Corporate Director of Revenue ManagementLinchris Hotel Corporation Plymouth, MA
A property of: Linchris Hotel Corporation
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Job Description


Job Description Summary

The Corporate Director of Revenue Management directs and executes the effort to generate incremental market share growth and enhanced profitability through aggressive, strategic, well-resourced and tactically engaged pricing and channel leadership. The effort melds expert above property resources, including the regional Sales, Marketing and Operations to optimize financial performance. The effort utilizes a one team philosophy to effectively bring together insight, analytics and expertise with day-to-day knowledge and commitment for improved performance.
This leader will be personally responsible for providing leadership to the Revenue Managers that oversee all the hotels in their designated market clusters. In addition, they will work with the corporate team to develop and implement strategies and tactics to gain growth in market share and financial results. This individual will oversee field-based revenue management and will be responsible for hiring, training, retention and performance. Drive implementation of pricing strategies, yield strategies, selling strategies and revenue management best practices for the Linchris portfolio of hotels. Investigate and communicate new ways to capture optimal revenue potentials. 

This is a key position that will be responsible for maximizing and forecasting room revenues through management of room inventory and pricing. Communication of market trends and strategies of competitor hotels to assist team members in making yield decisions. Assist as necessary with the reservations process and work with the online marking and e-commerce team on promotions, distribution, loyalty marketing and offers. 

As the Corporate Director of Revenue Management, you would be responsible for monitoring, managing and maintaining group and transient inventories to ensure the most effective and efficient balance between demand and availability in the hotel’s continuing effort to deliver outstanding guest service and financial profitability. 

Create a center of excellence for sourcing revenue management talent, hiring and onboarding to ensure continuous excellence in services delivered.

Work environment is based in the Plymouth Corporate office and also requires occasional travel to hotels you support.

Expected hours of work, full-time management position.

Education and Experience

· Bachelor’s degree is preferred but not required. A minimum of five years of relevant revenue management experience.

· Experience supporting both brands and independent properties.

Job Description

Performance in this role will be measured by the direct revenue impact of their activities and the growth and adoption of appropriate revenue and channel management strategies and actions as measured by the STR report, where applicable. The effectiveness of the Corporate Director of Revenue Management will be measured by achievement in the following goals areas:


· Profit enhancing market share growth in alignment with the annual business plan.

· Revenue segmentation in relation to budget and business plan objectives. 

· Distribution cost savings using channel optimization.

· Improvement in RevPar growth index. 

· Development, satisfaction and retention of members of the revenue management team.

Support of the company mission and management style is paramount as is the direct relationship of trust and confidence among the other corporate team members.

Specific Responsibilities


· Establish specific hotel revenue and channel management strategies in conjunction with the hotel’s business plan and budget.

· Mentor existing Revenue Management team members and oversee 3rd party efforts.

· Monitor all distribution channels to ensure effective selling through managing market mix and pricing. 

· Collaborate with property teams to ensure content is effective and positioned properly in all distribution channels.

· Implement revenue management procedures and best practices, including weekly Revenue Management calls with hotels.

· Investigate and communicate new ways to capture optimal revenue potentials and ancillary revenue opportunities. 

· Provide critical analysis of strategies, room's statistics and demand factors.

· Implement strategic and tactical decisions to effectively utilize competitive information.

· Analyzes independently and determines whether the hotels are effectively being marketed across electronic distribution channels.

· Ensure that all rooms statistics reports, including the financial statement, and any other related reports are accurate and consistent.

· Ensure all Revenue Management related systems are configured correctly, validated and working to full capacity.

· Manage and maintain group and transient inventory controls, including but not limited to, room accommodations and rate inventory controls, group inventory and cut-off dates, implementation of blackout dates, maintaining demand information and managing sellout strategies. 

· Serve as the primary liaison with Front Office, Sales and Marketing and General Managers to maximize inventory and profitability.

· Conduct competitive and demand analyses and provide critical analysis of chosen strategies, room statistics and general demand factors to ensure the most effective and efficient balance between demand and availability. 

· Conduct forecasting, review competitive shops, review demand, convention and city event calendars, maintain data on competitor products and maintain historical data on events and performance. 

· Prepare training materials, training schedules, and systems training for the team members. 

· Provide supervision, professional development, scheduling, conduct counseling and evaluations, deliver recognition and rewards for outstanding performance. 

· Interview, hire, train and evaluate Revenue Management personnel. Resolve problems, provide open communication and recommend personnel actions when appropriate. Ensure the Revenue Management team is fully competent in the use of all systems.

· Actively participate in budgeting and business planning. Provide strategic and tactical recommendations.

· Work with the Vice President of Sales and Marketing on company-wide initiatives and problem resolution.

· Present hotel top-line revenue and market share performance to hotel ownership and participate in quarterly hotel meetings and annual owner presentations on performance and annual budgets. 

· Demonstrate effective conflict management/resolution and negotiation/persuasion skills in working with General Managers and Director of Sales. 

· Oversee displacement analysis for group, airline, contract, permanent, crew and base business to determine its profitability. 

· STR Report review and analysis to develop strategy and action plans for underperforming hotels to improve upon future market performance.


Additional Job Description


· At least five years of relevant revenue management experience. 

· Multi-property independent and multi-brand experience including full-service and extended stay hotels. 

