Atlanta or Tampa Metro Area

Reports to: Vice President, Sales & Marketing

Status: Exempt

Essential Functions

Revenue Strategy & Commercial Leadership

• Develop and execute comprehensive revenue management strategies for Epicurean Tampa, Epicurean Atlanta, and Luminary Hotel & Co.
• Maximize rooms' revenue, total hotel revenue, profitability, RevPAR, ADR, occupancy, and market share.
• Establish pricing and inventory strategies based on demand, market conditions, competitive positioning, historical performance, pace, booking patterns, and future demand.
• Develop strategies for transient, group, negotiated, wholesale, OTA, leisure, and other relevant market segments and manage performance to ensure high yielding business.
• Partner with General Managers and Sales Leaders to establish the appropriate business mix, channel optimization and pricing strategy for each property.
• Identify opportunities to improve profitability through changes in rate, restrictions, room-type inventory, length-of-stay controls, arrival/departure patterns, and segment mix.
• Balance short-term revenue opportunities with long-term market positioning and overall profitability.
• Critical participants in the annual budgeting, business planning, and strategic forecasting processes.
• Provide clear recommendations to hotel leadership based on data, market intelligence, and forward-looking demand indicators.
• Serve as a key commercial voice within Mainsail, helping connect Revenue Management, Sales, Marketing, and Operations strategies.

Forecasting & Business Intelligence

• Prepare accurate monthly and rolling revenue forecasts for each assigned hotel, with a target of maintaining forecast accuracy within 5%.
• Analyze historical trends, current pace, booking windows, cancellations, no-shows, wash, displacement, market demand, and competitive performance.
• Monitor daily and weekly pickup and pace against forecast, budget, prior year, and market expectations.
• Identify changes in demand patterns and proactively adjust strategies.
• Analyze market segmentation, channel contribution, customer acquisition costs, profitability, and revenue contribution.
• Develop and communicate actionable insights rather than simply reporting data.
• Prepare and present revenue performance reports and recommendations to property and corporate leadership.
• Utilize STR and other industry benchmarking tools to evaluate market share and competitive positioning.
• Conduct regular analysis of competitive-set pricing, positioning, seasonality, demand patterns, and market performance.

Group, Catering & Function Space Strategy

• Partner closely with Sales and Catering leadership to optimize group rooms, meeting space, catering, and function-space revenue.
• Evaluate group opportunities based on displacement, profitability, total spend, pattern, compression, and future demand.
• Establish appropriate group pricing, concessions, cut-off strategies, minimums, and restrictions.
• Support Sales Leaders in evaluating business opportunities and determining when to accept, decline, or modify group business.
• Develop strategies to maximize the profitability and utilization of function space.
• Collaborate with Sales and Catering teams to ensure room block and function-space decisions support the overall revenue strategy.
• Participate in key group and business evaluations when appropriate.

Inventory & Distribution Management

• Manage room inventory to maximize revenue and optimize sell-out efficiency.
• Develop appropriate selling strategies, including:
  • Rate positioning
  • Length-of-stay restrictions
  • Arrival/departure patterns
  • Minimum length of stay
  • Closed-to-arrival/closed-to-departure strategies
  • Discount availability
  • Room-type controls
  • Overbooking strategies
  • Group inventory controls
• Utilize all available yield and revenue-management tools to maximize hotel performance.
• Manage property participation and production across relevant distribution channels, including:
  • Brand channels
  • CRO
  • GDS
  • ADS
  • OTA channels
  • Travel agency consortiums
  • Other third-party distribution partners
• Build and maintain relationships with OTA Market Managers and distribution partners.
• Ensure each hotel is accurately and competitively represented across third-party channels.
• Evaluate channel profitability and recommend adjustments to distribution strategy when appropriate.

Sales & Revenue Partnership

• Work closely with Directors of Sales and Sales teams to align revenue strategy with sales activity.
• Provide sales teams with market intelligence, demand forecasts, pricing guidance, and business opportunities.
• Help Sales Leaders identify future demand periods, target markets, need dates, compression opportunities, and potential accounts.
• Leads weekly commercial/revenue meetings and provide actionable recommendations.
• Ensure Sales strategies are aligned with current and anticipated market conditions.
• Educate Sales, Front Office, Reservations, and other hotel associates on revenue-management principles.
• Provide training on pricing, availability, rate strategy, inventory controls, and the financial impact of selling decisions.
• Foster a culture in which Revenue Management is understood as a shared commercial responsibility, not simply a corporate function.

Marketing & Digital Performance

• Partner with Marketing leadership to align promotional activity, digital campaigns, offers, and demand-generation strategies with revenue objectives.
• Review online reputation performance and identify potential impact on pricing, demand, conversion, and market positioning.
• Analyze digital marketing and e-commerce performance as it relates to room demand and revenue.
• Provide recommendations regarding promotions, packages, offers, and channel strategy based on need periods and demand patterns.

Leadership & Team Development

• Lead with an energetic, collaborative, and solution-oriented approach.
• Build strong relationships with General Managers, Sales Leaders, Operations teams, Finance partners, Corporate Leadership, hotel associates and Hotel Owners.
• Create teamwork and generate enthusiasm around revenue performance.
• Educate others on revenue management concepts and the financial impact of commercial decisions.
• Take ownership of results while maintaining a positive, lead-by-example leadership style.
• Where applicable, provide leadership and direction to:
  • Group Coordinators
  • Reservations Sales Agents
  • Inventory Managers
  • Sales Reporting & Systems Analysts
  • Other revenue-related positions
• Establish clear expectations, provide coaching, and support professional development.
• Promote accountability through consistent measurement and communication of results.

