We're looking for a Commercial Director to take ownership of our hotel portfolio's commercial strategy — from contracting and pricing to marketing alignment and team leadership. This is a role for someone with strong knowledge of the Romanian seaside hospitality market, who doesn't just manage relationships, but truly understands how to turn a hotel partnership into a well-priced, well-timed commercial success.
Team & Hotel Portfolio Management
Lead and coordinate the Key Account Management team, setting clear commercial objectives and priorities;
Monitor the performance of the hotel portfolio and continuously identify growth and optimization opportunities;
Build and maintain strong commercial relationships with hotel partners and strategic accounts;
Participate directly in key negotiations and support the KAM team in securing competitive commercial terms;
Ensure that the portfolio required to achieve the company's sales targets is contracted on time and under competitive commercial conditions.
Contracting & Commercial Strategy
Develop and implement the annual contracting strategy;
Define negotiation priorities based on hotel performance, expected demand, margin potential and strategic relevance;
Monitor contract status, availability, allotments and commercial conditions across the portfolio;
Negotiate and optimize discounts, commissions, special rates, Early Booking, Last Minute and other commercial mechanisms;
Identify strategic hotels and products where additional commercial focus or investment is required;
Ensure the right balance between portfolio coverage, availability, commercial risk and profitability.
Pricing & Revenue Management
Develop, together with the team, the pricing strategy for the hotel portfolio and key products;
Continuously analyze pricing, demand, booking pace, occupancy and competitive positioning;
Adjust pricing strategies based on sales performance, demand evolution and margin objectives;
Identify periods and properties at risk of underperformance and initiate corrective commercial actions early;
Optimize the balance between sales volume, price competitiveness and profitability;
Use commercial and performance data to support pricing and inventory decisions.
Offer Strategy & Marketing Alignment
Work closely with the Marketing team to build the annual commercial and promotional calendar;
Connect the marketing strategy with the offer strategy, pricing and actual product availability;
Identify the hotels, destinations and offers that should be prioritized within each campaign;
Contribute to the commercial strategy for Early Booking, Last Minute, Black Friday, tactical campaigns and key seasonal periods;
Ensure that before launching a campaign we have the right product, the right availability, the right price and a strong commercial proposition;
Analyze campaign performance and quickly adapt the offer strategy based on results and market demand.
Key Success Measures
Performance in this role will be measured through KPIs such as:
Portfolio revenue and margin growth;
Price competitiveness;
Contracting coverage and portfolio readiness;
Availability during key demand periods;
Performance of strategic hotels and promoted offers;
Commercial effectiveness of promotional campaigns;
Speed of reaction to changes in demand and market conditions;
Performance and development of the Key Account Management team.