Big Bear Vacations: Revenue Manager

Headquarters: Big Bear Lake, California, USA URL: https://www.bigbearvacations.com/

About the Role

The Revenue Manager is responsible for driving revenue growth, market share, and profitability across our vacation rental portfolio. This role manages pricing, inventory, and distribution strategies, ensuring alignment with market demand and operational capacity. The Revenue Manager partners closely with Owner Account Managers (OAMs) and marketing.

Key Responsibilities

Pricing Strategy

Develop and implement a comprehensive pricing strategy for all market segments and distribution channels.
Make daily rate and restriction adjustments based on demand signals, occupancy forecasts, and market performance.
Optimize pricing to reflect across our website, OTAs (Airbnb, Vrbo, Booking.com), and other channels to ensure proper mix management.
Establish and maintain length-of-stay restrictions, minimum-night policies, and close-to-arrival rules to balance revenue and operational flow.

Performance Analysis & Reporting

Prepare weekly and monthly performance reviews, including market share, ADR, RevPAR, and channel metrics.
Track key performance indicators (KPIs) to assess pricing strategies and recommend course corrections.
Compile and present detailed analysis reports to leadership and OAMs, highlighting opportunities for revenue growth.

Market Research & Testing

Conduct competitive set analyses to evaluate our rate positioning and adjust accordingly.
Perform price elasticity and A/B testing to measure customer response and inform future strategies.
Stay informed about industry trends, seasonal demand patterns, and local events that may impact booking pace.

Collaboration & Communication

Work closely with OAMs to guide property owners on revenue opportunities and rate strategies.
Partner with marketing to align promotions, packages, and advertising with revenue goals.

Tools & Technology

Use revenue management tools, PMS platforms (Streamline), and reporting software (Key Data, LSI, AirDNA, Power BI) to forecast demand and optimize performance.
Understand the integration flow between PMS, pricing tools, and OTAs, including system limitations and settings.
Maintain accuracy in all systems to ensure rates, availability, and restrictions are properly displayed across channels.

Revenue Optimization & Strategy

Identify and act on opportunities for incremental revenue, such as upselling services, implementing targeted promotions, or refining distribution mix.
Collaborate with marketing to strategize on campaigns for high- and low-demand periods.
This reflects on high occupancy – Low occupancy and owner use/availability.
Review market conditions daily to anticipate shifts in booking behavior and adjust tactics proactively.
Understand market trends and metrics to ensure proper strategy for pricing adjustments.

Owner & Stakeholder Support

Educate property owners on pricing rationale, market trends, and revenue results, fostering transparency and trust.
Provide tailored strategies for individual homes or owner groups based on unique characteristics or performance goals.

Daily Schedule & Core Tasks

To ensure consistent revenue optimization and smooth channel management, the Revenue Manager is expected to complete the following core tasks on a daily basis:

Data & Documentation Audits

Review data docs to add/remove new or retired homes.
Confirm property information accuracy across internal systems.

Taxes, Fees & Rate Markups

Verify all applicable taxes and fees are current and correctly applied.
Confirm all rate markups are accurate and up-to-date.

Rate & Restriction Adjustments

Review and adjust rates and restrictions based on demand signals.
Monitor and adjust rates on all distribution channels.
Review and adjust minimum night stays.
Review and adjust close to arrival rules.

Channel Management

Monitor channel performance and make adjustments as needed.
Ensure all channels are properly connected and functioning.

Reporting & Analysis

Review daily performance reports.
Analyze market trends and make recommendations.

Communication & Collaboration

Communicate with OAMs and marketing teams.
Collaborate with other departments as needed.