Mainsail Corporate Responsibilities

• Participate in Mainsail revenue management initiatives, task forces, committees, and special projects.
• Help develop and improve Mainsail revenue management standards, tools, processes, and best practices.
• Support pre-opening, renovation, repositioning, and other special projects as assigned.
• Contribute to corporate business planning, strategic initiatives, and portfolio-level revenue opportunities.
• Share successful strategies and lessons learned across the Mainsail portfolio.
• Maintain confidentiality regarding company, hotel, owner, associate, financial, and commercially sensitive information.
• Perform other duties and responsibilities as assigned.

Qualifications

Education

• Bachelor's degree in hospitality management, Business, Finance, Economics, Marketing, or a related field preferred.
• An equivalent combination of education and relevant experience may be considered.

Experience

• 3–5 years of hotel Revenue Management experience required.
• Multi-property or cluster Revenue Management experience strongly preferred.
• Experience with full-service, lifestyle, luxury, boutique, or resort hotels preferred.
• Experience managing both transient and group-oriented hotels preferred.
• Experience with Marriott revenue-management practices and systems strongly preferred.

Knowledge & Skills

The successful candidate will demonstrate:

• Strong understanding of transient, group, negotiated, wholesale, OTA, and catering market segments.
• Advanced knowledge of hotel revenue-management principles and techniques.
• Strong understanding of total hotel revenue management, including rooms, group, catering, and function space.
• Strong analytical and financial skills.
• Ability to interpret complex data and translate it into clear business recommendations.
• Excellent understanding of forecasting, budgeting, demand analysis, displacement analysis, and inventory management.
• Strong understanding of competitive-set analysis and market positioning.
• Familiarity with STR and other hotel market intelligence tools.
• Strong knowledge of distribution channels, including GDS, CRO, OTA, ADS, and travel agency consortiums.
• Understanding of Marriott brand strategies, systems, standards, and culture preferred.
• Advanced proficiency with Microsoft Excel and other analytical/reporting tools.
• Excellent presentation and communication skills.
• Strong negotiation, influencing, and relationship-building skills.
• Ability to confidently challenge assumptions and make recommendations to senior leaders.
• Exceptional organization and time-management skills.
• Ability to manage multiple priorities and deadlines simultaneously.
• Strong mathematical skills, including budgeting, percentages, forecasting, profit/loss concepts, and variance analysis.
• Excellent written and verbal communication skills.
• Ability to handle sensitive and confidential information with discretion.

Leadership Competencies

Mainsail is looking for a leader who:

• Thinks commercially and understands how revenue decisions impact the entire hotel.
• Uses data to make decisions while understanding the importance of market knowledge and business judgment.
• Collaborates across disciplines rather than operating in a silo.
• Communicates clearly and can turn complex analysis into simple recommendations.
• Challenges the status quo and continuously looks for ways to improve performance.
• Develops people through education, coaching, and accountability.
• Takes ownership of results and follows through on commitments.
• Understands hospitality and the importance of balancing rate, occupancy, guest experience, and profitability.
• Adapts quickly to changing market conditions and demand patterns.
• Represents the Mainsail culture through professionalism, enthusiasm, integrity, and a service-oriented leadership style.

Travel

• Approximately 20% travel between assigned hotel properties and other Mainsail locations may be required.
• Travel may include property visits, leadership meetings, sales meetings, brand meetings, industry events, and corporate initiatives.

Physical Requirements

The physical demands described below represent those required to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Ability to work for extended periods at a computerized workstation.
• Approximately 85% sitting, 5% walking, 5% standing, and 5% bending, kneeling, lifting, or climbing.
• Ability to participate in meetings, property walks, presentations, training sessions, and hotel operations as required.
• Ability to review and prepare written documentation, reports, presentations, and other business materials.
• Ability to communicate effectively with associates, leaders, ownership representatives, vendors, and business partners.

Work Environment

• Primarily an office-based environment with extensive use of computers, revenue-management systems, reporting platforms, and communication tools.
• Regular presence at assigned hotel properties and occasional travel to other Mainsail properties, corporate offices, brand meetings, and industry events.
• Work may occasionally require flexibility outside traditional business hours based on business needs, market conditions, hotel demand, or critical revenue opportunities.

Success in This Role

Success in this position will be measured not only by forecast accuracy and RevPAR performance, but by the ability to drive stronger commercial decision-making across the three hotels.

The successful Cluster Director of Revenue Management will create alignment between Revenue Management, Sales, Marketing, and Operations; identify opportunities before they become obvious; improve the quality of forecasting and pricing decisions; and ultimately help each hotel achieve its revenue and profitability objectives while strengthening Mainsail's overall commercial platform.

Mainsail is an Equal Opportunity Employer and it does not discriminate on the basis of actual or perceived race, color, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity expression (including transgender status), sexual orientation, marital status, parental status, military service and veteran status, political affiliation, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state or local laws and ordinances.