SCOPE & GENERAL PURPOSE

The Head of Revenue, Reservations and Distribution is a senior member of the Montcalm Collection Executive Leadership Team and is responsible for leading the commercial strategy across Revenue Management, Reservations and Distribution for the entire hotel portfolio.

The role is accountable for maximising total revenue, profitability and market share while ensuring all pricing, reservations and distribution strategies support the Collection's luxury positioning, commercial objectives and long-term business strategy.

Working collaboratively with Sales, Marketing, Finance, Operations and General Managers, the role develops and implements integrated commercial strategies that optimise performance across more than thirteen hotels, including both independent properties and Marriott franchised hotels.

The role is responsible for creating a consistent commercial framework across the Collection, ensuring best practice, governance and operational excellence in Revenue Management, Reservations and Distribution while maintaining flexibility to reflect the unique positioning of each hotel.

The position provides commercial leadership to Executive Management and Ownership through detailed forecasting, strategic analysis, performance reporting and market intelligence, ensuring informed decision-making and sustainable financial performance.

LEADERSHIP COMPETENCIES

1. Revenue Leadership

• Lead the Collection's revenue strategy across all hotels.
• Develop pricing strategies that maximise profitability and market share.
• Lead commercial transformation projects including rebranding, system migrations and new hotel openings.
• Establish best practice across the Collection while recognising individual hotel market positioning.
• Lead annual budgeting, forecasting and business planning.

2. Reservations Leadership

• Lead the Reservations function across the Collection, ensuring consistent luxury service standards.
• Develop reservation strategies that maximise conversion and guest satisfaction.
• Monitor reservation KPIs including conversion rates, abandonment, response times and upselling performance.
• Improve booking journey efficiency across all customer touchpoints.
• Develop reservation training, quality standards and succession planning.

3. Distribution Leadership

• Define and execute the Collection's distribution strategy.
• Optimise channel mix to maximise profitability and reduce acquisition costs.
• Lead OTA, GDS, wholesale and third-party distribution relationships.
• Ensure rate parity and inventory accuracy across all distribution channels.
• Oversee CRS, Channel Manager and connectivity between all commercial systems.
• Evaluate new distribution opportunities and digital partnerships.

4. Commercial Communication & Ownership Relations

• Present commercial performance to Executive Leadership and Ownership.
• Produce Executive Commercial Dashboards and strategic reports.
• Chair weekly Commercial Strategy Meetings.
• Influence cross-functional teams to embed a Total Revenue Management culture.
• Act as a commercial ambassador for the Collection.

5. Customer-Focused Revenue Approach

• Develop strategies that enhance guest value while protecting luxury positioning.
• Utilise guest analytics and loyalty data to personalise offers.
• Balance revenue optimisation with exceptional guest experience.
• Drive direct booking growth through customer-focused initiatives.

6. Analytical & Market Intelligence

• Utilise STR, Demand360 and market intelligence tools.
• Conduct scenario planning and displacement analysis.
• Monitor competitor performance.
• Identify market opportunities and commercial risks.
• Deliver accurate forecasting and demand analysis.

7. Technology & Digital Distribution

• Lead the commercial technology roadmap.
• Optimise Opera PMS, CRS, Revenue Management Systems and Channel Management platforms.
• Drive website conversion and direct booking performance.
• Implement AI and emerging revenue technologies.
• Improve digital booking performance and online customer journey.

8. Talent Management & Development

• Lead, coach and inspire Revenue, Reservations and Distribution teams.
• Develop future commercial leaders.
• Build succession plans across all commercial functions.
• Create a high-performance culture.
• Promote collaboration across departments.

9. Financial Management

• Oversee forecasting and budgeting accuracy.
• Maximise Total Revenue.
• Optimise acquisition costs.
• Monitor KPIs including:
• RGI
• ADR
• RevPAR
• Forecast Accuracy
• Reservation Conversion
• Direct Booking Contribution
• OTA Cost of Sale
• Reservation Upselling Revenue

10. Relationship Management

• Build strong partnerships with Operations, Finance, Sales and Marketing.
• Develop relationships with technology providers.
• Manage OTA, GDS and distribution partners.
• Maintain strong relationships with ownership representatives.

