Commercial Director (Sales, Revenue, MarCom)

The Glen Hotel Pty; Perth; On-site; AUD 350,000 - 550,000; Full time

Job summary

The EQ Perth hotel, a luxury pre-opening property in Perth, Western Australia, is seeking a Commercial Director to lead the total commercial performance as part of the founding leadership team. Reporting to the General Manager, you will oversee Sales, Revenue Management, and Marketing & Communications across all revenue streams.

You should have senior luxury hospitality leadership, a track record of growing revenue and market share, and strong strategic, financial and people skills to build and

Qualifications

• Senior commercial leadership experience within luxury or ultra-luxury internationally branded hotels.
• Proven record of growing total hotel revenue, RevPAR index and market share.
• In-depth expertise across sales, reservations, revenue management, distribution and marketing communications, including digital marketing and CRM.
• Demonstrated commercial responsibility for food and beverage, meetings and events, and spa revenue.
• Strong financial, analytical and negotiation skills, with the ability to influence the team.
• Perth and Australian market knowledge and industry relationships are highly regarded.
• Ideally a qualification in hospitality, business, marketing or a related field, or equivalent experience.
• Luxury hotel pre-opening experience is highly desirable, as is international exposure and experience.

Responsibilities

• Lead commercial pre-opening readiness, including the commercial budget, team recruitment, systems and channel set-up, launch planning and the opening business pipeline.
• Develop and execute an integrated commercial strategy that optimises total hotel revenue, profitability and market share across every revenue stream, not rooms revenue alone.
• Direct Sales across corporate, leisure, luxury travel, wholesale, groups, and meetings & events markets, with Reservations converting enquiries into confirmed, high-value business.
• Lead revenue management and distribution, including pricing, forecasting, inventory and channel mix, across rooms, function space, dining and spa.
• Direct curated events and social engagement activations across the entire complex, including public spaces.
• Direct marketing and communications, including brand positioning, digital and social channels, website, CRM, public relations and campaigns for all hotel services, experiences and relationship hospitality touchpoints.
• Partner with the Food & Beverage, Meetings & Events and Spa leaders to set revenue targets, shape commercial offers and promotions, and drive demand to each venue.
• Build relationships with key accounts, luxury travel partners, tourism bodies and the Perth business community.
• Lead and develop a high-performing commercial team with clear objectives, coaching and accountability.

Job description

Commercial Director

The EQ Hotel Management Pty Ltd

4 William Street, Perth, WA, 6000, AUSTRALIA

PRE-OPENING | the EQ PERTH hotel | PERTH, WESTERN AUSTRALIA

The EQ Perth hotel is seeking an exceptional Commercial Director from the world’s leading luxury hotel brands. Reporting to the General Manager, you will lead total commercial performance as part of the founding leadership team.

Commercial Scope

Leads and directs: Sales (including Reservations), Revenue Management (including Distribution) and Marketing & Communications.

Across all revenue streams: Rooms, Food & Beverage, Meetings & Events, Spa & Wellness and other ancillary revenue, in partnership with the operational leaders who deliver them.

The Role

Lead commercial pre-opening readiness, including the commercial budget, team recruitment, systems and channel set-up, launch planning and the opening business pipeline.

Develop and execute an integrated commercial strategy that optimises total hotel revenue, profitability and market share across every revenue stream, not rooms revenue alone.

Direct Sales across corporate, leisure, luxury travel, wholesale, groups, and meetings & events markets, with Reservations converting enquiries into confirmed, high-value business.

Lead revenue management and distribution, including pricing, forecasting, inventory and channel mix, across rooms, function space, dining and spa. Direct curated events and social engagement activations across the entire complex, including public spaces.

Direct marketing and communications, including brand positioning, digital and social channels, website, CRM, public relations and campaigns for all hotel services, experiences and relationship hospitality touchpoints.

Partner with the Food & Beverage, Meetings & Events and Spa leaders to set revenue targets, shape commercial offers and promotions, and drive demand to each venue.

Build relationships with key accounts, luxury travel partners, tourism bodies and the Perth business community.

Lead and develop a high-performing commercial team with clear objectives, coaching and accountability.

About You

Senior commercial leadership experience within luxury or ultra-luxury internationally branded hotels, ideally as Director of Commercial, Director of Sales & Marketing or equivalent.

A proven record of growing total hotel revenue, RevPAR index and market share, and winning business across corporate, leisure, groups, and meetings & events markets.

In-depth expertise across sales, reservations, revenue management, distribution and marketing communications, including digital marketing and CRM.

Demonstrated commercial responsibility for food and beverage, meetings and events, and spa revenue.

Strong financial, analytical and negotiation skills, with the ability to influence the team.

Perth and Australian market knowledge and industry relationships are highly regarded.

Ideally a qualification in hospitality, business, marketing or a related field, or equivalent experience.

Luxury hotel pre-opening experience is highly desirable, as is international exposure and experience.

Application

Candidates must hold or be eligible for Australian work rights. Employer-sponsored visa support may be considered, at our discretion, for an exceptional international candidate who meets all essential criteria.

The EQ Perth and associated entities are equal opportunity employers.

Screening Questions

• Have you directly led Sales, Reservations, Revenue Management, Distribution and Marketing & Communications? Please outline your responsibilities and team size.
• What commercial responsibility have you held for Food & Beverage, Meetings & Events, Spa & Wellness and other non-room revenue streams?
• Have you led a luxury hotel pre-opening? Please describe your involvement in commercial budgets, recruitment, systems, launch planning and securing opening business.
• Which market segments have you successfully developed, and what key accounts or luxury travel partnerships have you established?
• What knowledge and industry relationships do you have within Perth and the Australian hospitality market?
• What are your current Australian working rights, and would you require employer sponsorship?
• What are your annual base salary expectations?
• What is your notice period or earliest available start date?