Director, Commercial 
(12588)

At One&Only, we exist to create joy for our guests through anticipation, creativity, precision, empathy and warmth. We tailor every aspect of our guests’ stay to bring their dreams and desires to life. With an atmosphere that’s chic but wonderfully unstuffy™, and a team who are meticulous but warm, we seek to exceed our guests’ expectations at every possible turn. 

Behold the dawn of a new, all-encompassing resort experience in Dubai – One&Only One Za’abeel. A vibrant hub for business, a magnetic stage for entertainment, and a haven for inner-city wellness, this new Dubai resort will be more than a trailblazing icon of the skyline, and it will be an utterly unrivalled urban oasis. With abundant knowledge and generosity, we anticipate our guest’s every need and surpass expectations. Whether we are designing the perfect family day out or arranging a romantic private dinner, we approach everything with imagination to spark a sense of playfulness, discovery and adventure. This is not simply our job, it’s our passion.

About Job

The Director, Commercial is responsible for leading the sales effort for the property, maximizing revenue streams to include but not limited to rooms (via occupancy and rate), food and beverage and groups, incentives and events, driven through trade partners and strategic partnerships. This position is responsible for providing strategic direction in areas of account management, business generation, and market prospecting for the resort’s commercial sales team. The Director, Commercial Sales leads the team to achieve assigned revenue and room night goals and is responsible for developing and maintaining key accounts in the market. This role will also develop and manage all stakeholder relationships, both internal and external

Key Duties and Responsibilities 

• Leads, develops, and manages a Sales team capable of delivering the property’s commercial KPIs e.g., TRevPAR, RevPAR, Rooms Revenue, Average Rate and Occupancy targets.  

• Actively participates in the creation of the annual Strategic Business Plan, focusing on the revenue objectives of the property and how to achieve.  

• Works closely with Director, Revenue to understand 360 approach to commercial strategy based on direct, channels, segmentation, and distribution to support better decision making.  

• Works closely with Hotel Manager(s) and Director of F&B to deliver ancillary revenues.    

• Manages departmental budget and expense lines in consideration of the property’s financial performance and monthly GOP.  

• Generates weekly sales reports to better understand from where the business originates, trend, troughs and peaks for the upcoming months. Formulate segment action plans to drive the business from the deciphered data.   

• Actively participates in weekly revenue meetings to understand where the business is placed in relation to the competitive set and strategies and actions to drive RGI.  

• Participates in the monthly business review, delivering results to key stakeholders to include but not limited to property leadership, company leadership and owners.  

• Secures market intelligence to understand the trading environment which enables better decision making.  

• Manages and communicates with wholesale, corporate, groups and MICE accounts/partners to influence business.  

• Manages key consortia and partners programmes to include but not limited to American Express FHR, Signature, Virtuoso, Internova, etc.    

• Partners and manages sales efforts from the Regional Sales Offices – communicating the what/why/when/where to better manage allotted spend and business need periods.  

• Coordinates with Head Office and adheres to seasonal and global brand campaigns – driving the effort on property.  

• Sets departmental standards for customer touchpoint, documents service level standards and details standard operational procedures for the department.  

• Acts as an ambassador for the hotel, ensuring personal appearance meets the company standard which includes but is not limited to ensuring uniform (if supplied) / work attire is maintained and in good repair, achieving highest possible standard in personal hygiene.  

• To achieve and always maintain the highest possible levels of customer service to both external and internal customers in accordance with company policy.  

• To assist fellow colleagues both within and outside own department where possible (as requested / required) to ensure operational and customer service excellence are always achieved.  

• Ensure all commercial activities are fully aligned with Kerzner’s brand standards.  

• The above detailed key duties and responsibilities do not constitute a full and exhaustive list. Additional tasks, duties and responsibilities may be assigned by and at the discretion of line and senior management.   

About You

A perfect candidate should have a minimum of seven years relevant working experience for a luxury and/or ultra luxury hospitality.  A minimum of three years of working experience as the Commercial Head or Director of Sales & Marketing or Director of Sales for a luxury and/or ultra luxury property. Batchelor’s degree in Hotel Management, Business, Economics, Marketing, or a relevant field. Proven managerial abilities in leading a team, strategic planning and decision making. Good administration skills, good working knowledge of Windows’ Suite of programmes. Good interpersonal skills. Good communication and writing skills. Working knowledge of Sales Force would be an advantage. Working knowledge of OPERA would be an advantage.

Our brand is expanding faster than ever before. We are investing in the growth of our company, and that means we are committed to investing in you. Join a team that is open-hearted, intuitive, generous, and spontaneous in spirit. We believe in making our guests happy beyond anything they have ever imagined. We wow them at every turn and create memories that will last a lifetime. You will be at the heart of this vision, to constantly innovate to deliver Amazing Experiences and Everlasting Memories.