11. Marriott Franchise Management

• Lead the commercial relationship for all Marriott franchised hotels.
• Ensure compliance with Marriott revenue, pricing and distribution standards.
• Maximise performance through Marriott Bonvoy and Marriott distribution channels.
• Participate in Marriott commercial reviews and owner meetings.
• Ensure brand compliance while protecting profitability.

12. Innovation & Adaptability

• Identify emerging commercial trends.
• Lead innovation in pricing and distribution.
• Implement new revenue methodologies.
• Respond proactively to changing market conditions.

13. Risk, Compliance & Governance

• Protect revenue through commercial governance.
• Ensure rate parity compliance.
• Maintain distribution integrity.
• Ensure data privacy and contractual compliance.
• Lead commercial response during market disruption.

KEY RESPONSIBILITIES

• Direct all aspects of Revenue Management, Reservations and Distribution across the Montcalm Collection portfolio.
• Develop and implement a unified commercial strategy across all Collection hotels.
• Maximise total hotel revenue including Rooms, Meetings & Events and ancillary revenue streams.
• Conduct detailed commercial analysis identifying trends, opportunities and risks.
• Lead pricing strategy across all market segments.
• Chair weekly Revenue and Commercial meetings.
• Produce monthly Executive commercial reports.
• Lead annual budgeting and forecasting.
• Collaborate with Sales and Marketing to maximise demand generation.
• Work with Operations to ensure commercial decisions support guest experience.
• Develop and maintain Collection SOPs for Revenue, Reservations and Distribution.
• Lead the Reservations function, ensuring exceptional service standards, reservation accuracy, response times and upselling performance.
• Monitor reservation conversion, abandonment rates and guest enquiry handling.
• Oversee all voice, online, OTA, GDS and corporate booking channels.
• Develop and govern the Collection's distribution strategy, optimising channel mix and cost of acquisition.
• Manage OTA, GDS, wholesale and distribution partner relationships.
• Negotiate commercial agreements with third-party distribution partners.
• Ensure website booking engine optimisation and growth in direct bookings.
• Reduce dependency on third-party channels while increasing direct revenue.
• Ensure CRS, PMS and Channel Manager configuration remains accurate across all hotels.
• Oversee inventory management, room mapping and rate loading.
• Lead commercial governance across both independent and Marriott franchised hotels.
• Ensure Marriott commercial compliance for all franchised properties.
• Present commercial performance to Executive Leadership and Ownership.
• Develop commercial talent across Revenue, Reservations and Distribution.

SKILLS & QUALIFICATIONS

• Bachelor's degree in Hospitality Management, Business Administration or related discipline.
• Minimum 10 years' experience in multi-property Revenue Management, Reservations and Distribution.
• Minimum 5 years' experience in a senior commercial leadership role.
• Proven experience within luxury or upper-upscale hotel environments.
• Experience managing large multi-property hotel portfolios.
• Experience working with both independent hotels and international franchise brands, preferably Marriott.
• Expert knowledge of Revenue Management Systems including IDeaS, Duetto or similar.
• Advanced knowledge of Opera PMS, CRS platforms and Channel Managers.
• Strong understanding of GDS connectivity including Amadeus, Sabre and Travelport.
• Extensive knowledge of OTA management and digital distribution.
• Strong financial and commercial acumen.
• Outstanding analytical capability.
• Exceptional leadership and stakeholder management skills.
• Excellent presentation and communication skills.
• Ability to influence Executive Leadership and Ownership.
• Proven ability to lead organisational change and commercial transformation.

WORKING CONDITIONS

• Full-time position requiring flexibility to meet business needs.
• Based at Montcalm Collection Head Office, London.
• Frequent travel across the Collection portfolio.
• Attendance at leadership meetings, owner meetings and industry events as required.
• Combination of Head Office and property-based working.

