Director of Revenue

Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional.

Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognized for creating some of the world’s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.

Mandarin Oriental, Makati is an upcoming 5-star luxury hotel set within the lush Ayala Triangle Gardens, at the prestigious corner of Paseo de Roxas and Makati Avenue. Scheduled to open in 2026, this landmark development will feature 276 elegantly appointed guestrooms and suites, offering a refined blend of contemporary design and timeless sophistication. Guests will enjoy an exceptional array of world-class amenities, including a curated selection of restaurants, a stylish bar, a serene pool area, and the brand’s signature spa. Designed to be a sanctuary in the heart of the city, the hotel promises an elevated experience for both leisure and business travelers seeking comfort, excellence, and distinction in Manila.

About The Role

The Director of Revenue is a key member of the pre‑opening commercial leadership team for Mandarin Oriental Makati. This role is responsible for developing the hotel’s revenue and distribution strategy, establishing revenue systems and processes, and optimizing performance across all business streams from pre‑opening to post‑opening stabilization.

Your Scope

This role drives all aspects of top line revenue strategies and sets the hotel’s strategic business direction and positioning by balancing financial objectives, managing the channels, to maximize revenue and growth in market share performance. Oversees all the processes associated with demand, revenue, forecasting, inventory management, channel management, with proactive market intelligence and opportunity analysis. Identifies future revenue opportunities and effectively communicates strategies to the sales, marketing, finance, and hotel operations colleagues.

Organizational Structure

This position reports directly to the Director of Commercial Strategy to create a profitable and sustainable commercial foundation, ensuring the hotel is competitively positioned within the luxury segment in Metro Manila and internationally.

In alignment with the senior leaders, the Director of Revenue sets the hotel’s strategic business direction by balancing financial objectives, managing segments & channels, and guiding the revenue strategies of the hotel and ensures targeted Relative RevPAR positioning is achieved. Works also with above leaders and Director of Marketing and Director of Sales (when applicable) to prepare the hotel’s annual Budget and develops, implements, and adapts the Annual Marketing Plan & Monthly forecasts as market conditions fluctuate.

