Purpose
The Revenue Strategies, Commercial Strategy & Execution is responsible for the total revenue performance of an assigned portfolio of properties. This role owns both strategy and execution, including pricing, length-of-stay (LOS), inventory controls, promotions, and distribution alignment.
This position serves as the single point of accountability for both gross and net revenue outcomes, ensuring that strategies are not only developed but also executed accurately and optimized to maximize profitability.
The role operates as the commercial leader for their portfolio, partnering closely with General Managers, Operational Leadership, Distribution, and Inventory to drive results
Principal Duties and Responsibilities
Commercial Strategy Ownership
- Own total revenue performance for assigned properties, including gross and net results
- Develop and execute pricing, LOS, and inventory strategies aligned with demand
- Optimize channel and inventory mix to balance occupancy, rate, and profitability
- Analyze booking pace, demand trends, and market conditions to drive decisions
- Maintain forward-looking strategies based on forecast and market shifts
Execution & System Accuracy
- Execute and validate all strategy updates across systems (CRS, PMS, OTA channels)
- Load, audit, and maintain rates, packages, and promotions
- Ensure pricing, availability, and content accuracy across all channels
- Ensure all available inventory is accurately represented and surfaced across channels, minimizing hidden or underutilized inventory
- Monitor parity and inventory controls to prevent revenue leakage
- Troubleshoot discrepancies impacting revenue performance
Performance Management & Reporting
- Monitor daily, weekly, and monthly performance against budget and forecast
- Analyze pickup, pace, and variance to identify risks and opportunities
- Take proactive action to adjust strategy and improve performance
- Maintain clear documentation of decisions, changes, and outcomes
Channel & Distribution Optimization
- Manage performance across OTA, direct, and partner channels
- Optimize channel mix and inventory allocation to maximize net contribution and overall portfolio performance
- Actively manage inventory visibility and availability, ensuring the right unit types and dates are exposed to the right channels
- Evaluate and adjust inventory mix (including fractional and unit-level allocation) to prevent missed revenue opportunities
- Reallocate inventory dynamically based on demand, pace, and channel performance to improve net results
- Partner with Distribution teams to enhance visibility, conversion, and placement
- Evaluate channel cost, performance, and ROI in all decision-making
Marketing & Promotion Alignment
- Partner directly with Revenue Leadership to support development and execution of promotional strategies
- Provide data-driven recommendations on pricing, timing, and offer structure to support marketing initiatives
- Ensure promotions are aligned with demand needs, inventory availability, and revenue goals
- Evaluate promotion and campaign performance and recommend adjustments to improve results
- Align pricing and inventory strategies to support broader commercial campaigns
Property & Stakeholder Leadership
- Lead recurring revenue meetings with General Managers and property teams
- Serve as the primary revenue contact and strategic advisor for properties
- Communicate strategy clearly and influence operational alignment
- Build strong relationships and trust with property leadership
Cross-Functional Collaboration
- Work closely with Revenue Operations on system execution and issue resolution
- Collaborating with Distribution and Operational Leadership on commercial initiatives
- Escalate systemic issues, risks, or performance concerns to Senior Director
- Share insights, trends, and best practices across the revenue team
Continuous Improvement
- Identify opportunities to improve revenue processes, tools, and strategies
- Leverage data to drive smarter and faster decision-making
- Contribute to standardization and scalability across the portfolio
Peer Review & Accountability (Buddy System)
- Act as a designated secondary owner for assigned peer portfolios to ensure consistency and performance alignment
- Conduct regular peer reviews of pricing, LOS strategy, inventory controls, and channel performance
- Identify and escalate risks, missed opportunities, or execution gaps
- Provide actionable recommendations to improve performance across portfolios
- Ensure continuity of strategy and execution during team member absence or high-demand periods
- Maintain shared accountability for overall team performance, not just individual portfolios
You are successful in this role when:
- Assigned properties meet or exceed gross and net revenue targets
- Channel and inventory mix are optimized to improve profitability and cost of acquisition
- Pricing, LOS, and inventory strategies are both effective and accurately executed
- Forecasts are reliable and actionable
- GMs understand, support, and advocate for revenue strategy
- Promotions and campaigns drive measurable performance
- Risks and opportunities are identified early and acted on decisively
Job Requirements
Education, Essential Training / Certifications and Experience:
- Bachelor’s degree in hospitality, Business, Finance, or related field
- 3–6+ years of revenue management, pricing, or commercial strategy experience
- Strong understanding of:
- Pricing strategy
- LOS controls
- Inventory and allocation strategy
- Channel distribution and cost structures
- Experience with PMS, CRS, RMS, and OTA platforms
Skills, Knowledge and Abilities:
- Strong analytical, problem-solving, and decision-making skills
- Ability to manage multiple properties and priorities
- Strong communication and stakeholder management skills
- Ability to maintain confidential information
- Maintain professionalism
- Strong commitment to driving commercial performance across the portfolio