SCOPE & GENERAL PURPOSE

The Head of Revenue, Reservations and Distribution is a senior member of the Montcalm Collection Executive Leadership Team and is responsible for leading the commercial strategy across Revenue Management, Reservations and Distribution for the entire hotel portfolio.

The role is accountable for maximising total revenue, profitability and market share while ensuring all pricing, reservations and distribution strategies support the Collection's luxury positioning, commercial objectives and long-term business strategy.

Working collaboratively with Sales, Marketing, Finance, Operations and General Managers, the role develops and implements integrated commercial strategies that optimise performance across more than thirteen hotels, including both independent properties and Marriott franchised hotels.

The role is responsible for creating a consistent commercial framework across the Collection, ensuring best practice, governance and operational excellence in Revenue Management, Reservations and Distribution while maintaining flexibility to reflect the unique positioning of each hotel.

The position provides commercial leadership to Executive Management and Ownership through detailed forecasting, strategic analysis, performance reporting and market intelligence, ensuring informed decision-making and sustainable financial performance.

LEADERSHIP COMPETENCIES

1. Revenue Leadership

• Lead the Collection's revenue strategy across all hotels.
• Develop pricing strategies that maximise profitability and market share.
• Lead commercial transformation projects including rebranding, system migrations and new hotel openings.
• Establish best practice across the Collection while recognising individual hotel market positioning.
• Lead annual budgeting, forecasting and business planning.

2. Reservations Leadership

• Lead the Reservations function across the Collection, ensuring consistent luxury service standards.
• Develop reservation strategies that maximise conversion and guest satisfaction.
• Monitor reservation KPIs including conversion rates, abandonment, response times and upselling performance.
• Improve booking journey efficiency across all customer touchpoints.
• Develop reservation training, quality standards and succession planning.

3. Distribution Leadership

• Define and execute the Collection's distribution strategy.
• Optimise channel mix to maximise profitability and reduce acquisition costs.
• Lead OTA, GDS, wholesale and third-party distribution relationships.
• Ensure rate parity and inventory accuracy across all distribution channels.
• Oversee CRS, Channel Manager and connectivity between all commercial systems.
• Evaluate new distribution opportunities and digital partnerships.

4. Commercial Communication & Ownership Relations

• Present commercial performance to Executive Leadership and Ownership.
• Produce Executive Commercial Dashboards and strategic reports.
• Chair weekly Commercial Strategy Meetings.
• Influence cross-functional teams to embed a Total Revenue Management culture.
• Act as a commercial ambassador for the Collection.

5. Customer-Focused Revenue Approach

• Develop strategies that enhance guest value while protecting luxury positioning.
• Utilise guest analytics and loyalty data to personalise offers.
• Balance revenue optimisation with exceptional guest experience.
• Drive direct booking growth through customer-focused initiatives.

6. Analytical & Market Intelligence

• Utilise STR, Demand360 and market intelligence tools.
• Conduct scenario planning and displacement analysis.
• Monitor competitor performance.
• Identify market opportunities and commercial risks.
• Deliver accurate forecasting and demand analysis.

7. Technology & Digital Distribution

• Lead the commercial technology roadmap.
• Optimise Opera PMS, CRS, Revenue Management Systems and Channel Management platforms.
• Drive website conversion and direct booking performance.
• Implement AI and emerging revenue technologies.
• Improve digital booking performance and online customer journey.

8. Talent Management & Development

• Lead, coach and inspire Revenue, Reservations and Distribution teams.
• Develop future commercial leaders.
• Build succession plans across all commercial functions.
• Create a high-performance culture.
• Promote collaboration across departments.

9. Financial Management

• Oversee forecasting and budgeting accuracy.
• Maximise Total Revenue.
• Optimise acquisition costs.
• Monitor KPIs including:
• RGI
• ADR
• RevPAR
• Forecast Accuracy
• Reservation Conversion
• Direct Booking Contribution
• OTA Cost of Sale
• Reservation Upselling Revenue

10. Relationship Management

• Build strong partnerships with Operations, Finance, Sales and Marketing.
• Develop relationships with technology providers.
• Manage OTA, GDS and distribution partners.
• Maintain strong relationships with ownership representatives.

