Commercial Strategist

Maya Hospitality Group•Charlotte, NC

2d•Hybrid

About The Position

Maya Hotels is seeking a strategic, hands-on Commercial Strategist to lead the commercial performance of a six-hotel portfolio. This position combines the responsibilities of a Regional Director of Sales and Revenue Manager, providing both strategic direction and day-to-day commercial leadership across Sales, Revenue Management, Marketing/Commercial Strategy, and hotel operations. The Commercial Strategist will serve as a key business partner to General Managers and hotel leadership, ensuring each property has a clear commercial strategy designed to maximize revenue, occupancy, market share, ADR, RevPAR, group production, and overall profitability. This is a hybrid field and office position. The successful candidate will spend significant time at the hotels working directly with sales teams, leadership, customers, and business partners, while also dedicating focused office time to revenue strategy, forecasting, reporting, account development, CRM management, and portfolio planning. The position will oversee six hotels within either the Charlotte or Columbia-area portfolio, with regular travel between properties.

Requirements

5+ years of progressive hotel sales, revenue management, commercial strategy, or hotel leadership experience.
Previous experience in a Director of Sales, Regional Sales, Revenue Manager, Regional Revenue, Commercial Strategy, or comparable hotel leadership role.
Strong understanding of both hotel sales and revenue management.
Experience managing or influencing multiple hotels is strongly preferred.
Strong knowledge of hotel pricing, forecasting, inventory management, group strategy, and market segmentation.
Proven ability to coach and develop sales professionals.
Strong analytical and financial skills.
Experience interpreting STR and other hotel performance reports.
Strong CRM and pipeline-management skills.
Ability to analyze data and turn it into clear, actionable strategies.
Strong presentation, communication, and organizational skills.
Ability to work independently while maintaining strong communication with hotel and corporate leadership.
Willingness and ability to travel regularly between assigned hotels.
Valid driver's license and reliable transportation.

Nice To Haves

Commercially minded hotel leader who understands both the numbers and the people behind the numbers.
Comfortable moving between a revenue strategy meeting, a hotel sales office, a customer site visit, a forecast, and a coaching conversation.
Understands that revenue management and sales cannot operate independently and that the strongest commercial results come from aligning pricing, demand, sales activity, account strategy, distribution, and hotel operations.
Highly organized, data-driven, proactive, and comfortable holding teams accountable while also developing the people around you.
Able to look at six hotels as one commercial portfolio while still understanding the unique needs and opportunities of each individual property.

Responsibilities

Own the overall commercial strategy and performance for a portfolio of six hotels.
Develop property-specific commercial plans based on market conditions, hotel positioning, demand patterns, competitive activity, and business mix.
Partner closely with General Managers and hotel leadership to establish priorities, targets, and action plans.
Conduct regular hotel visits and business reviews.
Establish performance targets and monitor progress against revenue and sales goals.
Identify opportunities to improve occupancy, ADR, RevPAR, market share, group production, account production, and channel mix.
Lead regular commercial strategy meetings and provide concise written recaps, action items, and accountability.
Review hotel collateral, online content, sales tools, and positioning to ensure consistency and accuracy.
Monitor brand initiatives, programs, training, and commercial opportunities.
Develop and maintain a strong culture of accountability, communication, coaching, and performance.
Interview, hire, train, coach, and develop hotel sales team members.
Establish sales targets and measurable performance expectations.
Conduct regular one-on-one coaching and performance reviews.
Review and maintain a healthy sales pipeline.
Ensure CRM systems are accurate, current, and actionable.
Review RFP activity, account production, prospecting, and conversion.
Develop strategies for new account acquisition and existing account growth.
Lead enterprise and key-account acquisition efforts across the portfolio.
Conduct quality calls and participate in customer meetings.
Conduct and coach effective hotel site tours.
Plan and participate in sales blitzes and outside sales activities.
Develop local, regional, corporate, group, extended-stay, and other demand segments as appropriate.
Manage group wash and monitor group pickup, pace, and conversion.
Train sales teams on billing, commissions, RFPs, CRM, and related processes.
Approve sales team PTO and expense reports.
Work with hotel teams to develop and execute account-specific strategies.
Maintain strong relationships with key customers, CVBs, corporate accounts, meeting planners, and business partners.
Provide daily oversight of portfolio rate strategy.
Monitor pricing, demand, occupancy, pickup, pace, and inventory across all assigned hotels.
Develop and execute yield strategies based on demand, market conditions, compression, and hotel positioning.
Review upcoming high-demand dates, need dates, holidays, citywide events, and market opportunities.
Monitor competitive hotel pricing and market conditions.
Evaluate channel mix and distribution strategy.
Monitor out-of-order inventory and its impact on available rooms and revenue opportunities.
Review inventory restrictions, rate strategies, and availability to ensure alignment with commercial objectives.
Conduct regular STR reviews and identify opportunities and risks.
Review revenue-management reports and provide clear action items to hotel leadership.
Conduct regular 30/60/90-day revenue strategy reviews.
Review and maintain hotel content and pricing accuracy across applicable channels.
Partner with hotel leadership to ensure pricing and sales strategies are aligned.
Participate in and lead revenue strategy discussions with ownership and C-suite leadership as appropriate.
Confirm bi-weekly forecasting for the next three months and maintain an accurate forward-looking commercial outlook.
Participate in annual budgeting and ongoing budget management.
Develop rolling budget and forecast plans.
Review pace, pickup, demand, and production against budget and forecast.
Conduct quarterly portfolio reviews.
Develop quarterly cluster strategies for: Top accounts, New account acquisition, Group business, Channel mix, Revenue opportunities, Need dates, High-demand periods.
Present commercial performance, opportunities, risks, and action plans to C-suite leadership.
Develop quarterly commercial planning outputs and follow-up plans.
Develop working mastery of the technology and commercial platforms used throughout the Maya Hotels portfolio.
Complete required brand pricing-system training and develop proficiency across applicable systems.
Work directly with General Managers and hotel leadership.
Train hotel teams on commercial strategy and revenue principles.
Translate reports and data into practical hotel-level action.
Hold teams accountable for agreed-upon commercial initiatives.
Identify performance gaps and develop corrective action plans.
Build strong relationships with hotel sales teams and operations leaders.
Support hotel teams during high-demand periods and major sales opportunities.
Bring market intelligence and competitive information back to the portfolio.
Ensure communication between Sales, Revenue Management, Operations, and leadership is consistent and actionable.
Utilize the fifth week of the month for broader portfolio planning, including: Quarterly commercial planning, Portfolio/team performance review, Rolling budget planning, Forecasting and +3 planning, Strategic account review, Commercial opportunities and risks, C-suite presentation and alignment, Portfolio priorities for the upcoming quarter.