Director of Commercial Strategy

Position Id

Date Posted

Location: Riyadh, UAE

Degree Required

Salary Range: 25,000.00 SAR - 25,000.00 SAR

Job Type
Sales & Marketing
Hotels & Resorts

Global Location
Middle East

Can Foreigners Apply?

Expat Status

Job Description



  • Award winning, Leading Hotels of the World, 5* luxury hotel in Riyadh.


  • Functions as the strategic business leader of the hotel by balancing the financial objectives, managing the sales segments and guiding the commercial strategies of the hotel.
  • Works with the General Manager and Director of Marketing to develop the hotel(s)’ sales strategy and ensure implementation that will maximize hotel revenues, market share performance and profits.
  • Identifies future revenue opportunities and effectively communicates strategies to the sales organization.
  • Responsible for maximizing revenue and profit associated primarily with rooms, but also function space or total hotel revenue as required. Position is accountable for transient, group and catering segments strategy and deployment, pricing, channel distribution, and positioning.
  • Oversees all the processes associated with demand, revenue, forecasting, inventory management and proactive opportunity analysis.
  • Oversees the Sales Department of the hotel and is responsible for the guidance and development of the team members in that department.
  • Develops the business outlook and commercial strategy for the hotel and ensures the strategies conform to hotel brand philosophies and initiatives.
  • Provides strategic direction as it relates to inventory, channel management and sales distribution of all market segments in accordance to hotel’s brand guidelines.
  • Determines sales strategies and leads efforts to coordinate strategies between regional sales offices, marketing communications teams and property leadership.
  • Develops Suite strategy by segment and works with revenue, sales, marketing, and brand teams on determining the correct selling strategy for each segment and tracks efforts on a monthly basis.
  • Communicates hotel direction to revenue management, sales and hotel leaders.
  • Responsible for the preparation of the hotel’s Budget and development, implementation and upkeep of the Marketing Plan from a commercial perspective.
  • Coaches Sales and Marketing colleagues on hotel’s commercial strategies.
  • Establishes and maintains effective and rational pricing strategies for all inventories and market segments.
  • Oversees the annual pricing process for transient, group and catering rooms, function space and other areas as required.
  • Proactively analyzes and communicates business trends and booking pace in comparison to the market, last year, forecast and budget.
  • Provides revenue management functional expertise and leadership to general managers and property leadership teams.
  • Ensures that commercial strategies are communicated, implemented and modified as market conditions fluctuate.
  • Evaluates effectiveness of property participation in all sales channels and determines proper spent deployment in these segments and channels.
  • Maintains deep awareness of current and future competitors, for example but not limited to, product, published offers/pricing, renovation plans, inventory, etc.
  • Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.
  • Evaluates monthly transient segmentation production for the hotels with the DOS and Sales Team.
  • Ensures that sales strategies, inventory adjustments, and rate restrictions are implemented by the Revenue Manager and modified as market conditions fluctuate.
  • Reviews the Revenue strategy packet and reports prepared by the revenue manager and participates in leading this meeting.
  • Evaluates Daily, Weekly and Monthly Market Share reports to understand trends and opportunities vs. competitive set and the market as a whole and ensure targeted Relative RevPar positioning is achieved.
  • Reviews and approves weekly and monthly Forecasts prepared by Revenue Manager.
  • Initiates forecast and long range meetings with key hotel leaders.
  • Assists in implementation and continual improvement of definite group forecasting process.
  • Holds weekly group meetings with DOS and Group Sales Team.
  • Conducts monthly account reviews with DOS and Sales Team.
  • Communicates when key events or holiday periods in the city and the local area will impact demand, discuss and implement event specific strategies.
  • Trains, manages and develops all direct reports to ensure successful execution of revenue maximization efforts.
  • Ensures accurate reservation system information including HOD pages in all Distribution Channels is upheld.
  • Responsible for distribution channels (GDS, Brand and OTA) for hotels positioning, information accuracy and competitor positioning.
  • Ensures that all reservation enquiries that come to the hotel via telephone, email or fax are processed in a timely and accurate manner to capture demand data for the hotel.
  • Ensures that Revenue Manager proactively provides 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 facilitate discussion on trends, market growth, and selling initiatives.
  • Ensures that DOS communicates effectively with the Sales Team and holds them accountable.
  • Ensures that DOS strategically targets accounts, both transient and group, to grow the hotel’s business.
  • Establishes priorities and objectives for DOS and holds DOS responsible to achieve the Sales Teams’ targets.
  • Ensures that Director of Catering communicates effectively with the Sales Team and holds them accountable.
  • Ensures that Director of Catering strategically targets accounts to grow the hotel’s business.
  • Establishes priorities and objectives for Director of Catering and holds Director of Catering responsible to achieve the Sales Teams’ targets.
  • Provides targeted and timely communication of results, achievements and challenges to the stakeholders.

Attributes & Prerequisites

  • 10 Years Revenue Management experience
  • Strong strategic, analytical and forecasting skills.
  • Able to develop objectives and make strategic decisions and recommendations based on facts, market trends and experience/knowledge.
  • Able to develop and mentor Sales Team.
  • Effectively develop, implement, monitor and control sales strategies.
  • Effective time management, communication and presentation skills.
  • Ability to present ideas in a well-organized manner.
  • Creative problem solving skills.
  • Understands the hotels’ business mix needs and the “brand”.
  • Shows commitment to the brand.
  • Enjoyment of working in a fast paced environment.


  • 25000 SAR plus accommodation & transport allowance.

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