Director, Commercial

EOS Hospitality•New York, NY

3d•$150,000 - $180,000

About The Position

The Corporate Director of Commercial drives commercial performance across assigned EOS Hospitality properties, with primary day-to-day accountability for revenue management. The role directly executes pricing, inventory, forecasting, yield, distribution, and revenue optimization strategies while providing strategic direction and coordinating property sales and marketing activities. Its objectives include improving rooms revenue, RevPAR, market share, total revenue opportunities, channel profitability, and forecast accuracy. The Director acts as a commercial partner and liaison to property sales leaders, hotel leadership, ownership stakeholders, and external marketing partners. The Commercial Success Team and Revenue Analysts provide shared support for reporting, analytical preparation, presentations, and defined commercial projects; the Director reviews their work and remains accountable for commercial recommendations. The position requires approximately 25% travel as business needs require. The annual salary range is $150,000 to $180,000.

Requirements

College degree or equivalent relevant education and hospitality experience.
Progressive hotel revenue management experience with direct responsibility for a large hotel, resort, or multiple properties.
Strong command of transient, group, negotiated, FIT, and wholesale pricing; forecasting; business mix optimization; and group displacement analysis.
Experience with RMS, PMS, CRS, GDS, OTA extranets, channel management platforms, and market intelligence or competitive rate-shopping tools.
Working understanding of hotel sales strategy, group and negotiated production, e-commerce, SEO/SEM, digital and travel advertising, and marketing ROI.
Ability to interpret STR/STAR, pace, demand intelligence, budget variances, pickup, index performance, and conversion data and communicate recommended actions.
Strong organization, written and verbal communication, stakeholder engagement, analytical judgment, and ability to influence outcomes without direct supervisory authority.
Ability to travel approximately 25% as business needs require.

Nice To Haves

Multi-property commercial experience.

Responsibilities

Manage daily pricing, inventory, and yield actions for assigned hotels, including rates, room types, restrictions, availability, overbooking, and market-segment controls.
Develop and continually adjust a forward-looking 365-day pricing and revenue optimization strategy that accounts for seasonal demand, events, holidays, need dates, and high-demand periods.
Review on-the-books position, pickup, booking pace, lead times, occupancy, ADR, RevPAR, segment mix, and market demand against budget, prior year, and forecast; respond to performance gaps.
Analyze competitive price and product positioning using rate shops, STR/STAR, demand intelligence tools, and market trends.
Optimize transient, group, corporate negotiated, FIT, and wholesale business mix, evaluating contribution, displacement, room-type premiums, and pricing opportunities.
Set group pricing recommendations, target rates, inventory allocations, room-block controls, release dates, and cutoffs in collaboration with property sales leaders.
Build and update weekly, monthly, and rolling revenue forecasts and demand plans; contribute to annual operating budgets and commercial business planning.
Lead weekly hotel revenue strategy meetings, present demand insights and recommendations, track decisions, and coordinate execution of agreed actions.
Assess channel production and profitability, including brand/direct, GDS, OTA, wholesale, and other booking sources; adjust strategy based on net contribution.
Maintain and validate rate plans, content, inventory controls, and pricing strategies across revenue-management and reservation platforms.
Identify material revenue risks and opportunities and develop timely, measurable action plans, including for premium accommodations, shoulder periods, and high-demand dates.
Provide strategic direction for each property’s sales approach in close liaison with its Director of Sales, Director of Sales & Marketing, or designated sales leader.
Collaborate with property sales leaders on annual sales plans, target segments, strategic account plans, business development priorities, and demand-generation opportunities.
Support evaluation and conversion of group, corporate negotiated, and other high-value business through pricing guidance, displacement analysis, and commercial recommendations.
Review sales production, booking pace, pipeline quality, group conversion, and account performance with property sales leadership; identify gaps and recommend strategy adjustments.
Align sales priorities with hotel need periods, market trends, revenue goals, group room targets, and applicable catering and banquet revenue objectives.
Participate in priority client discussions, ownership presentations, and commercial strategy sessions as appropriate, while sales leaders retain responsibility for team coaching and personnel performance.
Provide strategic oversight of commercial marketing and e-commerce with EOS marketing resources, hotel stakeholders, agencies, and external partners.
Verify that approved digital marketing and travel advertising campaigns are launched, running, and aligned with hotel revenue priorities, including paid search/SEM, metasearch/hotel ads, OTA media, and other paid placements.
Review website and booking-engine merchandising, SEO, paid media strategy, digital content, promotional offers, and conversion opportunities with marketing partners.
Monitor marketing spend, campaign delivery, traffic, conversion, bookings, incremental room revenue, and ROI; recommend optimizations and escalation of underperforming campaigns.
Ensure brand positioning, messaging, and promotions align with property audiences, pricing strategy, booking windows, and demand periods.
Coordinate promotional and campaign calendars with revenue forecasts, events, seasonal strategies, group business needs, and property sales initiatives.
Review channel distribution performance, connectivity, and acquisition costs across OTA, GDS, FIT, wholesale, brand/direct, and other relevant channels.
Maintain rate integrity and availability parity and assess channel content, rate-plan accuracy, inventory mapping, restrictions, and booking availability.
Coordinate channel and commercial system improvements with hotel, corporate, technology, distribution, and vendor stakeholders.
Support implementation, testing, adoption, and optimization of revenue management and commercial technology platforms with system owners.
Monitor distribution profitability and recommend business mix, platform, and channel changes that improve net revenue and commercial efficiency.
Prepare and present recurring commercial performance reporting for EOS leadership, hotel leadership, and ownership groups, including results, risks, opportunities, and recommended actions.
Provide rolling forecasts, budget updates, pace-to-goal comparisons, market share and index performance, and commentary on major variances.
Establish KPIs, scorecards, and dashboards covering revenue, occupancy, ADR, RevPAR, RGI/RPI, group pace, conversion, channel profitability, and digital campaign results as applicable.
Participate in executive meetings, ownership reviews, hotel commercial meetings, and strategic planning discussions as requested.
Recommend revenue growth, market share, profitability, and process-improvement initiatives; track progress with accountable property and functional leaders.
Use the Commercial Success Team and Revenue Analysts as shared resources for data assembly, recurring reporting, presentations, and commercial projects; clarify requested work products, review analysis, and retain accountability for recommendations.