Cluster Commercial Director

Job description

JOB SUMMARY

The Commercial Director provides overall commercial leadership to generate profitable revenue and gain market share for Ritz-Carlton Abama. As a strategic business partner to the Consumer Operations Team, the Commercial Director will identify, develop, and implement demand and revenue generation strategies, create competitive breakthrough strategies, leverage the various Digital platforms while protecting and strengthening the portfolio competitive advantage.

The Commercial Director is the strategic sales, revenue, and marketing leader for the Ritz-Carlton Abama along with the rest of the Guidance Team accountable for the hotel’s financial performance. The Commercial Director is responsible for monitoring the performance of the hotel and key markets to identify revenue opportunities that will enhance profitability. This leadership role has overall responsibility to create, identify, develop, and implement commercial strategies for all segments within the relevant markets including conducting the necessary analysis to develop annual RevPAR targets for the hotel and market share goals.

The position will have direct responsibility for the performance management and development of leaders and teams responsible for the execution of local marketing programs, adaptation of portfolio branded marketing campaigns leading with Loyalty where applicable. The Commercial Director is responsible for the development and management of all

stakeholder relationships, both internal and external and ensures the hotel  strategies are aligned with Marriott’s EMEA and Global strategies. The position is also responsible for executing the portfolio distribution strategy and 3 rd  party channel management within Marriott’s global distribution strategy and guidelines.

CORE WORK ACTIVITIES

·  Provides leadership and strategic direction.
·  Develops commercial strategy (Sales, Marketing and Revenue).
·  Directs and leads the efforts of the  Commercial leaders and teams to execute against the  Sales and Revenue Strategy ensuring each hotel has appropriate oversight and support.
·  Ensures corporate and regional initiatives, new procedures, new tools, and systems enhancements are communicated and executed across the Commercial Team.
·  Identifies and communicates business trends to Commercial Team and hotel leaders.
·  Develops and manages keystakeholder relationships.
·  Coordinates with Sales, Marketing, PR, and Digital leaders to ensure a holistic approach to selling the hotel and driving revenue through Marriott’s sales and marketing channels.
·  Works with EMEA Consumer Operations Leadership and Continent team to assist in the development of hotel sales and marketing strategies.
·  Communicates, evaluates, and re-directs revenue management strategies to ensure they are updated as market conditions fluctuate.
·  Partners with Sales & Marketing for annual pricing process, request for pricing (RFPs) and development of marketing business plan.
·  Utilizes property diagnostic process (PDP) to maximize revenue and profits.
·  Monitors local, regional, and national business outlook and consults with Sales & Marketing on strategy.

·  Coordinates with Finance Business Partners during budget season and throughout the year to manage against communicated financial goals.
·  Partners with Continent Human Resources Team to attract, hire, and retain commercial team talent.
·  Sets goals and expectations for direct reports using the performance appraisal process and holds staff accountable for successful performance; coaches’ team by providing specific feedback to improve performance.
·  Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.
·  Works with the local and continent HR team to ensure appropriate administration of team bonus and incentive programs.
·  Coordinates departmental participation in community service events sponsored by Marriott International to build teamwork and enhance community relationships (e.g., Community Clean-up Day, visits to senior citizens homes, homeless shelters).
·  Maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.
·  Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.
·  Communicates performance expectations in accordance with job descriptions for each positionand monitor progress.
·  Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
·  Actively solicits associate feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems or concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary.
·  Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process.
·  Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance, and produce desired business results.
·  Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an ongoing associate recognition program.

Champions and Pulls-through Loyalty & Partnership Initiatives

·  Acts as a champion for Marriott Bonvoy for the hotel, helping communicate the importance and business impact of the loyalty program to hotel teams and owners, while working with other Area Disciplines (Revenue Management, Operations, Sales, Communications) to exceed key program KPIs like new member enrollments, member penetration, mobile app downloads, local promo pull through and elite member experience.
·  Activates and supports loyalty marketing programs and initiatives, as well as relevant global and continent-level partnership campaigns.
·  Focuses on increasing engagement with Marriott Bonvoy Members in the local destination through the organization of events, Moments and enhancing guest experience with Elite Members on-property.

