Director of Commercial

Job Description

As Director of Commercial for Fairmont Olympic, you will be responsible for the oversight of Sales, Marketing and Events including Budget/P&L, expense and revenue forecasting, advertising, marketing, developing, and writing business plans, attracting, mentoring and retaining best in class talent and ownership relations.  You will play a strategic role in maximization of the asset, both in orchestrating an integrated Commercial approach and creating a long-term positioning roadmap.  

What is in it for you:

• Salary Range: USD$180,000 to USD$195,000 + incentive
• Discounted hotel rooms and food & beverage rates to employees at our sister properties around the globe.
• We provide learning programs through our Academies to promote growth and development so that you can perform at your full potential
• Opportunity to develop your talent and grow within your property and across the world!
• Ability to make a difference through our Corporate Social Responsibility activities

Responsibilities:

• You will be responsible for overseeing integrated commercial strategies for the hotel. Your goal is to manage the asset by connecting strategy and business processes. Business processes should be designed to impact all revenue streams, including focus on Rooms, Catering, Parking, Retail, Offices, Food & Beverage.
• Lead the development and implementation of both short-term and long-term strategies in all sales, events, and marketing channels to achieve hotel’s revenue goals and increase target market share performance.
• Produce hotel's Annual Multi-Year Commercial Strategy Plan, in partnership with on-property leaders and regional support.
• Connect the performance needs for the hotel with the solutions designed by the Fairmont brand enterprise, in each key segment the hotel serves.
• Work with Commercial Leadership to ensure that pricing and rate quotation strategies are in place to maximize all components of sales, food and beverage and incremental revenue opportunities. Maximizes net revenue contribution through a thorough understanding of market segments, booking channels and demand drivers for rooms, food and beverage and minor operating departments. Actively participates in total revenue management and evaluation of business opportunities.
• Work in conjunction with Fairmont Brand and Digital teams and on property Commercial Leadership to build and establish hotel B2B marketing, digital marketing, social media, public relations and communications channels. Guide these teams to ensure online hotel content is accurate and effective.
• Track and analyze success of marketing campaigns and work with Commercial Leadership to adjust marketing strategies/budgets where needed based on performance metrics.
• Measure and report impact and ROI of email marketing initiatives and social media initiatives, along with collaborate and evaluate potential partnerships with Director of MarCom& DORM to manage marketing funnel from awareness phase to purchase.
• Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts to improve accuracy while developing 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 the group, transient and events contractual, legal and risk agreement practices, establish booking guidelines and pricing expectations, full knowledge of sales and events booking platforms and uphold all company policies and procedures associated with managing these systems.
• Develop and maintain detailed and real time knowledge of all competitor and market activity. Monitor key indicators of hotel performance and third-party intelligence sources to identify revenue opportunities.  Stay current with industry changes and how it may impact demand.
• Responsible for the execution of the Fairmont Sales Incentive Program.
• Responsible for recruiting, mentorship and retention of all sales and marketing roles.
• Lead, engage, and develop team members, including ongoing performance development and Career Development Plans.
• Liaise with Fairmont Global Sales, regional support and brand teams.
• Build strong relationships with Visit Seattle, community groups, influencers and 3rd party travel partners, in conjunction with a high level of engagement with customers from all sales segments.
• Support of sales managers’ sales travel into feeder markets
• Develop new solutions to support the hotel and ensure understanding and smooth implementation of brand wide programs.
• Generate reports and analytics for designated Sales platforms and programs.
• Any additional responsibilities as denoted.
• Maintain relationships with key vendors such as:
  • Visiting Media
  • Blue Buzzard
  • Knowland
  • ZoomInfo
• Manage relationships with Hotel, Region and Global Sales to conduct training, leverage synergies and maximize commercial platforms including:
  • DART
  • Cvent
  • ANAIS
  • HERA
  • ALPP
  • Welcome Now
  • Net Zero Carbon Calculator
  • Standardized contract
  • Sales Training

Qualifications

To fulfil this role successfully, you should demonstrate the following minimum qualifications:

• Minimum of five (5) Years of Hotel Sales, Catering or Marketing Experience.
• Management Experience (type): Director.
• Four-year college degree preferred.
• Minimum Years of Leadership Experience in a Full-Service Hotel: 4 star plus.
• Additional Requirements: Ability to travel on short notice and adaptable to schedule changes.
• Highly professional presentations and communication (oral and written) skills.
• Proficiency with standard Microsoft Office.
• Ability to perform critical analysis.

Visa Requirements:  Must provide proof of eligibility to be employed in the United States of America.

It would be helpful in this position for you to demonstrate the following capabilities and distinctions:

• Additional/advanced degree coursework in business administration, marketing and communications.
• Adaptable experience with business strategy, business planning, and business plan development.
• Experience in large matrix organizations.
• Knowledge of Opera Sales & Catering Software or comparable products.