Commercial Lead - Indonesia

InterContinental Hotels Group; Indonesia; On-site; IDR 3,000,000,000 - 6,000,000,000; Full time

Job summary

InterContinental Hotels Group in Indonesia seeks a senior commercial leader to drive country-wide revenue performance across a diverse hotel portfolio. You will set strategy, partner with hotel leaders, and steer cross-functional teams in sales, marketing and revenue management.

You will influence senior stakeholders, translate market insights into actionable plans, and build high-performing teams while strengthening brand positioning and market share.

Qualifications

• Experience in hotel commercial leadership across sales, marketing or revenue management in a multi-property setup.
• Ability to drive revenue through strategic planning, execution and cross-functional collaboration.
• Deep understanding of the Indonesia market, including customer segments and distribution channels.
• Strong stakeholder management and ability to influence senior leaders and hotel teams.
• Analytical mindset with ability to translate market insights into strategies.
• Leadership focus on developing talent and building high-performing teams.

Responsibilities

• Lead the development and execution of country-level commercial strategies with hotel leaders to drive revenue performance.
• Partner with sales, marketing and revenue teams to design and implement integrated strategies for corporate, leisure and group segments.
• Drive adoption of commercial tools, programmes and systems across hotels to optimise performance.
• Lead regular business reviews with hotels, providing insights and actionable recommendations.
• Collaborate with stakeholders to support marketing initiatives, partnerships and PR to strengthen brand positioning.
• Support talent development across the commercial function, coaching leaders and strengthening the talent pipeline.

Skills

Commercial leadership

Revenue management

Stakeholder management

Analytical capability

Talent development

Cross-functional collaboration

Job description

Introduction

Lead and shape commercial performance across one of the most dynamic and fast-growing markets in the region. This role offers the opportunity to influence country-level strategy, partner with senior stakeholders, and drive meaningful revenue outcomes across a diverse hotel portfolio. If you’re a commercially driven leader with strong local market insight and a passion for building high-performing teams, this is your platform to make a real impact.

Your day to day

• Lead the development and execution of country-level commercial strategies, partnering with hotel leaders to drive revenue performance and maximise business outcomes
• Work closely with sales, marketing, and revenue teams to design and implement integrated strategies across key segments including corporate, leisure, and group business
• Drive the adoption and effective use of commercial tools, programmes, and systems, ensuring hotels are fully leveraging available resources to optimise performance.
• Lead regular business reviews with hotels, providing insights, competitor intelligence, and actionable recommendations to enhance performance
• Partner with stakeholders to support marketing initiatives, partnerships, and PR activity that strengthen brand awareness and market positioning
• Support talent development across the commercial function, including coaching hotel leaders, building capability, and strengthening the talent pipeline

What we need from you

• Strong experience in hotel commercial leadership, with a background in sales, marketing, or revenue management within a multi-property environment
• Proven ability to drive revenue performance through strategic planning, execution, and cross-functional collaboration
• Deep understanding of the Indonesia market, including customer segments, distribution channels, and competitive landscape
• Strong stakeholder management and influencing skills, with the ability to partner effectively with senior leaders and hotel teams
• Commercially astute with strong analytical capability, able to translate market insights into actionable strategies
• Leadership capability with a focus on developing talent, building high-performing teams, and driving a strong commercial culture

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