Director of Commercial

Accorhotel; Medina; On-site; SAR 600,000 - 1,000,000; Full time

Job summary

Accorhotel in Medina invites a seasoned Commercial Strategy and Sales leader to shape the hotel’s revenue, branding and market positioning. You will lead cross-functional teams in Sales, Revenue Management and Marketing, driving growth across domestic and international markets while ensuring profitability through data-driven decision making.

Reporting to the General Manager, you will architect annual planning, oversee pricing, distribution and digital marketing, and foster partnerships with key

Qualifications

• Bachelor's degree in hospitality management, business or related field.
• 10+ years in luxury hospitality commercial leadership.
• Experience leading integrated commercial functions including Sales, Revenue Management and Marketing.
• Fluent in English and Arabic.

Responsibilities

• Develop and execute the hotel’s overall commercial strategy aligned with objectives and brand standards.
• Lead the annual commercial planning process including budgeting forecasting and business plans.
• Identify new revenue opportunities across all business segments and distribution channels.
• Establish short medium and long-term commercial priorities to maximise profitability and market share.
• Collaborate with Operations and Finance to align commercial initiatives with operational capabilities and financial objectives.
• Monitor market dynamics competitor activity demand patterns and industry trends to identify strategic opportunities.
• Lead Sales function across corporate leisure wholesale government luxury travel groups and MICE.
• Develop strategic sales plans to maximise business from domestic regional and international markets.
• Strengthen relationships with key corporate accounts travel partners luxury consortia government entities and tourism stakeholders.
• Drive proactive business development and account acquisition strategies.
• Ensure effective sales activities including prospecting account management sales missions and client events.
• Monitor sales performance through defined KPIs and ensure achievement of revenue targets.
• Provide strategic oversight of Revenue Management to maximise RevPAR ADR and occupancy.
• Ensure pricing strategies remain dynamic and aligned with demand.
• Lead weekly commercial and revenue strategy meetings.
• Optimise channel mix across direct and indirect distribution.
• Oversee inventory management segmentation strategies and demand forecasting.
• Ensure effective management of distribution channels including Brand com GDS OTAs wholesalers and strategic partners.
• Continuously identify opportunities to improve profitability through pricing optimisation and revenue management practices.
• Oversee the integrated Marketing Digital and Communications strategy to strengthen brand awareness market positioning and commercial performance.
• Ensure marketing initiatives support revenue objectives across Rooms F&B Wellness and ancillary outlets.
• Champion Sofitel’s culture values and luxury service philosophy.
• Support strategic partnerships PR initiatives digital campaigns and luxury brand collaborations.
• Ensure digital marketing investments generate measurable commercial returns.
• Drive growth across all digital channels ensuring strong direct booking performance.
• Oversee website performance booking engine optimisation and digital conversion strategies.
• Support CRM initiatives and guest lifecycle marketing.
• Monitor digital analytics campaign performance and customer acquisition costs.
• Ensure effective collaboration between Revenue Marketing and Distribution teams.
• Monitor commercial performance through key metrics including Revenue RevPAR ADR Occupancy Market Share GOP contribution and channel profitability.
• Analyse market intelligence and competitor performance to support strategic decision-making.
• Prepare regular commercial performance reports for the General Manager Executive Committee and Regional Commercial teams.
• Develop action plans to address business gaps and capitalise on emerging opportunities.
• Ensure data-driven decision making across all commercial disciplines.
• Serve as a strategic advisor to the General Manager on all commercial matters.
• Foster strong collaboration between Commercial Operations Finance and Talent & Culture.
• Ensure seamless communication between Sales Revenue Management Marketing and Reservations.
• Drive a culture of accountability innovation and continuous improvement.
• Lead commercial projects supporting hotel openings renovations and strategic initiatives where applicable.
• Lead coach and develop a high-performing Commercial team.
• Create an environment that promotes collaboration innovation and performance excellence.
• Identify and develop future commercial talent through coaching mentoring and succession planning.
• Establish clear objectives and performance expectations across all commercial disciplines.
• Champion Sofitel’s culture values and luxury service philosophy.

