Position Title: Revenue Management Analyst / Manager

Department: Marketing Operations

Reports To: Property Analyst

Works Closely With: Casino Marketing, Sales, Finance, Entertainment (Box Office), Food & Beverage, Retail

Supervises: N/A

FLSA Status: Exempt

Summary of Position:

Owns the daily pricing and inventory decisions that drive room revenue at Inn of the Mountain Gods, and extends revenue management discipline to casino rates and comp rooms, group room blocks, concert tickets, and ancillary revenue. Reviews booking pace daily, sets hotel rates, availability and restrictions, screens comp and casino-rate room requests for displacement on high-demand nights, negotiates room blocks with Sales, Marketing and Hotel, and supports the annual budget and rolling forecast. Takes rate maintenance off the plates of Hotel and Marketing leadership so those teams can focus on their core work.

Essential Duties include the following. Other duties may be assigned.

Hotel revenue management

• Review booking pace, occupancy on the books and pickup every morning; twice daily during peak periods (holidays, ski season, concert weekends).
• Set and adjust room rates, availability, length-of-stay restrictions and discount eligibility by day and room type; document rate decisions and rationale.
• Maintain rate codes, seasonal rate calendars and channel parity across the property management system, website and third-party channels.
• Produce daily, weekly and monthly pace, occupancy, ADR and RevPAR reporting; maintain a rolling 90-day forecast for Hotel Operations and Finance.
• Re-run the late-booking rate-gap analysis monthly and report recovered revenue against the business case for the position.
• Manage business mix across casino, transient, group and wholesale segments; produce market segmentation, source-of-business and production reports.
• Lead the weekly revenue strategy meeting with Hotel, Casino Marketing, Sales and Finance; review the 120-day booking window and set sell strategy by date.
• Monitor competitor rates and availability weekly through rate shops and market intelligence; benchmark IMG pricing against the competitive set.
• Manage distribution channels: OTA and wholesale contracts, channel cost and profitability, rate parity and sell-strategy audits across the website, GDS, OTAs and call center.

Casino rates and comp rooms (with Casino Marketing)

• Maintain casino rate codes and promotional room rates in coordination with Casino Marketing.
• Screen comp and casino-rate room requests against player theoretical win and same-night transient demand; recommend alternative nights or rates when a request would displace higher-value business. Casino Marketing retains authority over player eligibility and reinvestment.
• Coordinate the casino offer calendar with hotel demand so promotional rooms fall on nights with available inventory.

Group and room block negotiation

• Run displacement analysis on proposed group, wedding, association and in-house room blocks before contracting; recommend block size, rate and cut-off dates.
• Negotiate block size, rates, release schedules and attrition terms with Sales, Marketing and Hotel; size entertainment and in-house blocks on concert weekends against contractual obligations and release the remainder to transient sale on schedule.
• Track block pickup against contract and release unsold rooms at cut-off.

Ancillary revenue and pricing

• Concerts and events: set ticket price tiers by section and lead time at on-sale; adjust pricing dynamically against sales pace and demand; manage comp release timing and hold inventory; build ticket-and-room packages with Entertainment and Marketing.
• Establish pricing frameworks for ticket buyer segments (individual, player, group) and benchmark ticket pricing against comparable venues and tours; report sell-through, yield and campaign effectiveness by show.
• Food & Beverage and Retail: conduct periodic menu and retail price reviews with department heads; analyze mix, margin and price elasticity; recommend pricing changes.
• Support pricing analysis for other resort outlets (golf, spa, travel center) as tools and data become available.

Budgeting, forecasting and analysis

• Assist Finance and department heads with the annual budget for rooms, groups, entertainment and ancillary revenue; provide demand and rate assumptions.
• Provide monthly variance analysis of actual revenue to budget and forecast with explanations for rate, occupancy and mix.
• Maintain the revenue management reporting tools and rate decision support models; recommend improvements and new data sources.
• Present weekly revenue and demand updates to Hotel, Marketing, Sales and Finance leadership; present monthly results to the executive team.
• Build a revenue management culture across departments: train front office, reservations, sales and box office staff on sell strategy, restrictions and the reasoning behind pricing decisions.
• Research and recommend new technologies, including AI tools, to improve operational efficiency.

Supervisory Responsibilities:

None. May direct the work of an analyst or intern in the future as scope expands.

Education and/or Experience Requirements:

• Bachelor's degree in Hospitality Management, Business, Finance, Economics, Statistics or a related field required; relevant experience may substitute year-for-year for degree at the Analyst level. Master's degree or MBA preferred at the Manager level.
• Minimum 3 years of hotel or resort revenue management experience required; 5 or more years preferred. Experience at a casino resort of 250 or more rooms managing casino, transient, group and wholesale segments strongly preferred.
• Analyst level: 3 to 5 years of experience; Manager level: 5 or more years of experience with demonstrated ownership of property-level pricing decisions.
• Working knowledge of hotel property management, central reservation and revenue management systems (e.g., Opera, LMS, SynXis, IDeaS, Duetto, Rainmaker or equivalent), channel managers and OTA extranets.
• Experience with a sales and catering system (Delphi or equivalent) and with casino management systems (CMS/CMP or equivalent) preferred.
• Experience with event ticketing platforms (Ticketmaster Archtics/Host, Etix, AXS or equivalent) preferred.
• Advanced Excel skills required, including pivot tables and model building; experience with SQL and Power BI, Tableau or similar visualization tools preferred.
• Demonstrated forecasting, statistical and competitive analysis skills; able to build demand forecasts, elasticity estimates and displacement models and defend them to leadership.
• Understanding of casino player reinvestment, theoretical win and comp practices preferred; will be trained.
• Experience with event ticketing or ancillary pricing a plus.
• Strong analytical, negotiation and presentation skills; able to explain pricing decisions clearly to non-technical leadership, prepare executive-level reports, and hold a position in discussions with Sales, Marketing and Hotel.
• Able to manage multiple priorities and meet daily deadlines with accuracy and attention to detail.
• Must obtain and maintain a Class III gaming license from the Mescalero Apache Tribal Gaming Commission, as the position sets promotional room rates and reviews comp rooms.
• Certified Revenue Management Executive (CRME) certification from HSMAI recommended.
• Must possess good oral and written communication skills, as well as quality people skills.
• Must be available to work a flexible schedule including weekends, holidays and occasional evenings as demand requires; position is primarily day shift. Occasional travel for training and industry conferences.
• Must have a proven record of dependability of performance.
• Must pass a pre-employment drug screening.
• Must pass a pre-employment criminal background investigation.
• Mescalero Apache Tribal preference; bicultural experience preferred.
• Other duties as required.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; talk or hear. The employee frequently is required to walk and reach with hands and arms. The employee is occasionally required to stand. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. This is a fast paced work environment and the position requires the ability to cope with it. The position is primarily office-based with regular presence on the hotel and casino floor. The casino environment has moderate to loud noise levels and is a smoking environment.