11. Marriott Franchise Management

• Lead the commercial relationship for all Marriott franchised hotels.
• Ensure compliance with Marriott revenue, pricing and distribution standards.
• Maximise performance through Marriott Bonvoy and Marriott distribution channels.
• Participate in Marriott commercial reviews and owner meetings.
• Ensure brand compliance while protecting profitability.

12. Innovation & Adaptability

• Identify emerging commercial trends.
• Lead innovation in pricing and distribution.
• Implement new revenue methodologies.
• Respond proactively to changing market conditions.

13. Risk, Compliance & Governance

• Protect revenue through commercial governance.
• Ensure rate parity compliance.
• Maintain distribution integrity.
• Ensure data privacy and contractual compliance.
• Lead commercial response during market disruption.

KEY RESPONSIBILITIES

• Direct all aspects of Revenue Management, Reservations and Distribution across the Montcalm Collection portfolio.
• Develop and implement a unified commercial strategy across all Collection hotels.
• Maximise total hotel revenue including Rooms, Meetings & Events and ancillary revenue streams.
• Conduct detailed commercial analysis identifying trends, opportunities and risks.
• Lead pricing strategy across all market segments.
• Chair weekly Revenue and Commercial meetings.
• Produce monthly Executive commercial reports.
• Lead annual budgeting and forecasting.
• Collaborate with Sales and Marketing to maximise demand generation.
• Work with Operations to ensure commercial decisions support guest experience.
• Develop and maintain Collection SOPs for Revenue, Reservations and Distribution.
• Lead the Reservations function, ensuring exceptional service standards, reservation accuracy, response times and upselling performance.
• Monitor reservation conversion, abandonment rates and guest enquiry handling.
• Oversee all voice, online, OTA, GDS and corporate booking channels.
• Develop and govern the Collection's distribution strategy, optimising channel mix and cost of acquisition.
• Manage OTA, GDS, wholesale and distribution partner relationships.
• Negotiate commercial agreements with third-party distribution partners.
• Ensure website booking engine optimisation and growth in direct bookings.
• Reduce dependency on third-party channels while increasing direct revenue.
• Ensure CRS, PMS and Channel Manager configuration remains accurate across all hotels.
• Oversee inventory management, room mapping and rate loading.
• Lead commercial governance across both independent and Marriott franchised hotels.
• Ensure Marriott commercial compliance for all franchised properties.
• Present commercial performance to Executive Leadership and Ownership.
• Develop commercial talent across Revenue, Reservations and Distribution.

SKILLS & QUALIFICATIONS

• Bachelor's degree in Hospitality Management, Business Administration or related discipline.
• Minimum 10 years' experience in multi-property Revenue Management, Reservations and Distribution.
• Minimum 5 years' experience in a senior commercial leadership role.
• Proven experience within luxury or upper-upscale hotel environments.
• Experience managing large multi-property hotel portfolios.
• Experience working with both independent hotels and international franchise brands, preferably Marriott.
• Expert knowledge of Revenue Management Systems including IDeaS, Duetto or similar.
• Advanced knowledge of Opera PMS, CRS platforms and Channel Managers.
• Strong understanding of GDS connectivity including Amadeus, Sabre and Travelport.
• Extensive knowledge of OTA management and digital distribution.
• Strong financial and commercial acumen.
• Outstanding analytical capability.
• Exceptional leadership and stakeholder management skills.
• Excellent presentation and communication skills.
• Ability to influence Executive Leadership and Ownership.
• Proven ability to lead organisational change and commercial transformation.

WORKING CONDITIONS

• Full-time position requiring flexibility to meet business needs.
• Based at Montcalm Collection Head Office, London.
• Frequent travel across the Collection portfolio.
• Attendance at leadership meetings, owner meetings and industry events as required.
• Combination of Head Office and property-based working.