Function: Revenue Management

Reporting to: National Sales Head

Location: Mumbai (or as applicable)

Role Overview

The Head of Revenue will own and drive SaffronStays overall revenue strategy across properties, channels, and customer segments. This role is responsible for maximizing topline growth and profitability through dynamic pricing, distribution optimization, demand forecasting, and close collaboration with Sales, Marketing, Supply, and Operations teams.

This is a strategic and hands-on role requiring strong analytical capability, commercial acumen, and deep understanding of the hospitality revenue lifecycle.

Key Responsibilities

1. Revenue Strategy & Planning

Define and execute the overall revenue strategy aligned with SaffronStays business goals.
Own annual and quarterly revenue plans, budgets, and forecasts.
Identify growth levers across pricing, inventory, length of stay, and channel mix.

2. Pricing & Yield Management

Develop dynamic pricing strategies for villas, estates, and experiential stays.
Monitor demand patterns, seasonality, booking windows, and competitor pricing.
Ensure optimal yield across peak, shoulder, and off-season periods.
Drive ARPU, RevPAR, and contribution margin improvement.

3. Distribution & Channel Management

Optimize performance across all booking channels (website, OTAs, corporate, partnerships, long-stay, group bookings).
Manage OTA relationships, commissions, visibility, and promotions.
Increase direct bookings and reduce dependency on high-cost channels.

4. Forecasting, Analytics & Reporting

Own revenue dashboards, MIS, and performance reviews.
Track key metrics such as occupancy, ADR, RevPAR, CAC, conversion rates, and channel profitability.
Use data insights to guide pricing, promotions, and inventory decisions.

5. Cross-Functional Collaboration

Work closely with Marketing on campaigns, offers, and demand generation strategies.
Partner with Supply & Operations to align inventory readiness and guest experience with revenue goals.
Support Sales teams on corporate, group, and long-stay pricing strategies.

6. Team Leadership & Capability Building

Build, mentor, and scale a high-performing revenue and pricing team.
Establish strong SOPs, tools, and best practices for revenue management.
Drive a data-driven, ownership-led culture within the team.

Key Skills & Competencies

Strong expertise in hospitality revenue management and pricing strategy.
High analytical ability with comfort in data, dashboards, and forecasting tools.
Deep understanding of OTA ecosystems and direct-to-consumer models.
Strategic thinker with hands-on execution capability.
Strong stakeholder management and cross-functional collaboration skills.
Leadership mindset with experience building and scaling teams.

Experience & Qualifications

8–12+ years of experience in revenue management, pricing, or commercial roles within hospitality, travel, or consumer internet businesses.
Prior experience in hotels, luxury hospitality, vacation rentals, or asset-light models preferred.
MBA or equivalent qualification is a plus.

What Success Looks Like

Sustainable revenue growth with improved margins.
Higher contribution from direct bookings.
Strong pricing discipline across the portfolio.
Predictable forecasting and data-driven decision-making.

A strong, scalable revenue management function.