Director, Commercial

EOS•New York, NY

About The Position

The Corporate Director of Commercial drives commercial performance across assigned EOS Hospitality properties, with a hands-on focus on day-to-day revenue management and strategic direction for property sales and marketing activities. The role directly executes pricing, inventory, forecasting, yield, distribution, and revenue optimization strategies, with the goal of improving rooms revenue, RevPAR, market share, total revenue opportunities, channel profitability, and forecast accuracy. It serves 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 support reporting, analytical preparation, presentations, and defined commercial project work through collaboration. The position manages daily revenue actions and forward-looking pricing strategy; collaborates with property sales leaders on sales plans and business opportunities; provides oversight of marketing, e-commerce, and digital efforts; and monitors distribution and commercial systems. It also prepares performance reporting, forecasts, KPIs, and recommendations for EOS leadership, hotel leadership, and ownership groups. Approximately 25% travel is required as business needs require.

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, and analytical judgment.
Ability to influence outcomes without direct supervisory authority.
Approximately 25% travel as business needs require.

Nice To Haves

Multi-property commercial experience preferred.

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; act on performance gaps.
Analyze competitive pricing 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 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 insights and recommendations, track decisions, and coordinate execution of agreed actions.
Assess channel production and profitability, including brand/direct, GDS, OTA, and wholesale sources, and adjust channel strategy based on net contribution.
Maintain accurate rate plans, content, inventory controls, and pricing strategies across revenue-management and reservation platforms; validate execution of changes.
Identify material revenue risks and opportunities and develop measurable action plans, including for premium accommodations, shoulder periods, and high-demand dates.
Provide strategic direction for property sales approaches in close liaison with the 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 opportunities through pricing guidance, displacement analysis, and commercial recommendations.
Review sales production, booking pace, pipeline quality, group conversion, and account performance; identify gaps and recommend strategy adjustments.
Align sales priorities with need periods, market trends, revenue goals, group room targets, and applicable catering and banquet objectives.
Participate in priority client discussions, ownership presentations, and commercial strategy sessions as appropriate; provide sales insights while property 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 and aligned with hotel revenue priorities, including paid search/SEM, metasearch/hotel ads, and OTA media.
Review website and booking-engine merchandising, SEO, paid media strategy, digital content, promotional offers, and conversion opportunities with marketing partners.
Monitor campaign spend, delivery, traffic, conversion, bookings, incremental room revenue, and marketing ROI; recommend optimizations and escalation of underperforming campaigns.
Ensure brand positioning, messaging, and promotions align with audience, pricing strategy, booking windows, and demand periods.
Coordinate promotional and campaign calendars with revenue forecasts, events, seasonal strategies, group business needs, and sales initiatives.
Review channel distribution performance, connectivity, and cost of acquisition across relevant channels.
Maintain rate integrity and availability parity; 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 to 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 applicable revenue, occupancy, ADR, RevPAR, RGI/RPI, group pace, conversion, channel profitability, and digital campaign results.
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 and follow progress with accountable property and functional leaders.
Use the Commercial Success Team and Revenue Analyst as shared resources for data, recurring reporting, presentations, and commercial projects; define needed work products, review analysis, and retain accountability for recommendations.