Scotsman Hospitality
Cluster Revenue Manager
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The Role
The Cluster Revenue Manager owns the revenue performance of a defined portfolio of hotels and serviced apartments. You will be responsible for pricing, inventory, forecasting, distribution and performance reporting across your cluster with the goal of maximising RevPAR, total accommodation revenue and fair market share while protecting each property's rate positioning. You will work closely with General Managers, Reservations, Sales, Marketing and Finance and support the commercial maintenance of our current and commercial setup of our new openings.
Key Responsibilities
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Pricing and inventory strategy
- Set and manage daily pricing across all channels for each property in the cluster, applying length-of-stay controls, restrictions and inventory management to optimise mix and displacement.
- Manage rate structures, rate codes and promotional codes, ensuring they remain rational, parity-compliant and aligned with each property's positioning.
- Price products correctly relative to one another (hotel rooms, room @types, serviced apartments, extended stays), including seasonal products such as Space to Stay in July and August.
- Lead pricing strategy for high-demand periods and events, including the Edinburgh Festivals, Hogmanay, Six Nations, major golf events in St Andrews (including The Open 2027) and graduation weeks.
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Forecasting and budgeting
- Produce accurate weekly and monthly forecasts by property and segment (room nights, ADR, revenue), with accountability for forecast accuracy.
- Track pace, pick-up and booking windows against STLY, budget and forecast, identifying risks and opportunities early.
- Contribute to the annual budgeting process for your cluster with the Accommodation Revenue Director and Finance.
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Distribution and channel management
- Manage the channel mix to grow direct business and reduce cost of acquisition across OTAs, GDS, wholesale, direct web and voice.
- Maintain rate and inventory integrity across PMS, channel manager and booking engine (OPERA Cloud, Mews, SiteMinder).
- Manage OTA relationships at property level, including content, ranking, visibility programmes and promotional participation, assessed on a net-revenue basis.
- Monitor rate parity and act on breaches promptly.
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Segmentation and business mix
- Manage the balance between transient, corporate, groups, wholesale and long-stay demand, including group displacement analysis and sign-off on group quotations.
- Review negotiated, TMC and wholesale account production and recommend renewals, rate changes or exits.
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Analysis and reporting
- Produce weekly and monthly performance reporting, including STR or equivalent benchmarking, compset rate shopping, channel mix and segment performance, translating data into clear, prioritised actions.
- Build and maintain Power BI dashboards and Excel models, ensuring clean data and consistent segmentation across properties.
- Run post-event and post-period reviews measuring the outcome of pricing decisions.
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Commercial leadership and collaboration
- Chair weekly revenue meetings with General Managers and department heads for each property.
- Work with Marketing on promotional and campaign activity, ensuring offers are commercially justified and measurable.
- Coach Reservations teams on upselling, conversion and rate knowledge, and help property teams build commercial capability.
- Support pre-opening revenue setup for new properties, including rate architecture, channel connectivity, compset definition and ramp-up pricing.
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The Person
Essential
- At least 2 years in hotel revenue management, ideally at least 1 year managing multiple properties or a cluster.
- Proven pricing experience in the upper-upscale or luxury market, with a clear understanding of how to protect ADR and positioning while driving occupancy.
- Advanced Excel skills and strong analytical ability.
- Hands-on experience with at least one major PMS and channel manage, ideally OPERA Cloud and MEWS
- Solid understanding of OTA commercial models, distribution economics and rate parity.
- Clear, confident communicator
- Highly organised, able to manage competing priorities across properties at different stages of their booking cycle.
Desirable
- Experience with OPERA Cloud, Mews and SiteMinder preferred.
- Experience pricing serviced apartments, aparthotels or extended-stay products.
- Knowledge of the Edinburgh and/or St Andrews markets and their event-driven demand.
- Pre-opening or new-property revenue experience.
- Experience with a revenue management system (RMS)
Next Steps
If you think this role is for you, then please apply and one of our friendly team will be in touch.
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