[HN] - Cluster Commercial Director

Position Purpose

     As the Cluster Commercial Director, you will be responsible for developing and executing a commercial strategy across all segments and channels to maximize total revenue, profit performance, and market share penetration for our hotels.

     This includes developing the commercial strategy that positions the hotels as market leaders within the defined competitive set and executing all necessary proactive and reactive sales, digital marketing, and PR activities to meet and exceed revenue budgets and market share targets.

     In this role, you will be responsible for driving brand affiliation within the domestic Vietnamese market through building effective strategic plans that grow digital presence on brand and partner platforms/social channels. Having a strong performance focus and an engaged commercial leadership style that grows confidence in commercial direction across all stakeholder groups is essential.

Duties & Key Responsibilities

Strategic Planning

• Developing and implementing comprehensive commercial strategies that align with the long-term goals and objectives of all hotels within the cluster.
• Participating in developing and implementing policies and regulations across the cluster.
• Developing annual/quarterly/monthly budget forecasts and commercial plans for the hotel cluster, you will be accountable for the effective implementation of these plans.

Market Analysis

• Conducting thorough market research to understand trends, competitor strategies, and customer preferences across different locations.
• Regularly obtaining information about competitors and market dynamics to position each hotel competitively.

Revenue Management

• Optimizing pricing strategies, managing room inventory, and maximizing revenue through effective yield management for all hotels in the cluster.
• Setting pricing strategies and sales targets for each hotel.
• Develop and execute a clear distribution strategy with solid pricing discipline across all channels
• Ensuring all system-related revenue data are accurate and in full compliance with standards across the cluster.

Financial Acumen

• Managing budgets, forecasting revenue, and analyzing financial performance to make data-driven decisions for the cluster.
• Managing departmental expenses and budgets, preparing forecasts, and ensuring all costs optimize performance.

Sales and Marketing Integration

• Coordinating with sales and marketing teams to create cohesive campaigns that drive revenue growth and enhance the performance of each hotel.
• Developing marketing strategies and promotion plans to adjust to the market situation in real time for each hotel.
• Supervising and driving the progress and implementation of marketing plans across the cluster.
• Ensuring each hotel positioning is optimized through market leader digital content across all brand and OTA and B2B channels

Client Relationship Management

• Building and maintaining strong relationships with key clients and partners to secure repeat business and long-term contracts for all hotels.
• Managing customer relations and services, including customer needs, product and service knowledge, sales effectiveness, communication skills, and customer feedback across the cluster.

Leadership and Team Management

• Leading and motivating the commercial team member in the cluster, providing guidance, training, and support to achieve commercial targets.
• Interviewing, selecting, onboarding, supervising, coaching, and evaluating team members across the cluster.
• Providing a positive work environment and ensuring regular and effective communication within each department.
• Excellence in stakeholder management across property level, cluster teams, above property commercial teams and ownership.

Negotiation and Communication Skills

• Securing favorable terms with vendors, suppliers, and partners to optimize business outcomes for all hotels.
• Effectively communicating commercial strategies and performance metrics to stakeholders, including hotel management and team members across the cluster.

Innovation and Adaptability

• Staying updated with industry trends and adopting innovative practices to stay competitive and relevant across all hotels.
• Exploring and investing time in developing innovative approaches to generate revenue and extend customer bases for each hotel.

Project Management

• Managing multiple commercial projects simultaneously, ensuring timely delivery and adherence to budgets across the cluster.

Additional Responsibilities

• Managing special projects and other related businesses for all hotels.
• Ensuring efficient use of departmental resources and maintaining communication with all operating departments to maximize sales opportunities.
• Promoting hotels in relevant industries and participating in sales activities.
• Ensuring compliance with safety policies, emergency rules, and procedures across the cluster.