Director of Revenue Management

Scope of Position:

The Director of Revenue Management is an integral leader within the hotel Commercial Strategy team, driving the strategic vision for total hotel profitability. The DRM establishes goals and implements tactical efforts with the goal of promoting revenue growth across all key customer segments and revenue centres (Rooms, F&B, Spa), while supporting the hotel's brand positioning and luxury image. The incumbent exercises direct leadership over the Reservations Department, ensuring seamless operational oversight, service standards, and strategic alignment between reservations and revenue goals.

The role is responsible for data quality and analysis, providing gathered intelligence, and executing revenue strategies across corporate, regional, and ownership entities. In addition, the role directly oversees the Reservations Department via the Reservations Manager to ensure seamless alignment between strategy, inventory control, call conversion, and guest service standards. The DRM acts as the system owner for all revenue technology and actively identifies and mentors revenue and reservations talent within the property.

Key Responsibilities:

• Effectively communicates a compelling Total Hotel Profit Optimisation vision to property leaders, fostering a strong Revenue Management culture across all departments.
• Leverages Accor analytics, technologies, processes, and tools to optimise hotel market share (RGI) and bottom-line profit.
• Directs and mentors the Reservations Manager, establishing clear performance expectations for booking conversion, rate quoting accuracy, and luxury service standards.
• Ensures group blocks, corporate allotments, and high-value guest queues are managed effectively between the Revenue and Reservations functions.
• Motivates, coaches, and manages team performance towards achieving exceptional employee engagement and guest satisfaction results.
• Creates accurate short- and long-term forecasts that yield optimal pricing, restrictions, and yielding decisions.
• Participates in the annual revenue budgeting process and produces long-term projections as required.
• Actively participates in ownership conversations, preparing and presenting commercial strategy decks and performance narratives for key stakeholders.
• Monitors relevant macroeconomic trends, market intelligence, and competitive set indicators to derive insight-led strategies.

• Directs all channel distribution strategies to maximise room revenue contribution while minimising acquisition costs.
• Leverages ALL (Accor Live Limitless) loyalty programs, private rates, and brand promotions to drive direct booking conversion.
• Collaborates with Marketing to execute and evaluate digital campaigns and leads performance reviews with OTA/intermediary partners to ensure optimal display and margin efficiency.
• Maintains strict compliance with Accor Rate Parity policies and brand distribution benchmarks.
• Serves as system owner for RMS (Idea’s G3), CRS (TARS), PMS (Opera Cloud), Rate Shopping tools, and distribution platforms.
• Maintains data integrity, system hygiene, and acts as the property champion for regional Accor Revenue Management audits.
• Oversees content management across electronic channels in coordination with the Marketing team.

• To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required:

  • Strong communication skills, both verbal and written

  • Dynamic can-do attitude

  • Strong analytical skills and attention to detail

  • Presents a professional and polished appearance

  • Effectively deal with guests and other team members

  • Previous reservation experience highly preferred

  • Experience with Ideas G3 RMS, Opera PMS, Nor1, Delphi or Opera Sales and Catering preferred

  • Possessing the trait of being organized and multi-tasking

  • Ability to complete work within given deadlines

  • Maintain confidentiality of proprietary information and protect company assets

  • Perform other reasonable job duties as requested

• Only candidates who are South African citizens, permanent residents, or who hold a valid and current authorisation to work in South Africa will be considered for this position. Cape Grace, A Fairmont Managed Hotel, does not sponsor work visas and will not enter into any visa application process on behalf of applicants for this role.

  Required Education and Experience

  • Bachelor degree in Hotel Management, Accounting, Finance, or Mathematic preferred.

  • Previous Director of Revenue Management experience

EMPLOYMENT EQUITY

We as a company are committed to diversity and inclusion. Our Employment Equity Plan and Targets will be considered during the recruitment process. We welcome applications from individuals with disabilities and diverse backgrounds.