Director of Revenue Management

Culture:

Join a team that’s been welcoming guests for more than a century. At Pinehurst our Culture is critical to delivering a consistent guest, member and employee experience. Our Purpose is, “As the Cradle of American Golf, we honor timeless traditions and inspire legendary stories, one smile, one round, one moment at a time.” Our Values are; Genuine Hospitality, Be Trustworthy, Good Stewards and Inspired Innovation. If you’re seeking a heartfelt workplace then Pinehurst is the place for you. Every role contributes to upholding our treasured culture, performs their job duties consistently and handles other job duties as assigned in our ever-changing environment.  

Summary:

We are seeking an experienced and strategic-minded Director of Revenue Management (DRM) to lead our efforts in maximizing room night revenues across the resort. This position works closely with the sales teams to assess potential group business, recommends strategic alternatives and optimizes a limited inventory of rooms and golf tee times to drive overall growth. Reporting to the VP of Sales & Marketing, the DRM is a member of the Senior Leadership Team and key participant in annual budget development, pricing strategies and ongoing forecasting throughout the year.

As the largest golf resort in the United States, Pinehurst Resort & Country Club is a leader in the hospitality industry. Named the first USGA Anchor Site, Pinehurst will host the U.S. Open in 2024, 2029, 2035, 2041 and 2047, the U.S. Women’s Open in 2029 and other future USGA Amateur Championships. Widely known for our history, we are adding dynamic amenities and experiences at an unprecedented pace.  Pinehurst’s 1,800 employees currently provide service at ten golf courses, five hotels, ten restaurants, an award-winning Spa, private country clubs and a 200-acre lake.

Education & Experience:

A Bachelor’s degree with a minimum of six years of Revenue Management experience is required, with three years in a senior director, manager or leadership role; or an equivalent combination of education and experience. Hospitality experience is preferred. Must be organized with the ability to multi-task and effectively manage changing project deadlines. This position requires current working knowledge of revenue management software, as well as Microsoft PowerPoint, Word, and Excel.

Essential Duties & Responsibilities:

• Analytics and Reporting – Ability to interpret complex data sets and build comprehensive reports that integrate key variables unique to Pinehurst: multiple hotel types, past demand patterns, future pre-book trends, golf availability, golf course maintenance, ADR and occupancy. Ability to leverage & communicate these insights to uncover business opportunities and drive informed decision making.
• Daily Business Review – Co-manage and provide guidance to the Group Sales Team in the daily business review meetings when reviewing potential business. Use dynamic pricing strategies based on yield management for optimal conversion for the Resort’s profitability.  
• Forecasting, Pricing & Budget Strategy – Assist in the annual process of developing room night budget and forecasting by regularly measuring performance metrics and delivering pricing recommendations.  Understand seasonality and supply & demand to maximize revenues with Pinehurst target market audience.  
• Technology and Innovation – Have proficiency in administering/implementing the use of revenue management software (e.g. IDeaS, Duetto, or Rainmaker) to analyze data, forecast demand and provide actionable recommendations that maximize revenues throughout the year.
• Collaborative Approach – Comfortable working independently but developing trust with cross-functional leaders from Sales, Marketing, Accounting and Golf Operations, while using data for storytelling.
• Guest Experience – Be able to speak knowledgably to the guest experience by aligning pricing and yield strategies with enhancing guest satisfaction scores (NPS) and long-term brand reputation.

Core Competencies:

• Self-starter
• Strategic Thinker
• Advanced skills in Excel
• Analytical Skills
• Market Awareness
• Effective communicator
• Presentation skills
• Attention to Detail
• Emotional Intelligence
• Innovative

Key internal operating relationships:

• Directors of Sales
• Director of Marketing
• Director of Lodging
• Director of IT
• Director of Golf
• Director of Finance
• President

Performance Measures:

• Increase Resort Revenue YoY
• Grow ADR YoY
• Increase Room Nights YoY
• Improve Length of Stay YoY

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the employee is regularly required to use hands to finger, handle or feel, reach with hands and arms, and talk or hear.  The employee frequently is required to sit. The employee is occasionally required to stand, walk, climb or balance and stoop, kneel, crouch.  The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 50 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  The noise level in the work environment is usually quiet.

Pinehurst, LLC reserves the right to transfer any Employee from his/her current job assignment or location to another job assignment or location as needed, either on a temporary or regular basis.

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