Director of Commerce

4 days ago

Kuala Lumpur, Malaysia Mandarin Oriental Hotel Group Full time

**Responsibilities**:
**General**
- Together with the Director of Marketing Communications and Director of Revenue Strategy, prepares the hotel’s annual Budget and develops, implements and adapts the Annual Marketing Plan as market conditions fluctuate. Responsible for annual expenditure for all sales activities and control of the budgeted expenditure by a monthly forecast
- Develops the commercial strategy for the hotel and ensures the strategies conform to MOHG’s brand philosophies, guidelines and initiatives at all times
- Determines sales strategies and leads efforts to coordinate these strategies between Regional Sales Offices, Marketing & Communications Teams and on-property Leadership
- Ensures that commercial and sales strategies are aligned with Director of Revenue Strategy, Corporate Revenue Management and communicated to Sales, Marketing and hotel leaders, and implemented and modified as market conditions fluctuate
- Ensure effective implementation of the IMS policy and procedures
- Ensure continuous training and awareness of the IMS system
- Ensure OTPs are monitored and acted upon
- Identify areas of improvement through CPAR or suggestions
- Ensure operational compliance to legal regulations and other requirements
- Identification of new activities that are in relation to EASI and HIRADC.

**Revenue, Distribution & Reservations**
- With the Director of Revenue Strategy, 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.
- Participates in forecast and long-range meetings with key hotel leaders
- Assists in implementation and continual improvement of definite group forecasting process
- From a sale and third party contracting perspective, responsible for hotel’s positioning in the various distribution channels, information accuracy and competitor positioning, including but not limited to, conducting online shops
- Guides DOS to determine strategic and appropriate deployment of Sales Team
- With the Director of Revenue Strategy establishes priorities and sales goals, including but not limited to Group gap Goals, and holds DOS responsible to achieve the Sales Team’s goals
- In alignment with Director of Revenue Strategy ensures that DOS strategically targets accounts, both transient and group, to grow business
- Ensures all Sales contracts are in line with MOHG’s Distribution guidelines
- Ensures DOS leads and motivates the Sales Team and holds them accountable
- With the Director of Revenue Strategy evaluates monthly transient segmentation production and conducts monthly account reviews with DOS and Sales Team
- Conducts weekly sales meetings with DOS and Sales and Catering Team
- Oversees daily group lead meetings and with Director of Revenue Strategy and DOS, guides pricing, pattern and space strategy
- Participates in any required Sales related event
- Establishes priorities and objectives for DOC and holds DOC responsible to achieve goals
- Ensures that DOC strategically targets accounts to grow business

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