Role overview:
The Director of Revenue is responsible for developing and implementing strategic revenue management initiatives across The Johnstown Estate and Trim Castle Hotel. The role focuses on maximising overall profitability through effective pricing strategies, demand forecasting, distribution optimisation, and market analysis.
Working closely with the General Managers, Cluster Director of Sales & Cluster Director of Marketing, and wider commercial leadership team, the Director of Revenue will ensure that both properties achieve their revenue and market share objectives while maintaining strong commercial positioning within the luxury hospitality market.
This role is strategic in nature and focused on revenue optimisation across both properties, ensuring a data-driven approach to pricing, forecasting, and distribution management.
Duties and Responsibilities of the Role:
1. Revenue Strategy:
Develop and implement comprehensive revenue strategies to achieve financial targets for both The Johnstown Estate and Trim Castle Hotel.
Analyse market trends, demand patterns, and competitor activity to inform pricing and inventory decisions.
Align revenue strategies with the overall commercial and business objectives of both properties.
Work closely with the Commercial Director and Senior leadership teams to drive revenue performance.
2. Pricing and Yield Management:
Establish and manage dynamic pricing strategies across all room categories and market segments.
Optimise rate structures, packages, and promotional offers based on demand fluctuations and market conditions.
Utilise revenue management systems and tools to maximise occupancy, average daily rate (ADR), and revenue per available room (RevPAR).
Continuously review pricing strategies to ensure competitive positioning and profitability and marketing revenue opportunities.
3. Forecasting and Budgeting:
Manage and optimise all distribution channels to maximise revenue opportunities.
Oversee the performance of online travel agencies (OTAs), brand websites, and direct booking platforms.
Utilise systems such as AVIO, IDeaS, and SiteMinder to optimise channel performance and inventory distribution.
Ensure the most profitable mix of business across all booking channels
4. Distribution Channel Management:
Oversee distribution channels and strategic partnerships to maximize bookings and revenue streams.
Manage relationships and agreements with online travel agencies (OTAs) to optimize visibility and profitability.
Leverage AVIO, IDeaS, and SiteMinder to enhance distribution strategies and channel performance.
5. Competitor Analysis:
Conduct regular benchmarking against key competitors to identify pricing opportunities and market positioning.
Monitor industry trends and evolving market dynamics to inform revenue strategies.
Utilise tools such as STR and Lighthouse to analyse market share and competitive performance.
Identify opportunities to increase market share and drive revenue growth.
6. Data Analysis:
Analyse key performance indicators including occupancy, ADR, RevPAR, STR and market penetration.
Leverage data insights to identify opportunities for revenue optimisation.
Monitor revenue performance against budgets and forecasts.
Provide strategic recommendations to senior leadership based on performance analysis.
7. Cross-Departmental Collaboration:
Work closely with sales, marketing, and operational leadership teams to ensure alignment between revenue strategy and commercial initiatives.
Provide revenue insights to support marketing campaigns, promotional activity, and corporate sales initiatives.
Collaborate with the Cluster Director of Sales and Marketing & Cluster Director of Marketing to optimise segment mix and demand generation strategies.
Support the development of initiatives that drive repeat business and maximise revenue across both properties.
8. Strategic Revenue Leadership
Provide expertise and leadership in revenue management best practices across both hotels.
Identify opportunities to enhance revenue processes, reporting structures, and analytical capabilities.
Drive continuous improvement in forecasting accuracy and pricing strategy.
Contribute to broader commercial and strategic planning initiatives across both properties.
9. Senior Leadership Engagement
Attend weekly and monthly commercial and senior leadership meetings to review revenue performance.
Present revenue insights and strategic recommendations to the General Managers and leadership team.
Support the development of long-term commercial strategies for both properties.
12. Additional Responsibilities:
Carry out any reasonable task assigned by senior management to support business objectives.
Travel as required between The Johnstown Estate and Trim Castle Hotel to oversee revenue operations effectively.
Requirements for the role:
Proven experience in a senior revenue management role within the hospitality or luxury hotel sector.
Strong understanding of revenue management principles, pricing strategy, and demand forecasting.
Experience working with revenue management systems, property management systems, and market benchmarking tools.
Strong analytical and strategic thinking skills.
Excellent communication and stakeholder management abilities.
Ability to work collaboratively across multiple departments and properties.
Strong financial acumen and experience managing budgets and forecast.
Why Join Us
This is an exciting opportunity to play a strategic role across two exceptional hospitality properties. The successful candidate will join a dynamic commercial leadership team and can influence revenue strategy, drive performance, and contribute to the continued growth and success of both The Johnstown Estate and Trim Castle Hotel.
