Director of Commercial

As Director of Commercial for Pullman & Mercure Melbourne Albert Park, you will be responsible for overseeing integrated commercial strategies for the hotel. Your objective is to manage the asset by connecting strategy and business processes, to impact all revenue streams, including focus on Rooms, Conference & Events, and Food & Beverage.

You can successfully manage and enhance the hotel’s revenue streams, ensuring that all efforts are aligned with your comprehensive commercial strategy.

Responsibilities:

• Market and competitor analysis; conduct thorough market research to understand demand, customer preferences, and seasonal trends.
• Work collaboratively with the Revenue team to ensure ongoing research and analysis of product, price, and performance metrics to drive above market performance through identification of opportunities
• Implement dynamic pricing models based on demand, booking patterns, and competitor rates.
• Develop targeted marketing campaigns for different segments, such as local businesses.
• Optimise use of OTAs, direct booking channels, and GDS.
• Ensure that sales and marketing efforts are aligned with the commercial strategy.
• Management of marketing strategies to maximise exposure and revenue for the hotel.
• Develop a strong brand presence that resonates with the hotel's target audience and differentiates from competitors.
• Identification of sales activity opportunities across multiple market mixes and wide local footprints.
• Identify new opportunities for the hotel business including creation of local footprints.
• Actively seek for opportunities to create and share best practice; remain receptive in the search for continual improvement and problem solving relating to performance.
• Work with Accor Commercial Leaders to establish optimal business mix, review and validate revenue forecasts to improve accuracy while developing strategies for different demand periods, and reviewing pricing strategies.
• Establish a high profile across the region and with key accounts

Requirements

• Bachelor Degree in Business, Marketing or similar
• Minimum of 5 years of experience in a senior hotel sales capacity
• Experience leading a team to achieve results
• Confident and articulate communication, negotiation, relationship and networking skills
• Understanding of some or all hotel market segments and current trends
• Understanding of branding and positioning of Hotels within the market
• Experience in development and execution of sales strategies at an individual property level.