Cluster Director, Commercial 
(20864)

At Kerzner, we never settle. Through continued innovation, our team of pioneers push until the next level is achieved, and then to keep going. Our philosophy is simple - we go above and beyond to Blow Away our Guest and Colleagues. Good enough never is. For us, it is all about perfection and innovation. This is not simply our job, it’s our passion. 
 

Our Colleagues are at the heart of who we are and what we do. With an international team of over 10,000 Colleagues and strong strategic growth on the horizon, we offer unrivalled career opportunities around the world. We are committed to provide our Colleagues at all levels with opportunities to grow and develop within the organisation through personalised development plans and tailored succession planning. We invest in our communities to sustain the environment where we operate and minimising our own footprint. Whether it is through animal conservation, education or tree-planting, we like to give back in as many ways as we can to help our communities flourish.
 

Job Summary

The Cluster Director, Commercial, oversees the commercial strategy and performance of two properties in Montenegro, with direct responsibility for Sales and Revenue Management, and works closely with the Complex General Manager to determine and implement integrated commercial strategies that maximize revenue, profitability, and market share across both properties.

The Cluster Director, Commercial, provides strategic leadership across Sales and Revenue Management and collaborates closely with Marketing, Global Sales, Finance, and Operations to ensure an integrated approach to pricing, distribution, demand generation, market positioning, and business development.

This position is responsible for providing strategic direction in areas of account management, business generation, market prospecting, revenue optimization, pricing, forecasting, distribution, segmentation, and channel strategy. The Cluster Director, Commercial, leads the Sales and Revenue Management teams to achieve assigned revenue, room night, ADR, RevPAR, and market share goals, while identifying opportunities to optimize total hotel revenue.

The role is responsible for developing and maintaining key accounts and strategic commercial partnerships across relevant domestic and international markets. This role will also develop and manage all stakeholder relationships, both internal and external, and serve as a key commercial advisor to the Complex General Manager.

