Revenue Director

SUMMARY:
Wine Estate & Hotel in the Stellenbosch / Brackenfell area is looking for a Revenue Director responsible for driving revenue performance across the business through strategic pricing, inventory management, forecasting, and data-driven decision-making.
 
This role oversees revenue optimization for accommodation, with an oversight of ancillary revenue streams.
 
The position works cross-functionally with Sales, Marketing, Finance, and Operations to ensure alignment between commercial strategy and on-the-ground execution.

POSITION INFO:
Duties:

Revenue Strategy and Optimization:

Develop, implement and continuously refine pricing and revenue strategies to maximise ADR, occupancy, RevPAR and overall profitability.
Apply yield management principles, displacement analysis, demand-based pricing, and length of stay controls to maximise revenue and profitability.
Identify opportunities to grow ancillary revenue through packages, upselling, cross-selling, and guest spend optimisation.
Monitor competitor pricing, market intelligence, and macro demand drivers to maintain optimal market positioning.
Participate in commercial and executive meetings, providing strategic recommendations based on trading performance and future pace.

Forecasting, Budgeting and Planning:

Prepare short term, medium term, and long-term revenue forecasts using historical data, pace, pickup, trends, events, and market intelligence.
Lead the annual rooms revenue budget and support broader commercial budgeting assumptions across ancillary revenue streams.
Produce rolling forecasts and scenario analyses to support decision-making and risk mitigation.
Track actual performance against budget, forecast, and prior year, highlighting variances and recommending corrective actions.
Provide input into strategic planning, demand calendars, and annual promotional calendars.

Distribution and Channel Management:

Manage the performance of all distribution channels, including direct channels, OTAs, wholesale, trade, and contracted business.
Optimise channel mix to achieve the best balance between profitability, visibility, and occupancy.
Maintain rate parity, inventory accuracy, and content consistency across all booking platforms.
Review channel costs, commissions, and acquisition costs to improve net revenue contribution.
Collaborate with Sales and Marketing to ensure campaigns, offers, and promotions are commercially viable and aligned with demand periods.

Commercial Performance and Reporting:

Produce daily, weekly, and monthly revenue reports with clear analysis of performance drivers, risks, and opportunities.
Analyse key KPIs including ADR, occupancy, RevPAR, average length of stay, booking pace, pickup, cancellation trends, channel contribution, and spend per guest.
Present performance updates and strategic recommendations to senior leadership in a clear, concise, and action-oriented manner.
Conduct business mix and segmentation analysis to improve revenue quality and margin contribution.
Monitor pace, pickup, and booking trends to proactively adjust strategies.
Build revenue dashboards and reporting tools that improve visibility, accountability, and decision-making across the business.
Provide commercial guidance on group quotations, contracted business, promotions, events, and special packages.
Support the design of need periods, value-add offers, minimum stay rules, and peak period controls.
Contribute to weekly commercial meetings, budget reviews, forecasting sessions, and executive reporting processes.
Educate key stakeholders on key revenue drivers and commercial disciplines to improve business-wide decision-making.
Ensure revenue decisions are consistent with brand standards, contractual obligations, pricing governance, and approval frameworks.
Monitor risks relating to rate leakage, discount abuse, channel dependency, inaccurate segmentation, and inventory misallocation.

Systems, Process and Data Management:

Oversee the effective use of revenue, PMS, channel management, BI, and CRM systems to support accurate pricing and reporting.
Ensure data integrity, rate loading accuracy, market segment coding, and reporting consistency across systems.
Work with relevant teams to improve system integration, automation, and reporting capability.
Develop and maintain revenue management SOPs, controls, and governance processes.
Ensure auditability and discipline in pricing changes, promotions, inventory releases, and commercial approvals.
Drive process improvements to enhance efficiency and reporting capability.
Implement best practices in revenue management across the business.

Requirements:

Grade 12
Formal training or certification in Revenue Management would be advantageous.
Minimum 3–5 years’ experience in Revenue Management within luxury hospitality, estates, or a multi revenue destination business.
Proven experience in pricing, forecasting, channel management, and revenue optimisation.
Demonstrated success in improving ADR, RevPAR, channel mix, and total revenue performance.
Experience in luxury hospitality and wine estates will be advantageous.
Strong analytical and numerical skills.
Strong planning, organisation, and prioritisation skills.
Excellent communication and presentation skills.
Strong financial literacy and understanding of margin, profitability, and cost of acquisition.
Advanced Excel and reporting capability.
Strategic thinking with strong commercial acumen.
Ability to work cross-functionally in a fast-paced environment.
High attention to detail and accuracy.
Opera v5 or Opera Cloud
Siteminder
Lighthouse BI Intelligence
IdeaS Revenue Management System
Salesforce CRM
Advanced Microsoft Excel