Director of Commercial Strategy

**Organizational Structure**:
This position reports directly to the GM and AVP (as applicable). 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 Director of Revenue Strategy/Manager and modified as market conditions fluctuate.
- Ensures that Director of Revenue Strategy/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 Director of Revenue Strategy/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.