Job Summary
The Sales & Revenue Manager combines proactive sales generation with dynamic pricing, yield management, and inventory optimization to maximize total room profitability. This dual-focused role is responsible for driving sales initiatives to secure group and corporate business, while simultaneously formulating data-driven revenue management strategies. The position balances cash-paying transient/group segments with gaming customer commitments to optimize RevPAR, ADR, and total guest spend. This is an onsite position, working at the property.
Key Responsibilities
1. Pricing, Yield & Inventory Strategy
- Establish dynamic pricing models, length-of-stay (LOS) controls, and inventory restrictions across transient, group, corporate, and Third-Party Online Travel Agency (OTA) channels.
- Work in tandem with Casino Marketing to configure player segment restriction rules, and gaming tier room availability calendars.
- Perform displacement analyses on incoming group and event quotes to ensure rates maximize net profitability without eroding peak gaming play or high cash yield periods.
- Oversee distribution channel strategy, maintaining rate parity across Direct Web, OTAs, Global Distribution Systems (GDS), and Call Center channels.
2. Sales Development & Client Relations
- Proactively identify, solicit, and close new corporate accounts, group room blocks, and local business partnerships.
- Manage the full sales lifecycle, including lead qualification, client site tours, group block setup, rate negotiations, and contracting.
- Maintain active relationships with regional corporate clients, event planners, local business associations, and community stakeholders.
3. Revenue Analytics
- Monitor reservation pace, market trends, and competitor pricing.
- Maintain rate plan configurations and inventory controls within the Property Management System (PMS) and Revenue Management System (RMS).
- Audit reservation system availability to prevent overbooking while maximizing sell-out potential during peak high-demand dates and event weekends.
4. Operational Alignment & Reporting
- Collaborate with Hotel Operations, Front Desk, and F&B teams to ensure smooth service execution for group arrivals and stays.
- Partner with Player Development and Casino Host teams to streamline VIP reservation requests, special event blocks, and guest stay privileges.
- Lead weekly strategy meetings and prepare comprehensive revenue performance reports, budgets, pace logs, and financial metrics for leadership review.
- Ensure all sales outreach, rate structures, and service delivery comply with upscale guest expectations.
Qualifications & Requirements
- Education: Bachelor’s degree in Hospitality Management, Business Administration, Finance, Marketing, or related field preferred; High School Diploma required.
- Experience: 3–5 years of combined experience in hotel sales and revenue management, preferably within a casino hotel.
- Technical Skills:
- Advanced proficiency in Property Management Systems (OPERA Cloud) and Revenue Management Systems (GuestREV/Rainmaker).
- Licensing & Certifications:
- Certified Revenue Management Executive (CRME) or relevant industry sales/revenue certification is a plus.
Key Competencies & Core Behaviors
- Innovative & Analytical: Strategic thinker skilled at evaluating market trends, identifying emerging revenue streams, and solving pricing puzzles.
- Enthusiastic & Outgoing: Proactive self-starter with strong communication skills and a drive to build relationships and win business from local and regional partners.
- Detail-Oriented & Organized: Diligent in contract management, system rate administration, pace tracking, and financial forecasting.
- Resilient & Adaptable: Maintains a positive, "can-do" attitude under high-pressure sell-out situations and collaborates effectively across diverse departments.