COMMERCIAL DIRECTOR

Cape Town

Western Cape
South Africa

The Commercial Director is responsible for leading the strategic and operational commercial functions within the organization, including Sales, Marketing, and Revenue Management. This position is key to ensuring the profitability, growth, and brand positioning of the organization by overseeing and guiding these departments, while identifying and capitalizing on opportunities for business development.

To apply, please send a CV by email to:

tanya@tanyaserra.co.za

Apply Now

Key Performance Areas (KPAs):

  1. Strategic Leadership and Planning
    • Develop and implement comprehensive commercial strategies to drive business growth, increase market share, and maximize profitability.
    • Collaborate with the Executive Team to align commercial goals with the overall business strategy.
    • Identify emerging trends, market opportunities, and risks, and recommend strategic initiatives.
  2. Sales Management
    • Provide leadership and guidance to the Sales Manager to ensure targets are met and exceeded.
    • Develop sales strategies, forecasts, and budgets in collaboration with the Sales Manager.
    • Review sales team performance, identify areas for improvement, and implement training or corrective actions as needed.
    • Establish key performance metrics for tracking and measuring sales team success.
  3. Marketing and Brand Management
    • Oversee the development and implementation of effective marketing strategies to enhance brand positioning and visibility.
    • Work closely with the Marketing Manager to plan and execute campaigns that support revenue generation.
    • Monitor marketing performance and provide feedback on adjustments or improvements.
    • Ensure brand consistency across all communication channels and properties.
  1. Revenue Management
    • Oversee revenue management strategies to maximize occupancy, ADR (Average Daily Rate), and RevPAR (Revenue Per Available Room).
    • Collaborate with the Revenue Manager to analyze market trends, pricing, and distribution strategies.
    • Ensure effective use of forecasting, pricing models, and yield management techniques.
    • Monitor performance and make recommendations for improvements in pricing and distribution.
  2. Training and Development
    • Provide ongoing coaching, training, and mentorship to the Sales Manager, Marketing Manager, and Revenue Manager.
    • Identify skills gaps within the team and implement training programs to address them.
    • Foster a culture of continuous improvement, collaboration, and innovation.
  3. Performance Monitoring and Reporting
    • Establish performance benchmarks and regularly review departmental KPIs.
    • Prepare and present performance reports, analyses, and recommendations to senior management.
    • Ensure corrective action plans are in place where performance gaps are identified.
  4. Collaboration and Stakeholder Engagement
    • Collaborate with property General Managers and other internal stakeholders to align efforts and maximize outcomes.
    • Develop and maintain strong relationships with key external partners, including corporate clients, travel agents, and distribution channels.
    • Represent the organization at industry events, conferences, and trade shows.
  5. Key Account Management and Client Engagement
    • Develop and maintain strong relationships with key account clients to ensure long-term business partnerships.
    • Engage regularly with key clients to understand their needs, address concerns, and identify opportunities for collaboration.
    • Ensure client satisfaction and retention through personalized communication, regular updates, and tailored solutions.
    • Act as a key point of contact for high-profile clients, ensuring a seamless experience and driving repeat business.
  6. Budgeting and Financial Management
    • Oversee the development and management of departmental budgets.
    • Monitor expenses and ensure cost-effective use of resources.
    • Identify opportunities to enhance profitability while maintaining service excellence.
  7. Customer Focus
    • Ensure that customer satisfaction and guest experience are key considerations in all commercial decisions.
    • Work with teams to gather feedback and implement improvements to services and offerings.

Key Skills and Competencies:

  • Strong leadership and people management skills.
  • Strategic and analytical thinking.
  • Excellent communication and negotiation abilities.
  • Results-driven with a focus on achieving targets and KPIs.
  • Comprehensive knowledge of sales, marketing, and revenue management in the hospitality industry.
  • Strong business acumen and financial management expertise.
  • Ability to foster collaboration and cross-functional teamwork.

Qualifications and Experience:

  • Bachelor’s degree in Business, Hospitality Management, Marketing, or a related field (Master’s degree preferred).
  • Minimum of 10 years of experience in commercial roles within the hospitality or tourism industry.
  • Proven track record of successfully leading and managing high-performing teams.
  • Experience working with hotel distribution channels, pricing strategies, and brand marketing.
  • Familiarity with CRM systems, revenue management software, and digital marketing tools.

Key Deliverables:

  • Achievement of revenue, market share, and profitability targets.
  • Effective implementation of commercial strategies across departments.
  • Enhanced team performance through training, mentorship, and accountability.
  • Consistent brand growth and customer satisfaction.
  • Accurate and timely performance reporting and feedback to senior management.