Director of Commercial Strategy

Organizational Structure:

This position reports directly to the GM. Works with General Manager, Director of Marketing & Brand Communication, and the Director of Revenue Strategy/Revenue Manager, to develop and implement the hotel’s commercial (sales/selling) strategy to maximize hotel revenues, market share performance and profits. Responsible for annual expenditure for all sales activities and control of the budgeted expenditure by a monthly forecast.

Responsibilities:

• Together with the Director of Marketing & Brand Communication and Director of Revenue Strategy/Revenue Manager, prepares the hotel’s annual Budget and develops, implements and adapts the Annual Marketing Plan as market conditions fluctuate.
• Develops the business outlook and commercial strategy for the hotel and ensures the strategies conform to MOHG’s brand philosophies, guidelines, and initiatives at all times.
• Provides strategic direction as it relates to pricing, inventory, channel management and distribution of all market segments for the commercial teams.
• Determines sales strategies and leads efforts to coordinate these strategies between Regional Sales Offices, Corporate Revenue Management and Marketing & Communications Teams and on-property Leadership.
• Ensures that commercial strategies are communicated to Revenue Management, Sales, Marketing and hotel leaders, and are implemented and modified as market conditions fluctuate.
• Works with Marketing & Communications to develop the strategic proposition of Marketing offers, online and offline, as well as market/country and demand specific focus areas.
• Evaluates effectiveness of property participation in channels and determines proper spend deployment in these segments and channels.
• Maintains continual awareness of current and future competitors, for example but not limited to, product, published offers/pricing, renovation plans, inventory, etc.
• Ensures that sales strategies, inventory adjustments, rate loadings and rate restrictions are implemented by the Revenue Director/Manager and modified as market conditions fluctuate.
• Ensures that Revenue Director/Manager proactively provides timely data to the Team for the purpose of analyzing and evaluating specific business segments, specific accounts, market segment mix (group vs. transient and its sub-segments), room type demand, channel production and geographical mix, recognizing trends and patterns and facilitates discussion on trends, market growth, and selling initiatives.
• Reviews and approves weekly/monthly Forecasts prepared by Revenue Director/Manager and initiates forecast and long-range meetings with key hotel leaders.
• Provides revenue management functional expertise and leadership to General Manager and property leadership teams.
• Guides DOS & DOC to determine strategic priorities and appropriate deployment of Sales & Catering Teams and establishes appropriate goals for their teams.
• Ensures all Sales & Catering contracts are in line with MOHG’s Distribution guidelines.
• Ensures DOS leads and motivates the Sales Team and holds them accountable.
• Evaluates monthly segmentation/Account production with the Sales and Catering teams.
• Conducts weekly sales meetings Sales and Catering teams and oversees daily group leads.
• Determines free sale calendar and if applicable, is responsible to Function space management.
• Provides targeted and timely communication of results, achievements and challenges to the key stakeholders.
• If part of an opening hotel manages completion of critical path and ensure the team is on track for the pre-opening revenue management, distribution, and reservations activities and timeline.

Experience:

•  Must have a minimum of 10 years Director of Sales & Marketing experience with MOHG or another hotel company; extensive knowledge off Revenue Strategy related functions is mandatory.
• Effective time management, communication, and professional presentation skills.
• Self-motivated, well organized and detail orientated.
• Enjoys working in a fast paced and dynamic environment.
• Able to travel when required.

Advertised: 28 Mar 2023 Arab Standard Time
Applications close: