Director of Revenue Management

Job Requirements

This is an on-site position located in Verona, NY. Turning Stone Enterprises is seeking a strategic, analytically driven Director of Revenue Management to lead revenue strategy across our diverse hotel portfolio.

Responsibilities

• Directs the development of pricing and inventory strategies for all hotel properties, tailored to each brand's unique positioning, to optimize profitability while preserving our brand standards.
• Provides accurate forecasts of revenue, occupancy, average daily rate, and variances to budget; evaluates business performance against key performance indicators, and delivers actionable recommendations to optimize profitability while preserving our brand standards.
• Conducts competitive set analyses and market trend evaluations to ensure Turning Stone hotels remain positioned favorably to key competitors.
• Manages revenue strategy meetings with property leadership to align tactics and strategy.
• Pairs closely with the Sales, Hotel Operations, Casino Marketing, Player Development, Gaming, and Golf teams to evaluate, negotiate, and price business, balancing profitability with establishing a solid base of occupancy up to 6 years into the future while preserving our brand standards.
• Conducts displacement and profitability analyses for group and convention business, ensuring optimal contribution to overall enterprise results.
• Collaborates with Sales leadership on pace management, convention calendar optimization, and long-term group contracting strategies.
• Aligns group pricing and inventory strategies with transient demand to maximize overall enterprise value.
• Analyzes pickup, pace, and booking patterns to optimize transient, group, and package revenue.
• Develops monthly and quarterly performance reports with insights and recommendations to improve long-term strategies.
• Oversees displacement analysis for group and transient business (conventions, tour & travel, casino events, and golf groups) to maximize profitability while preserving our brand standards.
• Directs channel management strategy, ensuring an optimal mix of direct, online travel agency, casino, and group business while preserving our brand standards.
• Partners with Enterprise Marketing and Digital teams to enhance website conversion, optimize promotions, and strengthen loyalty channels.
• Maintains strategic relationships with key third-party partners and technology providers, including Duetto.
• Works dynamically, in real time, with the Group Sales Team to provide optimal room rate guidance in support of RFP responses.
• Works closely with Engagement & Loyalty (player development), Finance, and Hotel Operations (hospitality, golf & spa) to ensure revenue strategies align with enterprise goals.
• Partners with the Marketing and Engagement & Loyalty teams to build demand-driving promotions while safeguarding rate integrity.
• Advises senior leadership on strategic initiatives, promotions, and future price strategies.
• Leads, supervises, and mentors the existing Revenue Optimization Analyst; fosters a culture of data-driven decision making, accountability, and continuous improvement.
• Provides training and development on revenue management systems, forecasting, and reporting tools.
• Fosters collaboration across all properties to ensure consistent adoption of best practices.
• Develops standardized revenue management processes, policies, and supporting tools to improve efficiency and decision quality.
• Evaluates and implements new technologies to enhance forecasting, reporting, and data visualization capabilities.
• Facilitates enterprise-wide revenue strategy discussions, including cross-business initiatives such as promotions, comps strategy, and enterprise budgeting.
• Supports ancillary revenue optimization opportunities across the enterprise, including package design and cross-sell strategies tied to gaming, golf, spa, and entertainment.

Qualifications

• Bachelor’s degree in Business, Hospitality, Finance, Analytics, or related field; Master’s degree preferred.
• 7+ years of progressive experience in hotel revenue management or analytics, including direct responsibility for multi-property or resort portfolio performance.
• Expertise with revenue optimization systems (Duetto or equivalent).
• Strong proficiency with business intelligence and reporting tools (SQL, Power BI, Excel).
• Deep understanding of hotel, resort, and casino operations and their impact on revenue performance.
• Proven success in partnering with Sales teams to evaluate and secure long-term group business (up to 6 years out) that balances profitability and baseline occupancy.
• Proven ability to communicate effectively with executive leadership and cross-functional teams.
• Exceptional analytical skills, financial acumen, and attention to detail.
• Ability to manage multiple priorities, lead a team, and deliver results in a fast-paced environment.
• Maintain confidentiality and demonstrate integrity in all business dealings.
• Ability to stand/walk for long periods of time and lift up to 11 - 20 pounds.

Key Competencies

• Strategic Leadership: Ability to set vision and lead large-scale revenue initiatives.
• Analytical Expertise: Translates complex data into actionable business strategies.
• Collaboration & Influence: Builds strong partnerships across hotel, casino, and enterprise functions.
• Innovation: Seeks and implements new tools and techniques to gain a competitive edge.
• Results-Driven: Consistently delivers on performance goals and revenue targets.