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Director of Commerce

Washington, DC, United States, Washington, United States

Director of Commerce

  • Washington, DC, United States
  • 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. 


The Hotel

Set at the heart of the US capital between Maine and Maryland Avenues and 12th and 14th Streets, SW, Mandarin Oriental, Washington DC has redefined luxury in the city. Just streets away from the nation’s most revered monuments and the Smithsonian Institution, the hotel is also within easy reach of Capitol Hill and the seat of power.



It is the mission and intent of this position that the incumbent will be responsible for the development, implementation, execution and budget control of the hotel’s sales strategy.  In alignment with the Director of Revenue, the incumbent will set the hotel’s strategic business direction by balancing financial objectives, managing the sales segments and guiding the commercial strategies of the hotel.  The Director of Commerce will work with the General Manager and Director of Revenue to develop and implement the hotel’s commercial strategy to maximize hotel revenues, market share performance and profits.  The incumbent will oversee the Sales and Catering Departments of the hotel and is responsible for the guidance and development of the entire team in each department.


Essential Functions

  • Together with the Director of Revenue Strategy, prepares the hotel’s annual Budget and develops, implements, and adapts the commercial strategy as market conditions fluctuate.
  • Responsible for annual expenditure for all sales activities and control of the budgeted expenditure by a monthly forecast.
  • Develops the commercial strategies 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 and on-property Leadership.
  • Ensures that commercial strategies are aligned with Revenue Management and communicated to Sales team and are implemented and modified as market conditions fluctuate.
  • With the Director of Revenue Strategy, evaluates effectiveness. proper spend, and deployment in segments and markets. 
  • 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.
  • Sets the sales teams strategic deployment by segment and markets.
  • Establishes priorities and sales goals, including but not limited to Group gap Goals, and holds each sales team member responsible to achieve the Sales Team’s goals.
  • Ensures that the sales team strategically targets accounts, both transient and group, to grow business.
  • Ensures all Sales contracts are in line with MOHG’s Distribution guidelines.
  • Motivates the Sales Team and holds them accountable through monthly evaluation of their segments, markets, accounts.
  • Conducts weekly sales meetings with Sales and Catering teams.
  • Oversees daily group leads and guides team on pricing, pattern and space strategy.
  • Establishes priorities and objectives for DO Catering and holds them responsible to achieve goals.
  • Ensures that DO Catering strategically targets accounts to grow business.
  • Ensures that DO Catering communicates effectively with the Team and holds them accountable.
  • Maintain frequent contact with the hotel’s guests and clients through direct sales activities and oversee consumer events as required 
  • Attend MOHG’s Customer sales events and hotel sales calls as needed
  • Perform any other reasonable duties as required by the management from time to time


Education and Experience

  • Must have a minimum of 5 years in a leadership role overseeing sales/catering teams in MOHG or another hotel company.


 Skills & Knowledge

  • Strategic approach towards maximizing revenue and able to create objectives and make strategic decisions and recommendations based on facts, market trends and experience/knowledge.
  • Effectively develop, implement, monitor and control sales strategies and goals.
  • Analytical approach to problem solving utilizing data to make conclusions.
  • 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.
  • Able to train, manage and develop all direct reports to ensure successful execution of sales efforts; able to develop and deliver training to executives and other colleagues.
  • Strong leadership skills.
  • Effective time management, communication and 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.


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