# Complex Director of Revenue Management

**Company:** [Millennium Hotels and Resorts](http://jobs.workable.com/companies/44qrjFFDqVPMCFanufiQ7j.md)
**Location:** Los Angeles, United States
**Workplace:** on site
**Department:** The Biltmore LA

[Apply for this job](http://jobs.workable.com/view/a1038b66-4eeb-44bb-9dac-1622bc86069d)

## Description

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._

## Requirements

**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.

## Benefits

-   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