Commercial Director

Əsas vəzifələr Strategy & financial performance. Own the annual commercial plan and budget by property, channel, segment and management model; build base, target and stress scenarios; manage Gross/Net Revenue, ADR, Occupancy, RevPAR and contribution margin; prepare business cases for different management models (fixed payments, revenue share and management agreements) and assess the financial risks. Revenue management & distribution. Set pricing strategy by season, lead time, length of stay and unit type; manage channels (direct, OTA, corporate, agencies and tour operators, MICE/groups, long-stay); grow direct and low-commission share without hurting occupancy or ADR; ensure PMS/Channel Manager/CRM data integrity and track booking pace, pickup, lead time, LOS, cancellations and no-shows. Sales & portfolio growth. Lead B2B and corporate sales and partner contracts; drive acquisition of new properties under management, including negotiations with owners and developers, proposals and the acquisition funnel (together with Resident Relations); develop group business. International brand hotel launch. Own the sales plan and commercial readiness for the 2027 opening. Marketing & analytics. Define target segments and positioning, and conduct competitive market analysis; plan marketing budget and track ROMI/CAC; run monthly actual-vs-budget reviews with corrective actions; maintain a transparent KPI dashboard by property, channel and management model. Team & processes. Design the commercial department structure (Revenue Management, Reservations, Sales, Marketing & PR, Analytics), set KPIs, hir and develop the team. Tələblər Senior commercial leadership experience in a hotel chain, apartment/residence operator or multi-property hospitality company. Proven track record managing revenue, pricing, distribution and sales across multiple properties. Experience building budgets and forecasts, with accountability for financial KPIs; ability to distinguish turnover growth from net revenue and profitability growth (P&L analysis). Experience leading sales and/or revenue management teams. Hands-on experience with PMS, Channel Manager, CRS/booking engine, CRM, BI tools and Excel. Strong negotiation and presentation skills; experience working with property owners and corporate clients. Fluent English; Russian is an advantage; Azerbaijani is desirable.