Key Duties and Responsibilities

• Develop, lead, and execute the overall commercial strategy for both properties to achieve or exceed revenue, profitability, and market share objectives.
• Provide direct leadership and strategic direction to the Sales and Revenue Management functions, ensuring both teams operate against clearly defined commercial objectives and priorities.
• Drive RevPAR, ADR, occupancy, revenue generation, and market share performance through effective pricing, segmentation, distribution, inventory management, and sales strategies.
• Foster and maintain relationships with key clients, partnering with them to understand their business objectives and needs while identifying opportunities to increase account penetration and long-term value.
• Develop and manage the departmental budget and monitor overall commercial activities and performance to ensure actual results meet or exceed established revenue plans, accurately reporting variances and projections and implementing corrective actions where required.
• Lead the annual budgeting, forecasting, and commercial business-planning processes in partnership with the Complex General Manager and Finance, ensuring realistic and appropriately ambitious revenue targets.
• Monitor production of all top accounts, evaluate market trends, and hold the sales team accountable for those accounts within their respective territories.
• Establish clear sales targets, revenue strategies, KPIs, and performance expectations across both properties and regularly review results against agreed objectives.
• Direct the activities of the commercial sales team, providing leadership and motivation necessary to implement effective sales strategies and maximize hotel revenues.
• Lead the Revenue Management function, ensuring optimal pricing, inventory controls, business mix, segmentation, channel management, and displacement strategies across both properties.
• Conduct regular commercial and revenue strategy reviews, identifying business risks and opportunities and ensuring timely actions are implemented.
• Ensure accurate forecasting of occupancy, ADR, RevPAR, rooms revenue, and business mix, with clear analysis of variances against budget and previous forecasts.
• Operate the Commercial Department within the established expense budget.
• Own the timely preparation and accuracy of commercial reports, forecasts, performance analyses, and business reviews, providing clear recommendations and corrective actions to management.
• Lead the development of the annual Commercial Plan in collaboration with Revenue Management and Marketing, ensuring alignment with budget objectives, brand positioning, and identified market opportunities.
• Partner closely with Marketing to align demand generation, digital activity, communications, campaigns, and brand positioning with the commercial priorities of each property.
• Develop and execute clear segment strategies across luxury leisure, consortia, corporate, groups/MICE, wholesale, and other relevant channels and segments.
• Identify and develop new feeder markets and sources of business, with particular emphasis on growing international demand and diversifying the properties' business mix.
• Ensure optimal distribution across direct and third-party channels, balancing revenue generation, acquisition costs, profitability, and brand positioning.
• Maintain a comprehensive understanding of booking pace, demand patterns, market compression, competitive pricing, channel performance, and forward-looking demand indicators.
• Recruit, hire, train, and provide career development for all Sales and Revenue Management personnel; conduct performance evaluations and provide feedback to employees using company hiring standards and guidelines. Maintain and promote a teamwork environment with effective and clear communication among co-workers.
• Maintain a high level of knowledge about the competitive set’s products, market intelligence, and pricing, including destination trends, source-market dynamics, airlift, competitor performance, and emerging commercial opportunities.
• Manage relationships and partnerships with sales accounts, including setting targets and measuring account performance, profitability, and growth opportunities.
• Collaborate closely with Global Sales and other Kerzner commercial functions to maximize the properties' exposure and leverage the company's global network.
• Develop strong relationships with luxury travel advisors, consortia, tour operators, DMCs, corporate partners, airlines, tourism organizations, and other strategic partners relevant to the destination.
• Plan, organize, and host client events, familiarization trips, trade and consumer shows, and internal client/hotel sales activities. Plan and conduct creative site inspections.
• Partner with Operations, F&B, Wellness, and other resort functions to identify opportunities to maximize total resort revenue and enhance the commercial value of the overall guest experience.
• Actively contribute to the positioning and development of Montenegro as a luxury destination, working with relevant local stakeholders and strategic partners to generate incremental demand for both properties.
• Ensure the two properties maintain clearly differentiated commercial positioning while identifying appropriate opportunities for cross-selling, shared accounts, and cluster synergies.
• Create an outstanding brand image in every interaction with clients and ensure all commercial activities consistently reflect the positioning and standards of the respective brands.
• Perform other duties as requested by management.
  

Skills

• Strategic commercial thinker with a strong combination of sales, revenue management, analytical, and financial acumen.
• Proven leadership, communication, project management, and organizational skills.
• Strong listening, negotiation, and presentation skills.
• Comprehensive background in all major luxury hospitality sales segments, revenue management principles, pricing, forecasting, and distribution.
• Strong analytical capability with the ability to interpret commercial data, identify trends and opportunities, and translate insights into actionable strategies.
• Strong understanding of hotel P&L performance and the relationship between revenue generation, distribution costs, business mix, and profitability.
• Ability to lead and influence cross-functional teams and align multiple stakeholders around common commercial objectives.
• Strong understanding of luxury travel distribution, international feeder markets, consortia, Global Sales, digital channels, and emerging distribution trends.
• Demonstrated ability to develop high-performing teams and create a culture of ownership, accountability, and commercial discipline.
• Ability to balance strategic leadership with hands-on engagement in key accounts, revenue decisions, and business development.

Required Experience

• Experience in senior commercial leadership roles in the ultra-luxury hospitality sector, with demonstrated responsibility for both Sales and Revenue Management.
• Proven track record of implementing successful integrated commercial strategies to position a resort or luxury hotel as a market leader.
• Demonstrated experience driving RevPAR, ADR, market share, revenue growth, and profitable business mix.
• Strong experience in annual budgeting, forecasting, revenue strategy, pricing, distribution, and commercial performance management.
• Experience managing multiple properties or complex/cluster commercial responsibilities is strongly preferred.
• Global outlook with experience working across multiple regions and developing business from key international feeder markets.
• Experience within luxury resort and destination markets is highly desirable.

Travel Requirements

• Regular international travel to key feeder markets, trade shows, client engagements, Global Sales activities, and other commercial events as required.

Our company 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, innovative, inclusive, and inspiring 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.