Your Responsibilities

• Pre‑Opening Commercial Setup
• Develop the pre‑opening revenue strategy including pricing, distribution, segmentation mix, and channel strategy.
• Manage completion of critical path and ensure the team is on track for the pre-opening revenue management, distribution, and reservations activities and timeline
• Lead the implementation and configuration of revenue systems (RMS, PMS, CRS, channel manager).
• Establish revenue SOPs, forecast templates, reporting structures, and analytical tools in line with Mandarin Oriental global standards.
• Support market intelligence gathering, competitive set selection, and benchmarking.
• Work closely with Sales & Marketing to align pricing, promotions, and positioning ahead of opening.
• Strategic Revenue Management
• Lead pricing strategy across all segments: Corporate, Leisure, MICE, OTA, Consortia, Groups, and Wholesale.
• Conduct daily, weekly, and monthly demand analysis to optimize revenue and inventory utilization.
• Oversee forecasting processes for rooms, ancillary revenues, and total hotel revenue streams.
• Manage displacement analysis, overbooking strategies, and inventory controls.
• Implement BAR levels, rate fences, package strategies, and dynamic pricing models.
• Develops the revenue strategy for the hotel in alignment with MOHG’s brand philosophies.
• Provides strategic direction as it relates to pricing, inventory, channel management and distribution of all market segments following market and Comp set analysis.
• Assist in implementation and continual improvement of definite group forecasting process.
• Proactively analyze and communicate business trends, market share and booking pace in comparison to the market/comp set, Last month, Last Year, Forecast and Budget.
• Analyze competitive sets, price positioning, seasonality, mix and displacement on a weekly basis.
• Communicate when key events or holiday periods are being held in the destination and surrounding areas that impact demand. Devises and implements event specific strategies.
• Provides targeted and timely communication of results, achievements, and challenges to the stakeholders.
• Performs or ensures execution of all daily, weekly, monthly, and yearly revenue management tasks according to MOHG guidelines.
• Establishes and maintains effective and rational pricing strategies for all inventories and market segments in all MOHG approved distribution channels.
• Oversees the annual pricing process for transient, group and catering rooms, function space and other areas as required.
• Prepare and/or review the Revenue strategy packet and reports prepared by the Reservation Manager/Asst. Manager and leads this meeting.
• Distribution & Channel Optimization
• From sales and third-party contracting perspective, responsible for hotel’s positioning in the various distribution channels, information accuracy and competitor positioning, including but not limited to, conducting online shops.
• Maximize contribution and profitability through direct channels and high-value partnerships.
• Manage the OTA ecosystem, GDS, brand.com, and third-party platforms to ensure rate parity and distribution integrity.
• Collaborate with Digital Marketing on conversion strategies and direct booking growth.
• Ensure channel mix aligns with long-term profitability targets.
• With the Director of Commercial Strategy, evaluate effectiveness of property participation in channels and determines proper spend deployment in these segments and channels.
• Ensure accurate reservation system information in all Distribution Channels is upheld.
• Ensure that all reservation enquiries that come to the hotel via telephone, email or fax are processed in a timely and accurate manner to capture demand data for the hotel.
• Performance Analysis & Reporting
• Lead the creation of pre‑opening and post‑opening revenue dashboards.
• Analyze KPIs including RevPAR, GOPPAR, ADR, occupancy, channel cost, conversion rates, and market share.
• Proactively provide data to the Team for the purpose of analyzing and evaluating specific business segments, specific accounts, market segment mix (group vs. transient and its subsegments), room type demand, channel production and geographical mix, recognizing trends and patterns and facilitates discussion on trends, market growth, and selling initiatives.
• Monitor STR performance and identify opportunities for competitive advantage.
• Present regular strategy updates to the Director of Commercial Strategy and Executive Committee.
• Assists in ensuring that DOCS strategically targets accounts to grow business and joins monthly account reviews with DOCS and the Sales Team and when possible daily group lead meetings.
• Cross-Functional Collaboration
• Partner closely with Sales, Marketing, Finance, Reservations, and Operations to ensure alignment on forecast assumptions and commercial priorities.
• Support the Director of Commercial Strategy in developing long-term commercial plans.
• Collaborate with Mandarin Oriental regional and corporate revenue teams to leverage global insights and brand-wide best practices.
• Work with Marketing Communications to develop the strategic proposition of Marketing offers, online and offline, as well as market/country and demand specific focus areas.
• Leadership & Team Development
• Build and lead a pre-opening Revenue Management & Reservations team.
• Train team members on forecasting, systems, reporting, and distribution strategy.
• Foster a culture of analytical thinking, accuracy, and commercial curiosity.
• Lead efforts to coordinate these strategies between Corporate Revenue Management and on property Leadership and ensures they are implemented and modified as market conditions fluctuate.
  
  

• Must have a minimum of 3-5 years Director of Revenue Management experience with MOHG or another hotel luxury/leading brand.
• Comprehension of local/similar market, transient and local segments, their respective sales processes, markets, demands, sales deployment, client development and goal setting process.
• Comprehension of group sales processes and group sales demands.
• Comprehension of the reservation sales processes.
• Pre‑opening experience strongly preferred.
• Deep understanding of the Metro Manila competitive landscape and APAC luxury market.
• Advanced skills in RMS, PMS, CRS, channel management systems, and data analytics.
• Strong financial acumen, forecasting accuracy, and strategic thinking.
• Exceptional communication and stakeholder management skills.
• Ability to thrive in a fast-paced, high-expectation pre‑opening and dynamic environment.
• Effective time management, communication, and professional presentation skills.
• Self-motivated, well organized and detail orientated.
• Able to travel when required
  
  

• Commercially driven strategist
• Analytical and detail-oriented
• Confident decision-maker
• Collaborative partner across functions
• Innovator who leverages data to drive performance
• Ambassador of the Mandarin Oriental brand and culture
  
  

• Be part of a prestigious luxury hotel pre‑opening
• Play a key role in shaping the culture and colleague experience from day one
• Work with a globally respected brand known for excellence and people‑first values
• Enjoy long‑term career growth opportunities within Mandarin Oriental Hotel Group