Cluster Director of Revenue Management

We’re looking for enthusiastic, fun, and energetic people who take the work seriously, but not themselves. Let’s see if we’re a fit. We hope so.
Job Summary:
Mainsail Lodging & Development is seeking an experienced, analytical, and commercially minded Cluster Director of Revenue Management to lead revenue strategy for three of Mainsail’s distinctive full-service lifestyle hotels: Epicurean Tampa, Epicurean Atlanta, and Luminary Hotel & Co. This position is responsible for maximizing revenue, profitability, RevPAR, market share, and overall commercial performance across the three-property portfolio. The Cluster Director of Revenue Management will develop and execute sophisticated revenue strategies across transient, group, negotiated, wholesale, and catering segments while optimizing room inventory, function space, pricing, distribution, and demand.
The ideal candidate is a strategically minded commercial leader and business partner who can translate data into action, challenge assumptions, identify opportunities, and influence Sales, Marketing, Operations, and General Management teams.
Working closely with Mainsail’s corporate leadership, General Managers, Directors of Sales, and property teams, this role will help establish the optimal business mix, pricing strategy, forecasting approach, and sales priorities for each hotel.
Because the three hotels operate in distinct markets and have different demand patterns, this position requires the ability to understand the individual identity and commercial opportunity of each property while developing strategies that maximize the performance of the portfolio.
Position: Cluster Director of Revenue Management, Epicurean Tampa | Epicurean Atlanta | Luminary Hotel & Co.
Location: Atlanta or Tampa Metro Area
Reports to: Vice President, Sales & Marketing
Status: Exempt
Essential Functions
Revenue Strategy & Commercial Leadership
Develop and execute comprehensive revenue management strategies for Epicurean Tampa, Epicurean Atlanta, and Luminary Hotel & Co.
Maximize rooms' revenue, total hotel revenue, profitability, RevPAR, ADR, occupancy, and market share.
Establish pricing and inventory strategies based on demand, market conditions, competitive positioning, historical performance, pace, booking patterns, and future demand.
Develop strategies for transient, group, negotiated, wholesale, OTA, leisure, and other relevant market segments and manage performance to ensure high yielding business.
Partner with General Managers and Sales Leaders to establish the appropriate business mix, channel optimization and pricing strategy for each property.
Identify opportunities to improve profitability through changes in rate, restrictions, room-type inventory, length-of-stay controls, arrival/departure patterns, and segment mix.
Balance short-term revenue opportunities with long-term market positioning and overall profitability.
Critical participants in the annual budgeting, business planning, and strategic forecasting processes.
Provide clear recommendations to hotel leadership based on data, market intelligence, and forward-looking demand indicators.
Serve as a key commercial voice within Mainsail, helping connect Revenue Management, Sales, Marketing, and Operations strategies.
Forecasting & Business Intelligence
Prepare accurate monthly and rolling revenue forecasts for each assigned hotel, with a target of maintaining forecast accuracy within 5%.
Analyze historical trends, current pace, booking windows, cancellations, no-shows, wash, displacement, market demand, and competitive performance.
Monitor daily and weekly pickup and pace against forecast, budget, prior year, and market expectations.
Identify changes in demand patterns and proactively adjust strategies.
Analyze market segmentation, channel contribution, customer acquisition costs, profitability, and revenue contribution.
Develop and communicate actionable insights rather than simply reporting data.
Prepare and present revenue performance reports and recommendations to property and corporate leadership.
Utilize STR and other industry benchmarking tools to evaluate market share and competitive positioning.
Conduct regular analysis of competitive-set pricing, positioning, seasonality, demand patterns, and market performance.
Group, Catering & Function Space Strategy
Partner closely with Sales and Catering leadership to optimize group rooms, meeting space, catering, and function-space revenue.
Evaluate group opportunities based on displacement, profitability, total spend, pattern, compression, and future demand.
Establish appropriate group pricing, concessions, cut-off strategies, minimums, and restrictions.
Support Sales Leaders in evaluating business opportunities and determining when to accept, decline, or modify group business.
Develop strategies to maximize the profitability and utilization of function space.
Collaborate with Sales and Catering teams to ensure room block and function-space decisions support the overall revenue strategy.
Participate in key group and business evaluations when appropriate.
Inventory & Distribution Management
Manage room inventory to maximize revenue and optimize sell-out efficiency.
Develop appropriate selling strategies, including:
Rate positioning
Length-of-stay restrictions
Arrival/departure patterns
Minimum length of stay
Closed-to-arrival/closed-to-departure strategies
Discount availability
Room-type controls
Overbooking strategies
Group inventory controls
Utilize all available yield and revenue-management tools to maximize hotel performance.
Manage property participation and production across relevant distribution channels, including:
Brand channels
CRO
GDS
ADS
OTA channels
Travel agency consortiums
Other third-party distribution partners
Build and maintain relationships with OTA Market Managers and distribution partners.
Ensure each hotel is accurately and competitively represented across third-party channels.
Evaluate channel profitability and recommend adjustments to distribution strategy when appropriate.
Sales & Revenue Partnership
Work closely with Directors of Sales and Sales teams to align revenue strategy with sales activity.
Provide sales teams with market intelligence, demand forecasts, pricing guidance, and business opportunities.
Help Sales Leaders identify future demand periods, target markets, need dates, compression opportunities, and potential accounts.
Leads weekly commercial/revenue meetings and provide actionable recommendations.
Ensure Sales strategies are aligned with current and anticipated market conditions.
Educate Sales, Front Office, Reservations, and other hotel associates on revenue-management principles.
Provide training on pricing, availability, rate strategy, inventory controls, and the financial impact of selling decisions.
Foster a culture in which Revenue Management is understood as a shared commercial responsibility, not simply a corporate function.
Marketing & Digital Performance
Partner with Marketing leadership to align promotional activity, digital campaigns, offers, and demand-generation strategies with revenue objectives.
Review online reputation performance and identify potential impact on pricing, demand, conversion, and market positioning.
Analyze digital marketing and e-commerce performance as it relates to room demand and revenue.
Provide recommendations regarding promotions, packages, offers, and channel strategy based on need periods and demand patterns.
Leadership & Team Development
Lead with an energetic, collaborative, and solution-oriented approach.
Build strong relationships with General Managers, Sales Leaders, Operations teams, Finance partners, Corporate Leadership, hotel associates and Hotel Owners.
Create teamwork and generate enthusiasm around revenue performance.
Educate others on revenue management concepts and the financial impact of commercial decisions.
Take ownership of results while maintaining a positive, lead-by-example leadership style.
Where applicable, provide leadership and direction to:
Group Coordinators
Reservations Sales Agents
Inventory Managers
Sales Reporting & Systems Analysts
Other revenue-related positions
Establish clear expectations, provide coaching, and support professional development.
Promote accountability through consistent measurement and communication of results.
Mainsail Corporate Responsibilities
Participate in Mainsail revenue management initiatives, task forces, committees, and special projects.
Help develop and improve Mainsail revenue management standards, tools, processes, and best practices.
Support pre-opening, renovation, repositioning, and other special projects as assigned.
Contribute to corporate business planning, strategic initiatives, and portfolio-level revenue opportunities.
Share successful strategies and lessons learned acro