Revenue Management - Director of Revenue Strategy (Full-Time)

LEGACY is a core value that Halekulani lives by to celebrate our cultural history. For over 100 years, the hotel has welcomed visitors to Waikiki Beach, sharing our gracious hospitality, impeccable service, and unparalleled cuisine. Halekulani and Halepuna Waikiki employees live the legacy through the "art of service."

The Director of Revenue Strategy is the property-based leader responsible for Revenue Management, Reservations, Distribution and Total Property Revenue Optimization. Translates the hotel's approved commercial strategy and market priorities into coordinated forecasting, pricing, inventory, distribution and revenue optimization actions. The position provides revenue analytics, economic modeling and actionable recommendations to support the Director of International Commercial Strategy and operating leaders. Owns revenue strategy, demand forecasting, pricing, yield, inventory, distribution economics, Reservations and total-property revenue optimization.

ESSENTIAL FUNCTIONS \& RESPONSIBILITIES

1\. Rooms Revenue Strategy

• Manage revenue segmentation, segment economics, length-of-stay controls, channel inventory and distribution economics.
• Establish pricing and inventory strategies by market, segment, channel, room category and booking period.
• Lead group displacement and profitability analysis.
• Manage overbooking strategy and room inventory protection.
• Lead Revenue Management system strategy, including Duetto/RMS configuration, optimization and performance monitoring.
• Support annual budget, long-range planning and reforecasting through revenue analytics and demand assumptions.

2\. Reservations Leadership

• Direct the Reservations Manager and establish clear service, conversion and revenue standards.
• Improve reservation conversion, suite and upgrade conversion, package attachment, length of stay and revenue per reservation.
• Establish reservation procedures and standards that maximize revenue opportunity while maintaining the hotel's luxury service expectations.
• Monitor booking inquiries, lost business, cancellations, booking behavior and reservation conversion trends.
• Use Reservations intelligence to identify changes in demand, rate resistance, booking behavior and revenue opportunities.
• Ensure Reservations executes approved pricing, inventory, package and distribution strategies.
• Develop Reservations capability through training, performance measurement and continuous process improvement.

3\. Total-Property Revenue Optimization

• Develop revenue analytics across Food \& Beverage, Events, Spa, Boutique/Retail, packages and ancillary services.
• Identify underutilized capacity, demand patterns, revenue leakage, revenue capture opportunities and incremental revenue potential.
• Quantify revenue and contribution opportunities and provide optimization recommendations to department leaders and the Director of International Commercial Strategy.
• Develop revenue methodologies and performance measures appropriate to each property revenue stream.
• Evaluate pricing, capacity, utilization, guest capture, package economics and contribution across non-room revenue streams.
• Translate approved commercial initiatives into appropriate pricing, packaging, inventory, distribution and revenue strategies.
• Monitor revenue realization and profitability of total-property revenue initiatives.
• Operational ownership remains with the respective department leaders.

4\. Total Guest Value

• Develop reporting for total spend per guest, total spend per stay and ancillary revenue per occupied room.
• Measure guest spend by segment, geography, channel, room category and length of stay where data permits.
• Evaluate total guest economics and contribution by customer and revenue segment.
• Identify opportunities to increase guest spend through pricing, packaging, upselling, cross-selling and revenue optimization.
• Provide total guest value analytics to support commercial and operational decision-making.
• Use total guest economics to strengthen pricing, revenue segmentation, profitability analysis and revenue strategy.

5\. Sales \& Events Revenue Analytics

• Analyze BAR, Corporate, Special, Packages, OTA, Luxury Travel Advisor, Wholesale, Group and Event segments from a revenue and profitability perspective.
• Evaluate ADR, length of stay, displacement, acquisition cost, ancillary spend and net contribution.
• Provide revenue, profitability and displacement analysis to support the Director of International Commercial Strategy and Sales/Events leadership.
• Evaluate group opportunities based on displacement, total guest value, contribution and opportunity cost.
• Provide pricing, inventory and revenue recommendations for Sales and Events strategies.
• Support commercial teams with revenue intelligence while market development, account strategy and Sales leadership remain with the Director of International Commercial Strategy.

6\. Distribution \& Channel Strategy

• Lead the economic management of Rooms distribution channels.
• Evaluate channel profitability, acquisition cost, net ADR, booking volume, cancellation behavior and total guest contribution.
• Establish channel inventory and availability strategies in alignment with approved commercial priorities.
• Monitor OTA, direct, wholesale, Luxury Travel Advisor, corporate and other distribution performance.
• Recommend changes to channel participation, rate structure, inventory allocation and distribution strategy based on revenue and profitability analysis.
• Maintain appropriate rate and inventory parity across approved distribution channels.
• Partner with the Director of International Commercial Strategy on market and channel priorities while maintaining ownership of revenue and distribution economics.

