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Director of Commercial Operations
2 months ago
As a key member of the Accor Hotels team, the Director of Commercial will be responsible for driving revenue growth and maximizing commercial opportunities across the hotel.
Key Responsibilities:- Develop and implement commercial strategies to achieve hotel revenue goals and increase market share performance.
- Lead the development and implementation of short-term and long-term strategies in all sales, events, and marketing channels.
- Collaborate with on-property leaders and regional support to produce the hotel's Annual Multi-Year Commercial Strategy Plan.
- Work with Commercial Leadership to ensure pricing and rate quotation strategies are in place to maximize sales, food and beverage, and incremental revenue opportunities.
- Maximize net revenue contribution through a thorough understanding of market segments, booking channels, and demand drivers.
- Actively participate in total revenue management and evaluation of business opportunities.
- Work with Brand e-Commerce teams and on-property Commercial Leadership to build and establish hotel B2B marketing, digital marketing, social media, public relations, and communications channels.
- Guide teams to ensure online hotel content is accurate and effective.
- Track and analyze success of marketing campaigns and adjust marketing strategies/budgets where needed based on performance metrics.
- Measure and report impact and ROI of email marketing initiatives and social media initiatives.
- Collaborate with Director of MarComm, RM, and Area Director of Digital and E-Commerce to manage marketing funnel from awareness phase to purchase.
- Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts, and develop strategies for different demand periods.
- Train and monitor group, transient, and events contractual, legal, and risk agreement practices.
- Develop and maintain detailed and real-time knowledge of all competitor and market activity.
- Monitor key indicators of hotel performance and third-party intelligence sources to identify revenue opportunities.
- Responsible for the execution of the Fairmont Sales Incentive Program.
- Responsible for recruiting, mentorship, and retention of all sales and marketing roles.
- Lead, engage, and develop team members, including ongoing performance development and Career Development Plans.
- Liaise with Fairmont Global Sales, regional support, and brand teams.
- Build strong relationships with SF Travel, Nob Hill peers, community groups, influencers, and 3rd party travel partners.
- Support sales managers' sales travel into feeder markets.
- Develop new solutions to support hotel and ensure understanding and smooth implementation of brand-wide programs.
- Generate reports and analytics for designated Sales platforms and programs.
- Manage relationships with Hotel, Region, and Global Sales to conduct training, leverage synergies, and maximize commercial platforms.
- Minimum of five (5) years of hotel sales, catering, or marketing experience.
- Management experience as a Director.
- Proficiency with standard Microsoft Office.
- Ability to perform critical analysis.
- Additional/advanced degree coursework in business administration, marketing, and communications.
- Adaptable experience with business strategy, business planning, and business plan development.
- Knowledge of Opera Sales & Catering Software or comparable products.
