Head of Hotel Commercial Strategy

Universal Orlando•Orlando, FL

20h

About The Position

Serves as the senior commercial strategy leader for the Universal Orlando hotel portfolio, setting the commercial agenda to drive demand, revenue optimization, profitability, and integrated go-to-market (GTM) planning in partnership with Loews Hotels & Co. and the broader Universal Destinations & Experiences (UDX) Brand & Commercial organization. This role is accountable for connecting hotel strategy to portfolio-level brand, audience, commercial product, pricing, and destination GTM priorities so hotels are fully integrated into the end-to-end guest journey, from awareness and planning through booking, stay, and return. The Head, Hotel Commercial Strategy acts as the primary UDX commercial executive partner to Loews, co-developing strategies, influencing investment priorities, and ensuring hotel commercial objectives are clearly represented, aligned, and delivered through centralized activation teams and JV operating structures.

Requirements

Bachelor’s degree in Marketing, Business, Communications, or related field required
15+ years of progressive leadership experience in hotel commercial strategy, sales, marketing, revenue management, and/or enterprise hospitality growth strategy
Significant experience managing multi-property or enterprise-scale hotel portfolios and leading senior cross-functional teams
Demonstrated success driving material revenue growth through integrated commercial strategies, executive-level alignment, and disciplined performance management
Experience building commercial strategies that integrate hotels with theme parks, experiences, packages, loyalty, and direct-to-consumer channels preferred
Experience working within or alongside joint venture, ownership, or strategic partnership structures required; hospitality ownership or operator partnership experience strongly preferred
Deep commercial acumen across pricing, distribution, revenue management, marketing, sales, and guest engagement
Deep understanding of hospitality, travel demand drivers, hotel brand positioning, and destination-based commercial models
Ability to influence at the executive level across a complex, matrixed organization and external partner ecosystem
Strategic enterprise thinking with the ability to translate ambiguity into clear choices, aligned plans, and measurable execution
Strong analytical judgment, financial orientation, and data-driven decision-making skills
High executive presence with exceptional communication, storytelling, negotiation, and stakeholder management skills

Nice To Haves

MBA or equivalent advanced degree preferred; equivalent senior leadership experience will be considered

Responsibilities

Sets and leads the long-range commercial strategy for the on-site hotel portfolio, including transient, group, and emerging demand segments, to achieve annual and multi-year revenue and profitability targets.
Translates portfolio-level brand, audience, pricing, and commercial product strategies into hotel-specific GTM plans, demand strategies, and investment priorities.
Develops and presents the annual Hotel GTM Plan to Joint Venture partners, including demand forecasts, revenue projections, strategic choices, and recommended areas of commercial investment.
Partners with Destination GTM leadership to align hotel strategies with broader destination priorities, in-year performance goals, and growth opportunities.
Owns hotel revenue management strategy, including pricing, inventory, channel mix, and yield strategies to maximize total revenue performance.
Partners with Pricing and Commercial Product teams to shape offer architecture, packaging, bundling, and hotel + ticket products that strengthen conversion and profitability.
Establishes performance targets and monitors KPIs across segments, channels, and properties, driving continuous optimization and clear accountability for results.
Brings an enterprise view of commercial performance, balancing hotel objectives with broader destination and portfolio priorities.
Ensures each hotel brand maintains a distinct and compelling market position while contributing to the overall destination value proposition.
Integrates hotels into the end-to-end guest journey across awareness, planning, booking, pre-arrival, stay, and return/repeat engagement.
Partners with technology, commerce, marketing activation, and JV teams to enable seamless booking, merchandising, cross-sell, and upsell opportunities across direct and third-party channels.
Drives alignment between hotel communications and the broader omnichannel ecosystem to deliver a consistent and connected guest experience.
Serves as the senior UDX commercial liaison to Loews Hotels & Co., including executive-level engagement with Loews leadership and on-property operations teams.
Co-develops joint strategies to optimize performance across the hotel portfolio while respecting JV governance and operating structures.
Represents hotel commercial priorities in UDX senior leadership forums and ensures alignment across internal and external stakeholders.
Influences across a matrixed environment, bringing clarity to ownership, decision rights, trade-offs, and execution priorities.
Identifies and leads growth initiatives that drive incremental demand, including packages, partnerships, market-specific strategies, and new commercial platforms.
Supports the integration of new experiences, events, and commercial products into hotel offerings to enhance value and drive conversion.
Collaborates with New Ventures and Product Strategy teams to ensure scalability, repeatability, and readiness for future destination growth.
Anticipates white-space opportunities and builds business cases that connect guest value, operational feasibility, and commercial return.
Leverages data, analytics, guest insights, competitive intelligence, and market signals to inform strategy, optimize performance, and anticipate shifts in demand.
Establishes a disciplined test-and-learn agenda to continuously improve pricing, offers, channel mix, merchandising, and guest engagement strategies.
Monitors macroeconomic, competitive, and travel industry trends to proactively adjust strategies and inform executive decision-making.
Leads and develops a high-performing commercial team across marketing, sales, and revenue management disciplines.
Builds senior-level capability, accountability, and collaboration across direct reports and cross-functional partners.
Fosters a culture of strategic rigor, commercial ownership, continuous improvement, and strong team engagement.
Understands and actively participates in Environmental, Health & Safety responsibilities by following established UO policy, procedures, training, and team member involvement activities.
Performs other duties as assigned.