About the Role
The Cluster Commercial Director is a senior leadership position responsible for defining, driving, and executing the integrated commercial strategy across a portfolio of properties. This role provides strategic leadership and oversight in key areas such as Sales, Marketing, Revenue Management, Distribution, Public Relations, Communications, and Brand Positioning. The Cluster Commercial Director ensures a cohesive, commercially focused, and performance-driven approach to achieve financial objectives for each property while maximizing opportunities and synergies across the cluster.
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Key Duties and Responsibilities
At the company, we value respect and teamwork, striving to deliver the highest quality of service to our guests and colleagues.
Commercial Strategy & Business Leadership
- Lead the development and execution of the overall commercial strategy across both properties, covering Sales, Marketing, Revenue Management, Distribution, E-commerce, and ancillary revenue.
- Drive commercial budgeting, forecasting, and business planning, ensuring alignment with property positioning, ownership objectives, and regional commercial direction.
- Define and optimize business mix by market segment, distribution channel, and source market, identifying opportunities for revenue growth and cross-property synergies.
- Oversee commercial strategies for pre-openings, renovations, and repositioning projects, ensuring successful market penetration and revenue performance.
Revenue Management & Pricing
- Lead the overall revenue management strategy, optimizing pricing, inventory allocation, demand forecasting, and market segmentation.
- Drive a Total Revenue Management approach across Rooms, Food & Beverage, Spa, Wellness, Events, and other revenue streams.
- Oversee pricing strategies, business mix, revenue forecasts, pace analysis, and commercial performance, ensuring profitability and competitiveness.
- Ensure effective collaboration between Revenue, Sales, Reservations, Operations, and Finance to maximize revenue opportunities.
Sales & Business Development
- Provide strategic leadership to property Sales teams, setting commercial objectives, market priorities, and business development strategies.
- Develop and strengthen relationships with key corporate, leisure, wholesale, government, and group partners, as well as luxury travel networks and consortia.
- Drive new business opportunities, strategic partnerships, account development, and cross-selling initiatives across both properties.
- Monitor sales performance, pipeline development, conversion rates, and account profitability.
Marketing, Communications & Brand Positioning
- Lead the strategic direction of Marketing, Public Relations, and Communications across both properties, ensuring strong brand positioning and market visibility.
- Oversee integrated marketing, digital, PR, and communications strategies to drive brand awareness, demand generation, and revenue growth.
- Develop relationships with international and regional media, luxury publications, travel editors, influencers, and key industry partners.
- Ensure marketing investments and campaigns deliver measurable results and strong return on investment.
Distribution & E-commerce
- Oversee the distribution and e-commerce strategy, maximizing direct booking contributions and optimizing channel mix and profitability.
- Drive digital marketing performance across SEO, SEM, social media, CRM, email marketing, and paid media.
- Manage strategic distribution partnerships, including OTAs, GDS, luxury travel advisors, wholesalers, and tour operators.
- Monitor distribution costs, channel performance, booking conversion, and pricing integrity.
Financial Performance & Business Intelligence
- Take accountability for achieving commercial revenue objectives and profitability-related KPIs across both properties.
- Oversee commercial budgets, monthly forecasts, quarterly re-forecasts, and financial performance reviews.
- Analyze market trends, competitor performance, business mix, revenue, and profitability, providing actionable recommendations to senior management and ownership.
- Identify commercial underperformance and implement corrective action plans to ensure sustainable revenue growth and positive GOP contribution.
Leadership & Team Development
- Lead, inspire, and develop a high-performing, multidisciplinary commercial team across both properties.
- Coach and develop commercial leaders across Sales, Marketing, Revenue Management, Reservations, and E-commerce, promoting accountability and collaboration.
- Establish clear objectives, performance expectations, and succession plans, supporting continuous professional development.
- Foster a results-driven culture focused on innovation, commercial excellence, and delivering exceptional luxury guest experiences.
Strategic Partnerships & Collaboration
- Identify and maximize commercial synergies across both properties, markets, customer segments, and distribution networks.
- Build strong relationships with General Managers, Finance, Operations, regional and corporate teams, ensuring alignment with overall business objectives.
- Ensure commercial strategies maintain brand standards, contractual obligations, and relevant regulatory requirements.
