Director of Commercial Strategy

Director of Commercial Strategy

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Mandarin Oriental is the award‑winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world. The Group is recognised for creating some of the world’s most sought‑after properties and is committed to legendary service inspired by Asian heritage while representing cutting‑edge luxury experiences.

About the Job

We are looking for a strategic Commercial Director who will lead all revenue‑generating functions—sales, marketing, revenue management, and distribution. The role is responsible for driving business growth, optimizing profitability, and aligning commercial efforts with market trends and brand positioning. Through strategic planning and cross‑departmental collaboration, the Director ensures the hotel achieves its commercial targets. This position reports to the General Manager.

Responsibilities

• Develop the hotel’s commercial strategy and business outlook in line with brand guidelines.
• Collaborate with the Director of Revenue on pricing, inventory management, channel distribution, and market segmentation strategies.
• Define sales strategies and coordinate efforts between Regional Sales Offices, Corporate Revenue Management, Marketing & Communications, and on‑property leadership.
• Communicate and implement commercial strategies, adapting them as market conditions evolve.
• Work with Marketing & Communications to develop targeted marketing propositions and campaigns.
• Identify future revenue opportunities and communicate strategies to sales and marketing teams.
• Evaluate effectiveness of sales channels and optimize budget allocation accordingly.
• Monitor competitors’ activities, including pricing, offers, renovations, and inventory.
• Manage the annual sales budget and control expenditures through monthly forecasts.
• Prepare the hotel’s annual budget and marketing plan in collaboration with Marketing and Revenue teams.
• Analyze business trends, booking pace, market share, and competitor performance regularly.
• Communicate key local events and implement event‑specific revenue strategies.
• Ensure timely and accurate processing of reservation inquiries to capture demand data.
• Utilize reservation, sales, and revenue management systems (e.g., SynXis, IDeaS, Delphi) effectively.
• Demonstrate strong business acumen with the ability to analyze financial statements, revenue reports, and market data.

Qualifications

Our Commitment to You

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