Commercial Director

At Hotel Commonwealth, in the heart of Fenway, we begin with a simple premise. We take cues from each guest to help define how we can be distinctly ‘of service’ to them – it’s a guest-changing philosophy that doesn’t live in a manual, but rather within the DNA of our brand. Unscripted hospitality plays out daily in all we do. It empowers our employees to provide incomparable, authentic service.

With the stylish and incredible rooms and suites, and incomparable Fenway Park overlooks, the rooms and public spaces show the hotel’s legendary urban charm.  We want you to share your love of the city and its charms and energy.  We have a keen eye for detail and pride ourselves on being unrivaled hosts to guests from all reaches.  We are a team that looks forward to the experiences we create for guests, and the joy we find in working together.

The Commercial Director is responsible and accountable for driving all revenue streams for the hotel and private events.

In concert with all stakeholders, develops and executes the Revenue and Sales and Marketing plan (s); responsible for directing, coordinating, training, and managing the staff in all Sales and Marketing related initiatives to maximize revenue and profit.

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• • Lead the development and implementation of both short-term and long-term strategies designed to impact all revenue streams, with a focus on Rooms and Events to exceed hotel revenue goals and increase market share performance. Produce Annual Multi Year Commercial Strategy Planning partnership with property leaders
  • Produce Annual Multi-Year Commercial Strategy Plan, in partnership with property leaders.
  • Create strategic presentations for ownership and internal constituents to best discuss business decisions, strategic plans and the ROI of initiatives.
  • Work in conjunction with Commercial Leadership and Brand e-Commerce teams to build and establish B2B marketing, digital marketing, social media, public relations and communications channels. Guide these teams to ensure online hotel content is accurate and effective.
  • Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts, develop strategies for different demand periods, and review and approve retail and Group pricing strategies.
  • Develop and execute departmental expense budget and forecasts.
  • Train and monitor Group, Transient and Events contractual, legal and risk agreement practices.
  • Leverage Sales and Events booking platforms and uphold all company policies and procedures associated with managing these systems.
  • Recruit and retain best in class Sales and Marketing professionals.
  • Lead, engage, and develop team members, including ongoing performance development and career development plans.
  • Liaise with Sage commercial, and brand teams to maximize the performance of the asset.
  • Build strong relationships with ownership, CVB, community groups, influencers and 3rd party travel partners.
  • Exhibit a high level of engagement with customers from all sales segments.
  • Support sales manager travel to feeder markets and key tradeshows.
  • Research, analyze and monitor financial, technological, and demographic factors so that market opportunities may be capitalized on.
  • Develop and maintain detailed and real time knowledge of competitor activity and refine property strategy with speed to market as appropriate.
  • With Marketing and PR Leadership, oversee the hotel’s activation and promotion activities, leveraging all marketing mediums e.g. print, electronic, direct mail, for all areas of the property.
  • Provide Leadership perspective in RevMAX, Sales, PR, Digital, E-Commerce, Operations and Executive Committee meetings.
  • Create an integrated approach with Sales, PR, Digital, E-Commerce, Revenue Management, and F&B in order to maximize the profit and positioning of the asset.
  • Review and assess membership structure and revenue strategy
  • Create and refine tracking process for the membership sales
  • Develop and maintain new go-to-market strategies to increase sales and sales conversion
  • Provide direction of Sales and Catering in determining the ROI of initiatives and business decisions to further maximize profit.
  • Partner with GM, Sales Leader and other revenue generating department heads to drive proactive revenue generating strategies.
  • Ensure a strategic mix of business and pricing strategies are set based on market conditions to maximize revenue and profitability.
  • Effectively deal with people, creating teamwork, taking charge, generating enthusiasm, motivating and using an uplifting and lead-by-example leadership approach.
  • Cultivate Total Hotel Revenue Management culture.
  • Continuous analysis of competitive set, price positioning, seasonality and mix.
  • Use all Yield Management tools available to maximize efforts. Develop appropriate selling strategies to include recommendations on rate, arrival patterns, length of stay, and discount rate availability.
  • Manage property participation and production through relevant Internet sites and other distribution channels (CRO, GDS, ADS, and Travel Agency Consortiums).
  • Manage and consider cost of distribution in all business evaluation decisions.
  • Develop monthly room’s revenue forecast to be accurate within 5%.
  • Ensure ongoing reservation sales training is being conducted with property Front Office and Reservation Sales staff.
  • Review & analysis of Online Reputation management tool and online marketing analytics.
  • Build/maintain relationships w/OTA Market Managers and ensure best representation on 3^rd party web sites.
  • Manage same day sell strategy with front desk staff to insure sell out efficiency.
  • Proactively assess the need for targeted marketing and sales efforts during need times
  • Optimize brand initiatives, offers and systems.
  • Play an integral role in the preparation and presentation of strategies to ownership and corporate teams.
  • Educate team on new trends and technologies.
  • Mentor and develop high potential talent and future high potential talent for the organization in line with the organizations talent management strategies.
  • Implement succession planning within each direct report to provide new opportunities as associates develop, to handle company-wide growth, and to mitigate risk if associates leave.
  • Develop a process in which high potential revenue management candidates for future positions are identified and put in a pipeline for opportunities.
  • Perform special projects and other responsibilities as assigned. Participate in task forces and committees as requested.
  • Travel required occasionally.

Education/Formal Training

Four year degree preferred.

Experience

5-10 years of Revenue Management experience required. Multi-property experience preferred, but not required.

Knowledge/Skills

• Excellent knowledge of transient, group, and catering customer segments.
• Excellent personal management skills; time management, meeting deadlines, effective communication and presentations skills.
• Excellent understanding of total hotel revenue management concepts, processes, and systems.
• Understands both Brand strategies and cultures.
• Knowledge of advanced revenue management techniques.
• Must be extremely confidential and able to manage sensitive and confidential situations tactfully.
• Negotiate, convince, sell and influence professionals and or associates.
• Ability to work under pressure and have the ability to complete multiple tasks simultaneously.
• Excellent reading and effective writing abilities for completing paperwork and management reports, giving and receiving instructions, review and preparation of all documentation and training
• Excellent mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to discern/resolve employee complaints, issues and participation in meetings for feedback.
• Ability to review preparation of all documentation - applications, write-ups, reviews.
• Sitting 85%, Walking 5%, Standing 5%, bending, kneeling, lifting, climbing 5%
• Travel – 30-50% travel to hotel properties required.

Environment

Prolonged sitting throughout entire shift at computerized workstation in office environment.

The Perks:

• Sage Hotel & Restaurant Discounts across the US
• Medical, Vision, & Dental Insurance
• Vibrant Urban Location close to public transportation
• Complimentary Shift Meal
• Perq Program with MBTA

At Sage we create a culture of belonging. Our team members serve with creativity, and passion. Sage associates execute unforgettable experiences and take pride in our communities. We set new standards in hospitality.