| Detail | For this role |
|---|---|
| Department | Hospitality |
| Level | Manager |
| Reports to | Hotel General Manager |
| Direct reports | Revenue Analyst |
| Experience | 6 to 10 years in revenue or reservations |
Revenue Manager job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Revenue Manager
Department: Hospitality
Reports to: Hotel General Manager
Location: [City], [office, branch or site]
About the role
A Revenue Manager sets the prices that maximise a hotel's room revenue. They forecast demand, set rates by date and channel, manage distribution and decide when to push or protect rates. The role reports to the Hotel General Manager and works closely with sales and front office. A good Revenue Manager reads demand accurately, moves rates at the right moment, keeps the hotel selling on the best channels and squeezes the most revenue from every available room.
Key responsibilities
- Forecast demand by date, segment and channel using history and market signals.
- Set and adjust room rates and restrictions to maximise revenue per available room.
- Manage distribution across the hotel website, online travel agents and other channels.
- Decide overbooking levels and length of stay controls for high demand dates.
- Analyse pickup, pace and competitor rates and act on the trends.
- Set group and corporate rate recommendations with the sales team.
- Manage online travel agent content, rate parity and commissions across channels.
- Build the annual revenue budget and rolling revenue forecasts.
- Review daily and weekly revenue performance with the General Manager.
- Guide the revenue analyst and improve the pricing and reporting process.
Requirements
- Degree in hotel management or business
- Strong revenue management experience
- Command of revenue and distribution systems
- 6 to 10 years in revenue or reservations
KRAs and KPIs for a Revenue Manager
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| RevPAR | Revenue per available room meets or beats the budget and the market index |
| Forecast accuracy | Rooms forecast within the agreed variance of actual each month |
| Channel mix | Share of direct and lower cost channels grown against last year |
| Rate positioning | Rate held in the right position against the competitor set |
| Pace management | Booking pace acted on so high demand dates are not undersold |
Skills and tools
Tools used day to day: Revenue management system, Channel manager, Property management system, Advanced Excel, Rate shopping tools.
Reporting line and career path
Next roles: Cluster Revenue Manager, Director of Revenue, Hotel General Manager
Interview questions for a Revenue Manager
- How do you decide when to raise or drop rates for a date?
- How do you forecast demand for a coming weekend?
- How do you grow direct bookings over online travel agents?
- How do you set overbooking levels safely?
- How do you position rate against your competitor set?
- How do you handle a soft period with weak pickup?
Managing a Revenue Manager in ZeniaHR
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What does a Revenue Manager do?
A Revenue Manager sets the prices that maximise a hotel's room revenue. They forecast demand, set rates by date and channel, manage distribution and decide when to push or protect rates. They analyse pickup, pace and competitor rates and build the revenue budget, reporting to the Hotel General Manager.
What is the difference between a Revenue Manager and a Sales Manager?
A Sales Manager brings in business by winning accounts and bookings. A Revenue Manager decides the price at which rooms are sold across dates and channels to maximise revenue. Sales fills the hotel; revenue management makes sure each room is sold at the best possible rate.
What qualifications does a Revenue Manager need?
Most Revenue Manager roles ask for a degree in hotel management or business with strong revenue management experience and six or more years in revenue or reservations. Command of a revenue management system, channel management and analytical skill with demand and competitor data matter most.