OVERVIEW
The Corporate Director of Commercial is responsible for driving commercial performance across assigned EOS Hospitality properties, with a strong, hands-on focus on day-to-day revenue management. The position directly executes pricing, inventory, forecasting, yield, distribution, and revenue optimization strategies while providing strategic direction and cross-functional coordination for property sales and marketing activities. The objective is to improve rooms revenue, RevPAR, market share, total revenue opportunities, channel profitability, and forecast accuracy.
The role serves as a commercial partner and liaison to property sales leaders, hotel leadership, ownership stakeholders, and external marketing partners. The Commercial Success Team and Revenue Analysts are available to support reporting, analytical preparation, presentations, and defined commercial project work through collaboration.
CORE COMPETENCIES
Revenue Optimization
- Analytical Rigor
- Commercial Strategy
- Forecasting
- Strategic Sales Partnership
- Digital & E-Commerce Acumen
- Distribution
- Cross-Functional Collaboration
- Communication
- Execution
QUALIFICATIONS: EDUCATION, KNOWLEDGE, TRAINING & EXPERIENC
College degree or equivalent relevant education and hospitality experience.
Progressive hotel revenue management experience with direct responsibility for a large hotel, resort, or multiple properties; multi-property commercial experience preferred.
Strong command of transient, group, negotiated, FIT, and wholesale pricing, forecasting, business mix optimization, and group displacement analysis.
Experience with RMS, PMS, CRS, GDS, OTA extranets, channel management platforms, and market intelligence or competitive rate-shopping tools.
Working understanding of hotel sales strategy, group and negotiated production, e-commerce, SEO/SEM, digital and travel advertising, and marketing ROI.
Demonstrated ability to interpret STR/STAR, pace, demand intelligence, budget variances, pickup, index performance, and conversion data and communicate recommended actions.
Strong organization, written and verbal communication, stakeholder engagement, analytical judgment, and ability to influence outcomes without direct supervisory authority.
Approximately 25% travel, as business needs require.
ESSENTIAL FUNCTIONS & RESPONSIBILITIES
REVENUE MANAGEMENT | PRIMARY DAY-TO-DAY ACCOUNTABILITY
Manage daily pricing, inventory, and yield actions for assigned hotels, including rates, room types, restrictions, availability, overbooking, and market-segment controls across applicable systems.
Develop, maintain, and continuously adjust a forward-looking 365-day pricing and revenue optimization strategy, accounting for seasonal demand, special events, holidays, need dates, and high-demand compression periods.
Review daily on-the-books position, pickup, booking pace, lead times, occupancy, ADR, RevPAR, segment mix, and market demand against budget, prior year, and forecast; act promptly on performance gaps.
Analyze competitive price and product positioning using rate shops, STR/STAR, demand intelligence tools, and market trends to establish appropriate daily and seasonal rate positioning.
Optimize transient, group, corporate negotiated, FIT, and wholesale business mix; evaluate contribution, displacement, room-type premiums, and pricing opportunities to maximize hotel profitability.
Set group pricing recommendations, target rates, inventory allocations, room block controls, release dates, and cutoffs in collaboration with property sales leaders.
Build and update weekly, monthly, and rolling revenue forecasts and demand plans; contribute to annual operating budgets and commercial business planning.
Lead weekly hotel revenue strategy meetings, present demand insights and recommendations, track decisions, and coordinate execution of agreed revenue actions.
Assess channel-level production and profitability, including brand/direct, GDS, OTA, wholesale, and other applicable booking sources; adjust channel strategy based on net contribution.
Maintain accurate rate plans, content, inventory controls, and pricing strategies across revenue-management and reservation platforms; validate execution of recommended changes.
Identify material revenue risks and upside opportunities; develop timely, measurable commercial action plans, including for premium accommodations, shoulders, and high-demand dates.
SALES STRATEGY & PROPERTY SALES PARTNERSHIP
Provide strategic direction for each property’s sales approach through close liaison with its Director of Sales, Director of Sales & Marketing, or designated sales leader.
Collaborate with property sales leaders on annual sales plans, target segments, strategic account plans, business development priorities, and demand-generation opportunities.
Support evaluation and conversion of group, corporate negotiated, and other high-value business opportunities through pricing guidance, displacement analysis, and commercial recommendations.
Review sales production, booking pace, pipeline quality, group conversion, and account performance with property sales leadership; identify gaps and recommend adjustments to strategy.
Align sales priorities with hotel need periods, market trends, revenue goals, group room targets, and, where applicable, catering and banquet revenue objectives.
Participate in priority client discussions, ownership presentations, and commercial strategy sessions as appropriate; provide insights to sales leaders, who retain responsibility for their teams’ coaching and personnel performance.
MARKETING, E-COMMERCE & DIGITAL STRATEGY
Provide strategic oversight of commercial marketing and e-commerce efforts in partnership with EOS marketing resources, hotel stakeholders, agencies, and other external partners.
Verify that approved digital marketing and travel advertising campaigns are launched, actively running, and aligned with hotel revenue priorities, including paid search/SEM, metasearch/hotel ads, OTA media, and other relevant paid placements.
Review website and booking-engine merchandising, search visibility/SEO, paid media strategy, digital content, promotional offers, and conversion opportunities with appropriate marketing partners.
Monitor spend, campaign delivery, traffic, conversion, bookings, incremental room revenue, and marketing return on investment; recommend optimizations and escalation of underperforming campaigns.
Ensure brand positioning, messaging, and promotions align with the property’s audience, pricing strategy, booking windows, and demand need periods.
Coordinate promotional and campaign calendars with revenue forecasts, events, seasonal strategies, group business needs, and property sales initiatives.
DISTRIBUTION & COMMERCIAL SYSTEMS
- Review channel distribution performance, connectivity, and cost of acquisition across OTA, GDS, FIT, wholesale, brand/direct, and other relevant channels.
- Maintain rate integrity and availability parity and assess channel content, rate-plan accuracy, inventory mapping, restrictions, and booking availability.
- Coordinate channel and commercial system improvements with appropriate hotel, corporate, technology, distribution, and vendor stakeholders.
- Support implementation, testing, adoption, and optimization of revenue management and commercial technology platforms in partnership with system owners.
- Monitor distribution profitability and recommend business mix, platform, and channel changes that improve net revenue and commercial efficiency.
Job description provided by EOS Hospitality.
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