7\. Revenue Analytics \& Business Intelligence

• Build and maintain forecasting, spreadsheet, dashboard and financial/revenue modeling tools.
• Establish standardized revenue reporting across Rooms and applicable non-room revenue streams.
• Develop revenue performance dashboards covering OTB, pickup, pace, forecast, pricing, occupancy, ADR, RevPAR and total-property revenue.
• Develop contribution and profitability models to support revenue decisions.
• Identify revenue leakage, performance gaps and opportunities through data analysis.
• Develop scenario models to evaluate pricing, inventory, demand and revenue decisions.
• Establish revenue standards, processes and reporting disciplines across the property.
• Translate complex revenue information into concise and actionable recommendations for executive and operational leadership.

Perform other duties as required or assigned to support departmental objectives, organizational priorities, and the effective operation of the Sales \& Marketing division.

SUPERVISORY REQUIREMENTS

Reports To: Director of International Commercial Strategy

Supervises: Revenue Manager, Reservations Manager

EDUCATION/EXPERIENCE

1\. Bachelor’s degree in Hospitality Management, Business, Finance, Economics, or a related field preferred.

2\. Minimum seven (7) years of progressively responsible Revenue Management experience, preferably in luxury or upper-upscale hospitality.

3\. Minimum three (3) years of experience leading and managing a team.

4\. An equivalent combination of education, training, and experience may be considered, provided such background demonstrates the knowledge, skills, and abilities necessary to perform the essential functions of the position.

KNOWLEDGE, SKILLS, \& ABILITIES

• Advanced proficiency in Excel, spreadsheet development, and financial/revenue modeling.
• Luxury or upper-upscale hospitality background.
• Advanced Excel, spreadsheet creation and financial/revenue modeling capability.
• Demonstrated competencies in forecasting, budgeting, segmentation, distribution and group displacement experience.
• Experience leading or closely partnering with Reservations.
• Working knowledge of Sales and Events segmentation and total-property economics.
• Preferred Experience
• Exposure to F\&B, Events/Catering, Spa, Retail/Boutique or ancillary revenue optimization.
• International markets, wholesale, luxury travel advisors and package economics.
• Development and delivery of Revenue Management training.
• Experience measuring total guest spend or contribution by segment.

MENTAL DEMANDS

• Analytical Rigor: Analyzes complex data and translates findings into clear, actionable business recommendations.
• Commercial Curiosity: Identifies revenue losses, underused capacity, and opportunities to generate additional revenue.
• Business Judgment: Balances revenue and profitability with the guest experience and the property’s luxury positioning.
• Influence: Builds credibility and gains support across Operations, Finance, Sales, and Commercial teams while respecting each team’s responsibilities and authority.
• Communication: Explains technical Revenue Management concepts clearly to executive and operational audiences.
• Capability Building: Develops team capabilities, tools, and consistent processes to strengthen Revenue Management across the property.

PHYSICAL DEMANDS

Activity Over 2/3 of the time About 2/3 of the time About 1/3 of the time Less than 1/3 of the time Seldom or Never

Sitting X

Climbing X

Stooping, kneeling, crouching and/or crawling X

Standing X

Walking X

Handling or fingering X

Eye-hand-foot coordination X

Use of vision X

Activity Less than 25 lbs 25 to 50 lbs. More than 50 lbs.

Pushing X

Pulling X

Lifting X

Carrying X

COMMUNICATION DEMANDS

Activity Over 2/3 of the time About 2/3 of the time About 1/3 of the time Less than 1/3 of the time Never

Talking (in-person) to co-workers X

Talking (in-person) to business associates (i.e. outside contractors, vendors, etc.) X

Talking (in-person) to the public (including guests) X

Talking on the telephone and/or video conferencing X

Written communication to co-workers X

Written communication to business associates (i.e. outside contractors, vendors, etc.) X

Written communication to the public (including guests) X

Supervising employees or monitoring services provided by outside consultants, vendors and suppliers X

Responding to written or verbal requests from co-workers X

Responding to written or verbal requests from business associates (i.e. outside contractors, vendors, etc.) X

Responding to written or verbal requests from the public (including guests) X

Training and/or giving verbal instructions X

Training and/or giving written instructions X

Receiving verbal instructions X

Receiving written instructions X

Reading X

Visiting and/or working at other work sites X

WORK ENVIRONMENT

1\. Primarily works indoors in an air-conditioned office environment.

2\. Frequently interacts with employees, staff, and corporate representatives.

3\. Occasional business-related travel may be required.

4\. Flexible work hours are required.

5\. Works with minimal supervision.

MATERIAL OR EQUIPMENT DIRECTLY USED

Uses a laptop or personal computer, cellular phone, calculator, telephone, copy machine, fax machine, office supplies, writing instruments, and other equipment as required to carry out duties.

Hotels and Resorts of Halekulani is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state, or local protected class.