Director of Revenue and Channel Performance
Crystalbrook Collection
Date: 4 days ago
City: Surry Hills, New South Wales
Contract type: Full time
The Director of Revenue and Channel Performance is responsible for leading the development, execution, and continuous improvement of revenue management and distribution practices. This role will oversee all aspects of revenue delivery across the portfolio, with a focus on enhancing profitability, optimising channel performance, and driving sustainable market share growth.
This position provides strategic and operational leadership to the Portfolio Revenue Managers and oversees the Customer Sales Centre, ensuring seamless reservation operations and an exceptional guest booking experience. The Director will contribute to the evolution of the total revenue management discipline, advancing best-in-class commercial practices across the organisation.
Lead the implementation and evolution of proactive revenue management practices to optimise total revenue across all property revenue streams, including:
Manage the delivery and performance of the Customer Sales Centre, ensuring service excellence and alignment with portfolio needs.
Lead the relationships with connected OTA partners, optimising opportunities as required. Evaluate and implement revenue and distribution systems and tools to drive efficiency, accuracy, and responsiveness.
Lead feasibility assessments for new hotel projects, delivering commercially focused insights to inform development decisions and support investment. Oversee the end-to-end pre-opening setup of revenue systems and distribution infrastructure of new hotels, ensuring alignment with brand standards and operational readiness.
Develop and implement market entry pricing strategies and configure rate structures and channels to optimise visibility, profitability, and performance from day one.
Lead regular performance reporting, including weekly reports, monthly business reviews, and quarterly commercial reviews. Identify and address underperforming assets and collaborate with Group Director on the development of tailored action plans to improve results.
Partner with People and Culture to support team growth, succession planning, and ongoing professional development.
Qualifications & Experience
This position provides strategic and operational leadership to the Portfolio Revenue Managers and oversees the Customer Sales Centre, ensuring seamless reservation operations and an exceptional guest booking experience. The Director will contribute to the evolution of the total revenue management discipline, advancing best-in-class commercial practices across the organisation.
Lead the implementation and evolution of proactive revenue management practices to optimise total revenue across all property revenue streams, including:
- Provide leadership and direction to the Portfolio Revenue Managers, including coaching, performance management, and capability development.
- Monitor and analyse performance metrics related to profitability, channel mix, market share, and business segmentation to guide commercial decisions.
- Oversee forecasting and budgeting processes, ensuring alignment with business goals and operational realities.
- Partner with sales, finance, marketing and operational teams to align commercial efforts and capitalise on revenue opportunities.
Manage the delivery and performance of the Customer Sales Centre, ensuring service excellence and alignment with portfolio needs.
Lead the relationships with connected OTA partners, optimising opportunities as required. Evaluate and implement revenue and distribution systems and tools to drive efficiency, accuracy, and responsiveness.
Lead feasibility assessments for new hotel projects, delivering commercially focused insights to inform development decisions and support investment. Oversee the end-to-end pre-opening setup of revenue systems and distribution infrastructure of new hotels, ensuring alignment with brand standards and operational readiness.
Develop and implement market entry pricing strategies and configure rate structures and channels to optimise visibility, profitability, and performance from day one.
Lead regular performance reporting, including weekly reports, monthly business reviews, and quarterly commercial reviews. Identify and address underperforming assets and collaborate with Group Director on the development of tailored action plans to improve results.
Partner with People and Culture to support team growth, succession planning, and ongoing professional development.
Qualifications & Experience
- Tertiary qualification in business, revenue management, hospitality, or a related field.
- Minimum 3-6 years' experience in a senior revenue or commercial leadership role within a multi-property environment.
- Proven track record in delivering revenue growth, optimising channel mix, and improving market position.
- Expertise in forecasting, budgeting, pricing and distribution management.
- Effective leadership experience; coaching and development of a team, fostering a high-performance culture focused on collaboration, capability growth and commercial excellence.
- Excellent knowledge of RMS, CRS, channel managers, PMS, and data analysis tools.
- Preferred experience of Opera Cloud, Duetto, Synxis, Salesforce, BI Reporting.
- Strategic and analytical thinking
- Commercial acumen and business insight
- Influential leadership and cross-functional collaboration
- Effective communication and stakeholder engagement
- Strong project management and decision-making skills
- Focus on innovation and continuous improvement
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