Cluster Director, Commercial

About the Company

Kerzner is committed to innovation and excellence, striving always to exceed expectations for guests and colleagues alike. With over 10,000 team members globally and ambitious growth plans, the organization provides extensive career growth opportunities through personalized development and succession planning. They emphasize community investment, environmental sustainability, and social contributions such as conservation and education initiatives.

Job Overview

The Cluster Director, Commercial, will oversee the commercial strategy and operational performance of two luxury properties located in Montenegro. This executive holds direct responsibility for Sales and Revenue Management, collaborating closely with the Complex General Manager to craft and implement strategies that maximize revenue, profit, and market share across the properties.

Key Responsibilities

• Lead the creation and execution of overarching commercial strategies to meet or surpass revenue, profitability, and market share targets for both properties.
• Provide clear leadership and direction to Sales and Revenue Management teams, ensuring alignment with commercial goals.
• Drive key performance metrics such as RevPAR, ADR, occupancy, and overall revenue through effective pricing, segmentation, and distribution strategies.
• Maintain and foster client relationships, partnering with key accounts to understand their needs while identifying expansion opportunities.
• Oversee departmental budgeting, monitor commercial activities, report variances, and initiate corrective measures as needed.
• Lead annual budgeting, forecasting, and business planning alongside the Complex General Manager and Finance team.
• Track performance of top accounts, analyze market trends, and hold sales staff accountable for their territories.
• Set and review sales targets, KPIs, and revenue strategies regularly across both properties.
• Manage and motivate commercial sales teams to implement effective sales tactics.
• Lead Revenue Management efforts focusing on pricing, inventory, business mix, channel strategies, and segmentation.
• Conduct ongoing commercial and revenue strategy reviews, addressing risks and opportunities promptly.
• Ensure accurate forecasting and variance analysis of occupancy rates, ADR, RevPAR, and revenue.
• Adhere to the Commercial Department's budget.
• Prepare and ensure the accuracy of commercial reports, forecasts, and performance analysis, providing actionable recommendations.
• Develop annual Commercial Plans aligned with budgets, brand positioning, and market opportunities, coordinating with Revenue Management and Marketing.
• Collaborate with Marketing on demand generation, digital activities, campaigns, and brand alignment.
• Formulate and deploy targeted segment strategies across luxury leisure, corporate, groups/MICE, consortia, wholesale, and other sectors.
• Identify and cultivate new feeder markets and broaden international demand and business mix.
• Optimize distribution across direct and third-party channels balancing revenue, costs, and brand image.
• Maintain an up-to-date understanding of booking trends, competitive pricing, channel performance, and market dynamics.
• Recruit, train, develop, and evaluate Sales and Revenue Management personnel, promoting teamwork and clear communication.
• Keep abreast of competitor products, market intelligence, pricing, destination trends, source market dynamics, airlift, and new commercial prospects.
• Manage strategic accounts, set targets, and review performance and growth opportunities.
• Work closely with Global Sales and internal commercial teams to enhance the properties’ market presence leveraging the global network.
• Establish strong relationships with luxury travel advisors, consortia, tour operators, DMCs, corporate clients, airlines, and tourism bodies.
• Organize and host client events, trade shows, familiarization trips, and sales functions; lead creative site inspections.
• Partner with Operations, F&B, Wellness, and other departments to maximize total resort revenue and enhance guest experience value.
• Contribute to promoting Montenegro as a luxury destination, collaborating with local stakeholders to drive incremental demand.
• Ensure distinct commercial positioning for each property while exploring opportunities for cross-selling and cluster synergies.
• Maintain a superior brand image in all client interactions reflecting brand standards and positioning.

Skills and Expertise

• Strategic thinker with expertise in sales, revenue management, analytics, and finance.
• Strong leadership, communication, project management, and organizational capabilities.
• Excellent negotiation, listening, and presentation talents.
• In-depth knowledge of luxury hospitality sales segments, revenue management techniques, pricing strategies, forecasting, and distribution channels.
• Advanced analytical skills for interpreting commercial data, recognizing trends, and applying insights operationally.
• Comprehension of hotel P&L dynamics relating to revenue, distribution costs, business mix, and profit margins.
• Ability to lead cross-functional teams and foster consensus toward shared commercial objectives.
• Deep understanding of luxury travel distribution networks, international feeder markets, consortia systems, global sales, and digital channels.
• Proven ability to build high-performance teams fostering accountability, ownership, and commercial discipline.
• Balance strategic oversight with hands-on management in key accounts, revenue decisions, and business development.

Experience Requirements

• Senior leadership experience in commercial roles within ultra-luxury hospitality, including responsibility for Sales and Revenue Management.
• Successful history of executing integrated commercial strategies positioning luxury resorts or hotels as market leaders.
• Proven success driving key metrics such as RevPAR, ADR, market share, revenue growth, and profitability.
• Strong background in budgeting, forecasting, pricing, distribution, and commercial performance management.
• Experience managing multiple properties or complex cluster commercial operations preferred.
• Global perspective with experience engaging multiple regions and key international feeder markets.
• Experience in luxury resort and destination market environments is highly advantageous.

Travel

Frequent international travel is expected to attend key feeder markets, trade shows, client meetings, global sales activities, and other commercial events.

Company Culture

Kerzner fosters a culture of innovation, inclusivity, and passion, aiming to deliver unparalleled guest experiences and lasting memories. The company is committed to team member growth and development in a supportive, inspiring environment.