Director of Commercial Strategy

HEI Hotels and Resorts•Braselton, GA

About The Position

The Director of Commercial Strategy serves as the senior commercial leader for Château Élan Winery & Resort and Hampton Inn Braselton, responsible for developing and executing integrated strategies that maximize total resort profitability, market share, and long-term asset value. This executive leadership role oversees the integrated commercial functions of Sales, Marketing, Catering & Conference Services, Public Relations, and Business Development, while partnering closely with Revenue Management and Distribution to align pricing strategy, channel optimization, and demand generation initiatives. The role is accountable for driving enterprise-wide revenue performance across guestrooms, group sales, meetings and events, catering, winery programming, golf, spa, food and beverage outlets, memberships, and all ancillary resort revenue streams. As a key member of the Executive Committee, the Director of Commercial Strategy partners with the General Manager, ownership, corporate leadership, and operational leaders to develop data-driven strategies that strengthen market positioning, optimize business mix, and deliver sustained financial performance. The ideal candidate is a visionary commercial executive with demonstrated success leading luxury resort, destination, or complex hospitality assets. This individual combines strategic insight, analytical rigor, and inspirational leadership to build high-performing commercial cultures and drive sustainable revenue growth.

Requirements

Bachelor’s degree preferred
7–10+ years of progressive hospitality commercial leadership experience
Luxury resort, independent hotel, destination resort, winery, or complex hospitality experience strongly preferred
Demonstrated success leading multi-disciplinary commercial teams including Sales, Marketing, Catering and/or Revenue
Proven track record of driving market share growth, revenue optimization, and asset value enhancement
Experience presenting strategic business plans and performance results to ownership groups and executive leadership
Proficiency in Microsoft Office Suite (CoPilot, Excel, Word, PowerPoint) and hospitality systems including Delphi and Opera
Experience with 3rd party tools including Cvent suite of products, TravelClick Demand And Agency, and Knowland Cendyn
Strong financial acumen with the ability to interpret budgets, forecasts, and market data to drive commercial decision-making
Deep expertise in hospitality commercial strategy including sales, marketing, segmentation, demand generation, and revenue optimization principles
Demonstrated ability to collaborate effectively with Revenue Management and Distribution partners to align pricing, inventory strategy, and channel performance with commercial objectives
Strong leadership capability with experience building and leading high-performing commercial teams in luxury or resort environments
Advanced communication and presentation skills with the ability to influence ownership, executive leadership, and cross-functional stakeholders
Proven ability to develop and sustain high-value relationships with clients, partners, community stakeholders, and industry organizations
High emotional intelligence with the ability to exercise diplomacy, discretion, and sound judgment in complex business environments
Strategic thinker with the ability to translate market intelligence into actionable commercial strategies
Strong organizational and prioritization skills with the ability to manage multiple initiatives in a fast-paced resort environment
Ability to adapt communication style to effectively engage ownership, executives, associates, clients, and external partners

Responsibilities

Lead the development and execution of the integrated commercial strategy for Château Élan Winery & Resort and Hampton Inn Braselton, encompassing Sales, Marketing, Catering & Conference Services, Public Relations, and Business Development.
Partner closely with Revenue Management and Distribution leaders to ensure alignment of pricing strategy, inventory controls, channel optimization, and demand generation initiatives in support of enterprise revenue goals.
Drive total resort revenue performance across guestrooms, group sales, meetings and events, catering, winery experiences, golf, spa, food and beverage outlets, memberships, and ancillary revenue streams.
Direct all sales and catering strategy, including segmentation, account development, solicitation strategy, contract negotiation oversight, and achievement of group and catering revenue goals.
Develop and execute annual commercial plans, including market strategy, segmentation, positioning, budgeting, sales deployment, and integrated marketing initiatives.
Analyze market trends, competitive positioning, and demand patterns to identify opportunities for revenue growth, market share expansion, and brand differentiation.
Lead brand positioning and marketing strategy to drive awareness, demand generation, and optimal business mix across leisure, group, and local markets.
Oversee development and activation of strategic partnerships and key account relationships across corporate, association, social, wedding, luxury leisure, and destination segments.
Monitor and evaluate commercial performance, including revenue production, market share, sales pace, conversion performance, and overall business mix, in collaboration with Revenue Management on forecasting and optimization strategies.
Lead preparation and executive presentation of monthly, quarterly, and annual performance reporting, forecasts, and strategic business reviews for ownership and executive leadership.
Recruit, develop, and lead a high-performing commercial team, fostering accountability, collaboration, and a culture of excellence across all sales and marketing disciplines.
Represent the resort in key industry organizations, community partnerships, and strategic market engagements to enhance visibility and business development opportunities.
Ensure compliance with all applicable federal, state, and local employment laws, as well as brand and ownership standards.
Perform additional duties as necessary to support overall resort commercial performance and strategic objectives.