The Impact of Reporting Structure on Revenue Management Roles

Does Your Boss Matter?

In today’s hospitality world, revenue management has evolved far beyond pricing rooms. It’s about driving total revenue, shaping commercial strategy, and collaborating across multiple functions. While an individual’s skills are crucial, one often overlooked factor that can influence a Revenue Manager’s effectiveness is their reporting line.

Who a Revenue Manager (RM) reports to can affect their level of autonomy, decision-making power, and ultimately, their career satisfaction.

The Two Common Reporting Structures

Reporting to the General Manager (GM):
Direct access to the GM often provides the RM with greater visibility and influence. This structure can give revenue management a stronger voice in shaping hotel strategy, while encouraging cross-departmental collaboration. It also positions the RM as a strategic partner rather than a support function.

Reporting to a Departmental Director (e.g. Sales & Marketing):
When aligned under a Sales or Marketing leader, the RM benefits from clear commercial integration, ensuring sales, marketing, and pricing strategies move in tandem. For some, this structure creates a more defined scope and expectations, though it can sometimes limit independence if revenue is seen as a “support” to sales rather than a standalone driver.

Factors That Shape the Experience

The structure alone doesn’t dictate success. A few key factors determine how well it works:

Hotel Size and Culture: Larger, brand-led hotels may offer less flexibility regardless of reporting lines, while independents often provide more autonomy.

Individual Skillset: Confident communicators and strategic thinkers may thrive under a GM, while those who prefer clearer parameters may suit a departmental reporting line.

Leadership Style: Ultimately, the personality and approach of the person you report to matters as much as their title. A collaborative leader can empower an RM in any structure.

Beyond the Structure

So, does your boss matter? Yes — but not in isolation. Success in revenue management comes from a blend of structure, leadership support, and the RM’s own capability.

Key takeaways for RMs navigating different reporting lines:

Invest in skills: Analytical expertise, commercial awareness, and communication skills remain the foundation of influence.

Think commercially: Position yourself as part of the hotel’s broader strategy, not just the “pricing department.”

Communicate proactively: Ensure alignment with leadership on goals, priorities, and results.

Build relationships: Strong cross-departmental collaboration enhances both your impact and career progression.

The Bottom Line

Reporting structures influence the RM’s role, but they don’t define it. With the right skills, mindset, and leadership support, revenue managers can thrive under either model and make a meaningful impact on hotel performance.