Director of Commercial Strategy

As the Director of Commercial Strategy you will drive the planning and execution of the commercial strategy and activity through supporting the Revenue management team, Sales, Catering and Events, Marketing, eCommerce and Public Relations teams. F&B commercial activities will be shared responsibilities with the Director of F&B, and General Manager. You will responsible for the strategic direction and operation of the Sales & Catering, Departments and for formulating the Pre-Opening and annual Sales Plan and setting up overall strategies for sales. You will ensure that all strategies are established in line with the positioning of the hotel and are in accordance with Mandarin Oriental Hotel Group corporate guidelines. During the pre-opening period, your primary goal includes establishing premium positioning and rate leadership amongst the top hotels in Vietnam.

The Director of Commercial Strategy is responsible for the following:

• Develop and implement the revenue, pricing & sales strategy for the hotel in alignment with MOHG’s brand philosophies aiming to set the brand in the top tier luxury market.
• Successfully develop a rate position and sales channel strategy based on the target audience.
• Oversee the Sales, Revenue & Reservations department to ensure appliance of quality according to MOHG Legendary Quality Standards as well as maximization of sales through room, spa, F&B and experiences reservations and all telephone and digital correspondence with guests and other stakeholders.
• Actively involved in the search for opportunities to improve the revenues of the hotel and encourage the preparation of exception reports and analyses to help meet and measure the success of this objective.
• Manage, supervise and support all subordinate employees with a view to optimizing the profitability of the hotel and delivering a luxury guest experience in adherence to Management Agreements.
• Formulate pre and post-opening sales activities and decisions together with the General Manager and VP, S&M - Asia.
• Direct the Hotel’s sales activities and ensure that the Sales Team meets their goals as laid out in the annual Marketing Plan.
• Develop MOCNA’s Pre-Opening and annual Sales & Marketing Plan and set Human and Financial resources allocation against these objectives together with the General Manager and VP, S&M - Asia.
• Oversee and direct the activities of sales representation in Europe, USA, Latin America, Australia, Asia and Middle East.
• Work closely with the Hotel Sales teams to seek synergies and build the business complementing the destination. Collaboration and coordination through both teams.
• Attend selected overseas trade and travel functions, i.e. trade shows and local Hotel and Tourist Association meetings to promote sales and the overall image of the hotel.
• Oversee the management of the Delphi Sales & Catering system in the office.
• Providing strategic direction as it relates to pricing, inventory, channel management and distribution of all market segments in accordance with MOHG’s brand guidelines.

What are we looking for?

• Relevant experience in a similar role, ideally within luxury hospitality.
• Able to create objectives and make strategic decisions and recommendations based on facts, market trends and experience/knowledge.
• Effectively develop, implement, monitor, and control pricing and 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, sales channels, client development and goal setting process.
• Comprehension of group sales processes and group sales demands.
• Strong leadership skills. Effective time management, communication, and professional presentation skills.
• Comprehension of technical and managerial applications of Reservation, Sales, PMS and Revenue systems including but not limited to SMS, SynXis, Datavision (e.g. report creation), IDeaS and Delphi.
• Excellent communication skills, both written and spoken, in English. Vietnamese speaking is preferred .
• Ability to assemble, analyse, understand integrated spread sheets and complex technical information.
• Proficiency in systems such as Delphi, Ideas, Salesforce Systems is preferred.