Director of Revenue : Banyan Living
Job Purpose:
To sell the right room to the right customer at the right moment for the right price.
Key Result Areas:
The Director of Revenue is responsible for driving maximum revenue and profitability across all hospitality and residential rental products through the integration of revenue management, e-commerce distribution, and digital strategy. This role oversees pricing, inventory management, and distribution across direct channels, OTAs, aggregators, and Banyan Livings residential rental platforms. The incumbent ensures optimal performance through data-driven insights, dynamic pricing, and innovative e-commerce strategies that enhance visibility, occupancy, and profitability.
General:
- Revenue & Yield Management
- Sell the right product to the right customer at the right price and time through effective demand forecasting, market segmentation, and dynamic pricing.
- Maintain forecasting accuracy within +/- 5% and consistently exceed RevPAR, ADR, and occupancy targets.
- Develop and execute pricing strategies for both hotel and residential rental inventory.
2. E- Commerce & Distribution Management
- Manage Banyan Living website, online marketplaces, and aggregators, ensuring accurate content, rates, and inventory.
- Maximize visibility and conversion across all major OTAs, B2C/B2B wholesalers, and booking platforms, while driving growth in direct bookings.
- Implement and monitor dynamic pricing, flexible rate plans, promotions, and coupons across digital channels.
- Ensure rate parity and compliance with corporate SOPs across all e-commerce platforms.
3. Performance Analysis & Reporting
- Conduct deep-dive analysis of performance by property, segment, and channel to identify revenue opportunities and areas for improvement.
- Prepare and present weekly, monthly, and annual performance reports, including pacing, market trends, competitor benchmarking, and distribution channel contribution.
- Lead annual budgeting and forecasting processes for hotels and residences.
4. Residential Rental Focus
- Manage and optimize revenue for long-stay, serviced residences, and rental units through specialized pricing models and distribution strategies.
- Leverage both hospitality and real estate channels to maximize occupancy and yield.
- Explore innovative digital distribution partnerships specific to residential rentals.
5. Leadership & Strategy
- Lead revenue meetings and provide strategic recommendations to senior management.
- Coach and develop the Revenue & E-Commerce team to strengthen analytical, commercial, and digital skills.
- Partner with Sales, Marketing, and Digital teams to align distribution strategies with overall business goals.
- Build and maintain strong relationships with OTA partners, third-party distributors, and digital marketing teams.
6. Performance Evaluation Criteria
- Achievement of RevPAR, ADR, Occupancy, and GOP targets.
- Growth in direct bookings and reduction of OTA reliance.
- Performance of residential rental portfolio against targets.
- Accuracy and timeliness of forecasts, budgets, and reports.
- Stakeholder satisfaction (management, owners, and partners).
- Team development and retention.
Key Qualifications:
- Bachelors Degree or higher in Business, Hospitality, or related field.
- Minimum 5-7 years experience in Revenue Management with exposure to E-Commerce/Distribution in luxury hospitality.
- Experience in residential rental management or long-stay product revenue optimization is highly desirable.
Skills & Competencies
- Advanced knowledge of revenue management systems, channel managers, and distribution platforms.
- Strong analytical and problem-solving skills with proficiency in Excel and data visualization.
- Excellent knowledge of OTAs, wholesalers, and digital distribution channels.
- Experience with dynamic pricing, inventory control, and digital marketing integration.
- Strong interpersonal and leadership skills; able to influence cross-functional teams.
- Fluent in English (additional languages preferred).