MANAGEMENTCOMPETENCIES Leadership

·  Communication  - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
·  Leading Through Vision and Values  - Keeps the organization's vision and values at the forefront of employee decision making and action.
·  Managing Change  - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.
·  Problem Solving and Decision Making  - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.
·  Professional Demeanor  - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
·  Strategy Development  - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of

                     business plans through effective planning, organizing, and on-going evaluation processes.

Managing Execution

·  Building a Successful Team  - Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.
·  Technical Acumen  - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
·  Strategy Execution  – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on- going evaluation processes.
·  Driving for Results  - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Building Relationships

·  Customer Relationships  - Develops and sustains relationships based on an understanding of customer/stakeholder needs and

actions consistent with the company’sservice standards.

·  Global Mindset  - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
·  Strategic Partnerships  - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

Generating Talent and Organizational Capability

·  Developing Others  - Plans and supports the development of others’ skills and capabilities so that they can fulfill current or future job/role responsibilities more effectively; provides high visibility to individuals with potential; offers challenging assignments that build confidence and credibility and provides such individuals with a personal vision for their future.
·  Organizational Capability  - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.

Learning and Applying Professional Expertise

·  Business Acumen  - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
·  Continuous Learning  - Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application.
·  Strategy Knowledge -  Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage business operations and generate innovative solutions to approach function-specific strategic work challenges.

 

·  Technical Acumen  - Understands and utilizes professional skills and ko
·  Technical Acumen  - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges. 
·  Revenue Management:  Works with market leadership to ensure proper ping, positioning and inventory of all hotels within the market as it pertains to the transient strategy. Addresses market fluctuations and economic conditions by partnering with market leadership to change transient revenue strategy as appropriate for each hotel. Position has overall responsibility for balancing the financial objectives of different lodging products to maximize total revenues in a market.
·  Sales & Marketing:  Works with Sales & Marketing to ensure that the strategy is effectively communicated to all sales and revenue channels at the property level.
·  Human Resources:  Selects, develops and retains a diverse hourly and management workforce to provide revenue expertise to the properties. Creates and sustains a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.
·  Financial Management:  Develops and manages shared services annual operating budget to achieve or exceed budgeted revenue expectations. Monitors wages and expenses and makes ongoing adjustments as needed to achieve goals.
·  Owner Relations:  Develops a trusting and respectful business partnership with each property’s ownership by meeting or exceeding expectations in sales and marketing.

Basic Competencies  - Fundamental competencies required for accomplishing basic work activities.

·  Basic Computer Skills  - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
·  Mathematical Reasoning  - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
·  Oral Comprehension  - Listens to and understands information and ideas presented through spoken words and sentences.
·  Reading Comprehension  - Understands writtensentences and paragraphs in work related documents.

 

 

At more than 100 award-winning properties worldwide, The Ritz-Carlton Ladies and Gentlemen create experiences so exceptional that long after a guest stays with us, the experience stays with them. Attracting the world’s top hospitality professionals who curate lifelong memories, we believe that everyone succeeds when they are empowered to be creative, thoughtful and compassionate.

Every day, we set the standard for rare and special luxury service the world over and pride ourselves on delivering excellence in the care and comfort of our guests.

Your role will be to ensure that the “Gold Standards” of The Ritz-Carlton are delivered graciously and thoughtfully every day. The Gold Standards are the foundation of The Ritz-Carlton and are what guides us each day to be better than the next. It is this foundation and our belief that our culture drives success by which The Ritz Carlton has earned the reputation as a global brand leader in luxury hospitality. As part of our team, you will learn and exemplify the Gold Standards, such as our Employee Promise, Credo and our Service Values. And our promise to you is that we offer the chance to be proud of the work you do and who you work with.

In joining The Ritz-Carlton, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.