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Director of Commerce

Boston, MA, United States, Massachusetts, United States

Director of Commerce

  • Boston, MA, United States
  • Sales & Marketing Division
  • Full time

The Group

Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world.  Increasingly recognized for creating some of the world’s most sought-after properties, the Group provides 21st century luxury with oriental charm. Above all, Mandarin Oriental is renowned for creating unique hotels through distinctive design and a strong sense of place, luxury hotels right for their time and place. The Group regularly receives international recognition and awards for quality management and legendary service hospitality. 

Our Hotel

This position is located at Mandarin Oriental Boston. Holding both the AAA Five Diamond and the Forbes Five-Star awards, Mandarin Oriental, Boston enjoys a coveted location in beautiful Back Bay. With a sophisticated yet relaxed atmosphere, the hotel offers the perfect blend of luxury and style.

Scope and Range

In alignment with the Director of Marketing and Director of Revenue Strategy, sets the hotel’s strategic business direction by balancing financial objectives, managing the sales segments and guiding the commercial strategies of the hotel.

Works with the General Manager, Director of Marketing and Director of Revenue Strategy to develop and implement the hotel’s commercial (sales/selling) strategy to maximize hotel revenues, market share performance and profits.

Oversees the Sales and Catering Department of the hotel and is responsible for the guidance and development of the entire Team.

Main Duties and Responsibilities


  • Together with the General Manager, Director of Marketing and Director of Revenue Strategy, prepares the hotel’s annual Budget and develops, implements and adapts the Annual Marketing Plan as market conditions fluctuate.
  • Responsible for annual expenditure for all sales activities and control of the budgeted expenditure by a monthly forecast.

Overall Strategy

  • Develops the commercial strategy for the hotel and ensures the strategies conform to MOHG’s brand philosophies, guidelines and initiatives at all times.
  • Determines sales strategies and leads efforts to coordinate these strategies between Regional Sales Offices, Marketing & Communications Teams and on-property Leadership.
  • Ensures that commercial and sales strategies are aligned with Director of Revenue Strategy, Corporate Revenue Management and communicated to Sales, Marketing and hotel leaders, and implemented and modified as market conditions fluctuate.

Revenue, Distribution & Reservations

  • With the Director of Revenue Strategy, evaluates effectiveness of property participation in channels and determines proper spend deployment in these segments and channels.
  • Maintains continual awareness of current and future competitors, for example but not limited to, product, published offers/pricing, renovation plans, inventory, etc.
  • Participates in forecast and long-range meetings with key hotel leaders.
  • Assists in implementation and continual improvement of definite group forecasting process.
  • From a sales and third party contracting perspective, responsible for hotel’s positioning in the various distribution channels, information accuracy and competitor positioning, including but not limited to, conducting online shops.


  • Determine strategic and appropriate deployment of Sales Team.
  • With the Director of Revenue Strategy establishes priorities and sales goals, including but not limited to Group gap Goals, and holds sales team responsible to achieve the Sales goals.
  • In alignment with Director of Revenue Strategy strategically targets accounts, both transient and group, to grow business.
  • Ensures all Sales contracts are in line with MOHG’s Distribution guidelines.
  • Leads and motivates the Sales Team and holds them accountable.
  • With the Director of Revenue Strategy evaluates monthly transient segmentation production and conducts monthly account reviews with Sales Team.
  • Conducts weekly sales meetings with Sales and Catering Teams.
  • Oversees daily group lead meetings and with Director of Revenue Strategy and Sales team, guides pricing, pattern and space strategy.
  • Participates in any required Sales related event.


  • Establishes priorities and objectives for DOC and holds DOC responsible to achieve goals.
  • Ensures that DOC strategically targets accounts to grow business.
  • Ensures that DOC communicates effectively with the Team and holds them accountable.


  • Must have a minimum of 5-10 years Sales experience with MOHG or another hotel company, preferably luxury hotels.

Skills and Knowledge

  • Able to ensure hotel’s commercial strategies conform to MOHG brand philosophies and goals.
  • Has skills to have a strategic approach towards maximizing revenue through use of historical data and analysis of the marketplace and demand generators, either geographically or special event related.
  • Able to create objectives and make strategic decisions and recommendations based on facts, market trends and experience/knowledge.
  • Able to effectively develop, implement, monitor and control sales strategies and goals.
  • Strong business acumen with ability to analyze financial statements, revenue reports, and market data.
  • Analytical approach to problem solving utilizing data to make conclusions.
  • Able to ensure hotel’s commercial strategies conform to MOHG brand philosophies and goals.
  • Comprehension of all transient segments, their respective sales processes, markets, demands, sales deployment, client development and goal setting process.
  • Comprehension of group sales processes and group sales demands.
  • Comprehension of the reservation sales processes for MOHG.
  • Able to train, manage and develop all direct reports to ensure successful execution of revenue maximization efforts; able to develop and deliver training to executives and other colleagues.
  • Strong leadership skills.
  • Effective time management and strong communication skills.
  • Excellent professional presentation skills.
  • Ability to multi-task and balance the priorities of the position. 

Working with us means…

We are dedicated to delighting our guests and to delighting our colleagues. We are committed to becoming the best and we emphasize working together to achieve this goal. We support acting with responsibility.

Working with us means working harmoniously, respectfully, passionately, and towards personal growth. Working with us means that you will be personally valued. From the initial interview through the comprehensive orientation to the numerous Learning and Development programmes, we are committed to providing a Mandarin Oriental ‘Colleague Journey’ that exceeds colleague expectations.

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Equal Employer Opportunity statement:

Mandarin Oriental Hotel Group provides equal employment opportunities (EEO) to all colleagues and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Mandarin Oriental Hotel Group complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, and transfer, leaves of absence, compensation, and training.

Mandarin Oriental Hotel Group expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Mandarin Oriental Hotel Group’s colleagues to perform their job duties may result in discipline up to and including discharge.

Closing date: Jul 01, 2021

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