Montcalm Collection
Assistant Head of Revenue and Distribution
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BRAND INTRODUCTION
At Montcalm Collection, we believe that timeless style and genuine hospitality are more than just values, they’re a way of life. Our people are the heart of our hotels: passionate individuals working together as a team, united by an unwavering commitment to providing first-class personal service.
Our collection spans some of London’s most storied buildings, from elegant Georgian townhouses and an 18th-century brewery to a historic head office and a contemporary architectural landmark. Each hotel has its own unique story, and within every one, our team create unforgettable experiences for our guests.
While our walls speak of history, it’s our people, their ambition, and their creativity, that shapes our future.
Join us, and become part of a culture that celebrates individuality, nurtures potential, and upholds the very highest standards of the art of hospitality.
SCOPE & GENERAL PURPOSE
The Assistant Head of Revenue and Distribution plays a strategic leadership role within the Montcalm Collection’s commercial team, responsible for driving total revenue performance and profitability across all hotels in the portfolio. This position leads the revenue management function, optimising room, F&B, and ancillary revenue streams through effective pricing, distribution, and forecasting strategies.
Working closely with the Commercial Director, General Managers, and the Sales & Marketing teams, the Assistant Head of Revenue and Distribution provides strategic direction, ensures system integrity, and cultivates a data-driven culture focused on commercial growth. This role ensures that each property achieves its optimal business mix, maintains market competitiveness, and aligns with the overall commercial strategy of the Montcalm Collection.
LEADERSHIP COMPETENCIES
Strategic Leadership & Vision
- Develop and execute revenue management strategies that maximise total revenue and profitability across the cluster.
- Align hotel-level revenue initiatives with the broader commercial and brand strategy.
Commercial Insight & Business Acumen
- Analyse market trends, competitor data, and performance insights to guide decision-making.
- Provide strategic recommendations to optimise business mix and pricing across segments and channels.
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Team Leadership & Development
- Lead, mentor, and develop Cluster Revenue Managers and Executives to achieve departmental and individual goals.
- Foster a collaborative and high-performance culture within the commercial team.
Operational Excellence & Innovation
- Drive continuous improvement in forecasting, pricing, and distribution processes.
- Implement best practices and system enhancements to ensure data accuracy and process efficiency.
Collaboration & Stakeholder Management
- Partner with the Sales, Marketing, E-Commerce, and Operations teams to ensure cohesive commercial execution.
- Present performance insights and strategic recommendations to senior leadership and hotel GMs.
KEY RESPONSIBILITIES
- Lead the revenue strategy for all Montcalm Collection hotels, ensuring alignment with commercial and financial goals.
- Oversee pricing, demand forecasting, and inventory optimisation across all properties.
- Develop total revenue management strategies encompassing rooms, F&B, spa, and other revenue streams.
- Drive rate and channel management discipline to maximise market share and RevPAR performance.
- Lead weekly revenue meetings and communicate key insights and strategies to hotel leadership teams.
- Provide detailed forecasting and revenue analysis reports to the Commercial Director and Executive Leadership Team.
- Lead the revenue strategy for Groups, Conference & Events, including pricing, displacement analysis, demand evaluation and inventory controls to optimise conversion and total revenue.
- Oversee distribution strategy and channel configuration across direct, GDS, OTA and third party channels, ensuring optimal inventory allocation, availability, rate loading and content accuracy to maximise revenue and channel profitability.
- Ensure rate parity across all channels and maintain system accuracy across CRS, PMS, RMS, and OTA platforms.
- Evaluate promotional activities and partner campaigns to ensure alignment with yield strategy.
- Guide the budgeting and business planning process with accurate revenue projections.
- Oversee data governance and system configuration for all revenue platforms (PMS, RMS, GDS, CRS, Channel Manager).
- Monitor competitor pricing, market trends, and demand shifts to proactively adjust strategies.
- Establish and monitor KPIs for all revenue management team members, ensuring accountability and performance.
- Promote a culture of analytical excellence and commercial awareness across the portfolio.
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This job description sets out the main responsibilities related to the role at Montcalm Collection. It is not intended to be exhaustive, and duties may be varied from time to time as required by management to meet the needs of the business.
Skills & Qualifications
- Bachelor’s degree in Hospitality Management, Business, or a related field.
- Minimum 7 years of progressive revenue management experience, including multi-property or cluster leadership.
- Proven experience leading a revenue function within a luxury hotel or hospitality group.
- Advanced knowledge of revenue systems (Opera PMS, IDeaS, Duetto, SHR Wave RMS, channel managers, CRS platforms).
- Strong analytical, financial, and strategic planning skills.
- Exceptional leadership and communication skills, with the ability to influence cross-functional teams.
- Demonstrated ability to manage multiple stakeholders and balance strategic and tactical priorities.
- Proficient in Microsoft Excel, Power BI, and other analytical tools.
- CRME (Certified Revenue Management Executive) certification preferred.
WORKING CONDITIONS
- Full-time position with flexibility required to accommodate the demands of the role.
- Office-based with regular collaboration across hotel properties in the cluster.
- Fast-paced environment requiring leadership, analytical thinking, and cross-functional teamwork.
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