Commercial Director

4 weeks ago

Berkeley, United States AccorHotel Full time
Job Description

Responsible and accountable for driving all revenue streams for the Resort, Club & SPA.

In concert with all stakeholders, develops and executes the Sales and Marketing plan (s); responsible for directing, coordinating, training, and managing  the staff in all Sales and Marketing related initiatives to maximize revenue and profit. Establishes standards for the Resorts overall look and feel in the community and marketplace for Fairmont.  

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

  • Lead the development and implementation of both short-term and long-term strategies designed to impact all revenue streams, with a focus on Rooms, Events, Food & Beverage, Club and Spa to exceed hotel revenue goals and increase market share performance.
  • Produce Resorts Annual Multi-Year Commercial Strategy Plan, in partnership with property leaders.
  • Create strategic presentations for ownership and internal constituents to best discuss business decisions, strategic plans and the ROI of initiatives.
  • Connect the performance needs for the hotel and Club with the solutions designed by the Fairmont brand enterprise, in each key segment the Resort serves.
  • Work in conjunction with Commercial Leadership and Brand e-Commerce teams to build and establish Resort and Club B2B marketing, digital marketing, social media, public relations and communications channels. Guide these teams to ensure online hotel content is accurate and effective.
  • Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts, develop strategies for different demand periods, and review and approve retail and Group pricing strategies.
  • Develop and execute departmental expense budget and forecasts.
  • Train and monitor Group, Transient and Events contractual, legal and risk agreement practices.
  • Leverage Sales and Events booking platforms and uphold all company policies and procedures associated with managing these systems.
  • Administer Accelerate, including Goal Setting and the Fairmont Sales Incentive Program.
  • Recruit and retain best in class Sales and Marketing professionals.
  • Lead, engage, and develop team members, including ongoing performance development and Career Development Plans.
  • Liaise with Fairmont Global Sales, regional support and brand teams to maximize the performance of the asset.
  • Build strong relationships with ownership, CVB, community groups, influencers and 3rd party travel partners.
  • Exhibit a high level of engagement with customers from all sales segments.
  • Support sales manager travel to feeder markets and key tradeshows.
  • Research, analyze and monitor financial, technological, and demographic factors so that market opportunities may be capitalized on. 
  • Develop and maintain detailed and real time knowledge of competitor activity and refine Resort strategy with speed to market as appropriate.
  • With Marketing and PR Leadership, oversee the hotel’s activation and promotion activities, leveraging all marketing mediums e.g. print, electronic, direct mail, for all areas of the Resort, ensuring laser focus on the Club.
  • Provide Leadership perspective in RevMAX, Sales, PR, Digital, E-Commerce, Operations and Executive Committee meetings.
  • Create an integrated approach with Sales, PR, Digital, E-Commerce, Revenue Management, Club, Spa and F&B in order to maximize the profit and positioning of the asset.
  • Review and assess membership structure and revenue strategy
  • Create and refine tracking process for the membership sales
  • Develop and maintain new go-to-market strategies to increase sales and sales conversion
  • Collaborate with the Club GM on membership programming, communication and resort-wide activations
  • Provide direction of Sales and Catering in determining the ROI of initiatives and business decisions to further maximize profit.

Qualifications

Success in the role will be determined through evaluation by demonstrating the following minimum qualifications:

  • Minimum of five (5) Years of Hotel Sales, Catering or Marketing Experience.
  • Management Experience (type): Director.
  • Four-year college degree preferred.
  • 5 years Minimum of Leadership Experience in a Full-Service Hotel/Resort: 4-star plus.
  • Resort experience to include multiple venues, i.e. club, tennis, etc.
  • Additional Requirements (i.e., % of travel time, etc.): Ability to travel on short notice and adaptable to schedule changes.
  • Highly professional presentation and communication (oral and written) skills, with the ability to interact with executive level constituents.
  • Proficiency with standard Microsoft Office and Hotel Sales and Catering Platforms.
  • Demonstrated ability to perform critical analysis.
  • Demonstrate ability to manage people, to include providing direction delegating responsibilities, and be a culture ambassador.
  • Demonstrate outstanding customer service, organizational, and interpersonal skills as well as excellent attention to detail and the ability to multi-task.
  • Demonstrate the ability to be nimble, creative and out of the box thinking.
  • Must be able to work variable hours including evenings and weekends as necessary.


Additional Information

Visa: Must be able to provide proof of eligibility to work in the United States

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent. Claremont Club & Spa is an Equal Employment Oppourtunity Employer EEOE M/F/V/D

Salary: $165,000 to $190,000 USD annually 

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