Skills

Leadership

Strategic Planning

Stakeholder Management

Negotiation

Analytics

Cross-functional Collaboration

Team Development

Luxury Hospitality Knowledge

Education

Hospitality Degree

Tools

CRM Systems

Distribution Platforms

Job description

Commercial Strategy amp Business Planning

• Develop and execute the hotel s overall commercial strategy aligned with business objectives market conditions and brand standards
• Lead the annual commercial planning process including budgeting forecasting and business plans
• Identify new revenue opportunities across all business segments and distribution channels
• Establish short medium and long-term commercial priorities to maximise profitability and market share
• Collaborate closely with Operations and Finance to align commercial initiatives with operational capabilities and financial objectives
• Monitor market dynamics competitor activity demand patterns and industry trends to identify strategic opportunities

Sales Leadership

• Lead the Sales function across all market segments including Corporate Leisure Wholesale Government Luxury Travel Groups and MICE
• Develop strategic sales plans to maximise business from domestic regional and international markets
• Strengthen relationships with key corporate accounts travel partners luxury consortia government entities and tourism stakeholders
• Drive proactive business development and account acquisition strategies
• Ensure effective sales activities including prospecting account management sales missions and client events
• Monitor sales performance through defined KPIs and ensure achievement of revenue targets

Revenue Management amp Distribution

• Provide strategic oversight of Revenue Management to maximise RevPAR ADR and occupancy
• Ensure pricing strategies remain dynamic competitive and aligned with market demand
• Lead weekly commercial and revenue strategy meetings
• Optimise channel mix across direct and indirect distribution
• Oversee inventory management segmentation strategies and demand forecasting
• Ensure effective management of distribution channels including Brand com GDS OTAs wholesalers and strategic partners
• Continuously identify opportunities to improve profitability through pricing optimisation and revenue management practices

Marketing Digital amp Brand Positioning

• Oversee the integrated Marketing Digital and Communications strategy to strengthen brand awareness market positioning and commercial performance
• Ensure marketing initiatives support revenue objectives across Rooms F amp B Wellness and ancillary outlets
• Champion the hotel s Cultural Link and brand storytelling across all guest touchpoints
• Support strategic partnerships PR initiatives digital campaigns and luxury brand collaborations
• Ensure digital marketing investments generate measurable commercial returns

E-Commerce amp Distribution Performance

• Drive growth across all digital channels ensuring strong direct booking performance
• Oversee website performance booking engine optimisation and digital conversion strategies
• Support CRM initiatives and guest lifecycle marketing
• Monitor digital analytics campaign performance and customer acquisition costs
• Ensure effective collaboration between Revenue Marketing and Distribution teams

Commercial Performance amp Analytics

• Monitor commercial performance through key metrics including Revenue RevPAR ADR Occupancy Market Share GOP contribution and channel profitability
• Analyse market intelligence and competitor performance to support strategic decision-making
• Prepare regular commercial performance reports for the General Manager Executive Committee and Regional Commercial teams
• Develop action plans to address business gaps and capitalise on emerging opportunities
• Ensure data-driven decision making across all commercial disciplines

Cross-Functional Leadership

• Serve as a strategic advisor to the General Manager on all commercial matters
• Foster strong collaboration between Commercial Operations Finance and Talent amp Culture
• Ensure seamless communication between Sales Revenue Management Marketing and Reservations
• Drive a culture of accountability innovation and continuous improvement
• Lead commercial projects supporting hotel openings renovations and strategic initiatives where applicable

Leadership amp Talent Development

• Lead coach and develop a high-performing Commercial team
• Create an environment that promotes collaboration innovation and performance excellence
• Identify and develop future commercial talent through coaching mentoring and succession planning
• Establish clear objectives and performance expectations across all commercial disciplines
• Champion Sofitel s culture values and luxury service philosophy

Requirements

• Bachelor s degree in hospitality management, Business Administration, Marketing or a related field.Minimum 10 years' experience in commercial leadership within luxury hospitality.
• Proven experience leading integrated commercial functions including Sales, Revenue Management and Marketing.
• Strong understanding of luxury hospitality, distribution, pricing strategy and revenue optimisation.
• Demonstrated ability to deliver sustainable revenue growth and market share improvements.
• Strong financial and commercial acumen.
• Excellent analytical and strategic planning skills.
• Strong leadership, negotiation and stakeholder management capabilities.
• Experience working within an international luxury hotel brand.
• Fluent in English and Arabic.