· Previous experience as a Revenue Manager, Revenue Analyst or hotel General Manager. 

· Proficient in SynXis, IDeaS G3, WebRezPro and Opera preferred. 

· Ability to utilize Business Intelligence tools such as Travelclick or Kalibri. 

· Prior experience with managing PMS conversions and RMS implementation.

· Experience supporting both brands and independent properties.



Linchris Hotel Corporation recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We are passionate about our people. We offer rewarding career opportunities and a variety of benefits to our employees including:


· Medical, Dental and Vision Insurance

· 401(k) Retirement Plan

· Paid Time Off (PTO) 

· Linchris Team Member Rate 

· Tuition Reimbursement 

· Company Paid Life Insurance

· Company Paid Short Term Disability Insurance

· Various Brand Employee Discounts

· Linchris Sabbatical Program 

· Eligibility for Incentive Program 

Job Requirements


Education and Experience

· Bachelor’s degree is preferred but not required. A minimum of five years of relevant revenue management experience.

· Experience supporting both brands and independent properties.  

Job Details

Mid level
Salary ($100k - $140k)

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Linchris Hotel Corporation
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Address225 Water Street, Plymouth, MA, 02360 View map
Property typeHotel 
room Count101-250 
location TypeUrban 

People (3)

BOB ANDERSONSENIOR VICE PRESIDENT OF OPERATIONSAs Senior Vice President, Bob Anderson oversees the operations of Linchris' full service and limited service hotels. Bob's years of dedication and commitment to the Linchris Hotel Corporation standards of "Driving Excellence" has allowed him to excel and move up through the ranks of the company. Bob got his start in the hospitality industry early in life working for his father Jim, who was the General Manager of the Sheraton Sturbridge Resort in Sturbridge, MA with Inn America Corporation. Bob later moved to the Sheraton Harrisburg West hotel where he worked up through the ranks from maintenance department to food & beverage to, finally, manager of Inn America's first high-energy nightclub. Bob began his career with Linchris Hotel Corporation in 1990 as a Lounge Manager with Linchris' Williamsport, PA, Sheraton. He later moved to a similar position with the company's Concord, NH, Ramada Inn, subsequently also beginning his room division training. Rising through the ranks quickly Bob was then promoted to General Manager of the Days Inn in Lynn, MA. This was followed by a transfer to a Howard Johnson hotel in Springfield, VT where Bob took that hotel property through a $2 million renovation and conversion to a Holiday Inn Express hotel. He remained at the Holiday Inn Express for three years before moving on to serve as General Manager of the Quality Inn of Falmouth, MA (Cape Cod), where he oversaw the $2 million renovation and conversion of the hotel property to a Holiday Inn. During Bob's tenure as General Manager, the hotel received the Holiday Inn's Quality Excellence Award, ranking it among the top five percent of hotel properties in the Americas based on customer satisfaction. In 2006 Bob was promoted to Linchris' Area Director of Operations overseeing five hotels on Cape Cod in addition to remaining General Manager of the Holiday Inn in Falmouth. In November 2007, Bob was promoted to Vice President of Operations. Email:
MICHAEL SULLIVANPRESIDENTMichael Sullivan serves as Linchris Hotel Corporation's President, with an eye on overseeing hotel operations and improving the bottom line. Mr. Sullivan began his career at the public accounting firm of Alexander, Grant and Company in Boston before joining Inn America Corporation, where he rose through the ranks from controller trainee to Assistant Corporate Controller. Mr. Sullivan joined Linchris Hotel Corporation in 1989 as Corporate Controller and later held the positions of Vice President of Finance and most recently Chief Financial Officer. Throughout his career in hotel management, he has taken a hands-on approach to operations while staying actively involved in the strategic growth of Linchris. Mr. Sullivan states, "While we recognize that Linchris' customer is the hotel owner, our success in maximizing the owner's investment is totally dependent on our ability to deliver the highest levels of employee and guest satisfaction." This philosophy has served Linchris well in the past and will continue to guide the hotel management company in the future. Email:
CHRISTOPHER GISTISCHIEF EXECUTIVE OFFICERThe strength of Linchris Hotel Corporation lies in Chris Gistis' commitment to hire motivated employees who possess a desire for excellence. Chris cultivates opportunities for people to grow within the hotel management company and supports them when they identify better ways to serve each hotel guest. He is also a trailblazer in understanding the personal and professional commitments reflective of the hotel and hospitality industry, and by doing so has implemented a radical incentive plan that encourages Linchris general managers to take a 3-month paid leave of absence after 5 years of service. These are the convictions and practices that have made Linchris CEO Christopher Gistis one of the hotel and hospitality industry's most admired and respected leaders. Contact Chris by email at : A VETERAN OF THE HOSPITALITY INDUSTRY Chris began his career in 1970 as a hotel management trainee for the Inn America Corporation at the Sheraton-Harrisburg in Harrisburg, PA. By 1983, Chris was the company's executive vice president charged with handling every facet of Inn America's hotel operations as well as identifying new acquisitions, arranging renovations, and securing financing for these hotel projects. In 1985, Chris Gistis formed the Linchris Hotel Corporation to be an innovative hotel management company that could provide a unique blend of hospitality service and quality with a true hands-on approach.
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