About the role:

The Commercial Director leads the hotels overall Revenue, Sales and Marketing efforts, with a primary focus on driving total revenue performance through effective revenue management, pricing, forecasting, and distribution strategies. The role is responsible for optimising revenue generation across all market segments, managing key commercial relationships, and ensuring alignment between revenue strategy, sales execution, marketing initiatives, and reservations to achieve optimal profitability and market share.

This position oversees a high-performing Commercial team including Sales, Marketing, Events (Conference Services), Public Relations, Revenue Management and Reservations, requiring strong commercial acumen, analytical capability, and leadership skills, as well as the ability to adapt strategies within an ever-evolving hospitality landscape.

What you will do:

Sales & Revenue Strategy

• Annual budgeting and scenario planning with revenue projections.
• Develop and execute strategies to achieve revenue targets across rooms, events, and ancillary services.
• Monitor current and future market trends, including pick-up, pace, and demand patterns, to proactively adjust commercial plans and identify risks and opportunities to optimize performance.
• Direct individual and group sales activity, ensuring an optimal business mix across transient, leisure, group, MICE segments.
• Develop, implement, and monitor pricing strategies including but not limited to dynamic pricing and yield strategies aligned with demand patterns and segmentation.
• Lead major sales efforts with the sales manager and support the sales team in high-value negotiations.

Commercial & Brand Positioning

·        Collaborate with Mauritius Tourism Promotion Authority (MTPA) to position the hotel as a gateway property for airport transit, leisure, and business travellers.

• Oversee the development of integrated marketing plans, including digital, Public Relations, social media, promotional and paid media strategies.

·        Develop destination packages combining accommodation with local experiences (e.g., Blue Bay Marine Park tours, rum distillery visits, or golf weekends).

• The ability to understand the different needs of market segments and implement strategies and marketing programs aligned with demand need periods and revenue optimisation objectives to maximize profitability.
• Enhance social media storytelling to highlight sustainability, local culture, and guest experiences unique to Mon Trésor.
• Provide insights on pricing thresholds, segmentation strategy, and promotional effectiveness.

·        Develop green meeting and event packages aligned with IHG’s “Journey to Tomorrow” sustainability goals.

• Develop and implement the Annual Commercial Plan.

·        Partner with local artisans and producers to feature Mauritian products in F&B and retail offerings.

• Prepare, monitor and control the annual commercial budget. Ensure brand consistency in all internal and external communications, including third-party and corporate materials.
• Represent the hotel at trade shows, events, and industry forums to enhance visibility and market presence when required.
• Review and monitor competitive hotels to formulate recommendations on product and service enhancements to remain competitive.
• Identify sources of business available to the hotel and establish priority marketing opportunities in the solicitation of that business.

Sales Operations & Performance Management

• Strengthen airline crew and layover contracts with Air Mauritius, Emirates, and other carriers operating through SSR International Airport.
• Establish and monitor annual sales goals, budgets, and incentive plans.

·        Expand corporate account portfolio by targeting logistics, aviation, and tech companies in the Plaine Magnien and Port Louis areas.

• Coordinate departmental action plans, sales trips, promotions, and special events.
• Co-ordinate sales activities with IHG Global team.
• Ensure alignment between sales activity and revenue strategy by managing inventory control, pricing and availability for guest rooms and event space, while maintaining pricing integrity and optimising business mix.
• Review and resolve booking conflicts, cancellations, or client issues, ensuring optimal service and profitability.
• Oversee group quoting, contracting, and displacement decisions to ensure profitability.
• Monitor pipeline health, conversion rates, and booking quality.
• Develop and approve travel schedules and budgets.
• Determine staffing requirements, sales deployment, areas of responsibility and manage the performance of assigned staff according to their respective job descriptions.

Reservations, Groups and MICE Commercial Oversight

• Provide strategic oversight of Reservations and Groups functions.
• Review and approve key commercial decisions including group pricing, contracts, and inventory allocation.
• Ensure strong conversion, service standards, and adherence to response time expectations.
• Oversee MICE pipeline performance, ensuring optimal space utilisation and revenue contribution.

Distribution and Channel Management

• Manage and optimise all distribution channels including Brand.com, OTAs, GDS, and wholesalers.
• Ensure alignment between channel strategy and overall commercial objectives.
• Monitor and improve direct booking performance and channel profitability.

Client Relations & Account Management

• Maintain strong relationships with key clients and accounts.
• Ensure high service standards and personalized communication throughout the sales process.
• Promote guest loyalty and generate repeat business through proactive engagement and follow-up.
• Guide strategic client engagement for high-value and repeat business segments.
• Support resolution of complex commercial decisions relating to key accounts and group business.

Business Intelligence & Reporting

·        Conduct quarterly competitor benchmarking using Lighthouse and STR data to refine pricing and positioning.

• Analyse sales data (lighthouse, STR) , competitor activity, and customer behaviour to inform strategic decisions.

·        Present commercial performance insights to the GM and Valor regional team, linking data to actionable strategies.

• Provide accurate forecasts and performance reports to senior leadership.

·        Utilize Hotelligence 360 reporting and analytics to support commercial performance reviews and strategic decision-making.

• Contribute to budgeting, revenue forecasting, and long-term business planning.
• Produce accurate weekly, monthly, and quarterly forecasts across Rooms and MICE.
• Monitor market share performance, segmentation accuracy, and booking trends.
• Ensure data integrity across systems including nationality, segmentation, and channel reporting.

Leadership & Team Development

• Lead, train and mentor the Commercial team, setting clear KPIs and conducting regular performance evaluations.
• Provide coaching on selling skills, upselling, systems, and commercial decision-making.
• Ensure alignment across Sales, Revenue, Marketing, and Reservations to operate as one commercial team.

Internal Collaboration & Communication

• Coordinate with operations, revenue, and front office teams to ensure alignment of sales and reservations strategies with guest experience and operational capabilities.
• Conduct regular interdepartmental meetings to optimize communication and planning for booked business.
• Lead weekly commercial/revenue meetings and drive alignment across departments.
• Ability to manage different stakeholder relationships including ownership groups, corporate personnel, interdepartmental relationships and local communities.

Systems & Process Optimization

·        Lead digital transformation initiatives — optimize IHG booking engine performance, leverage CRM data for personalized offers, and integrate AI-driven rate management tools.

• Utilize and oversee CRM and sales systems) to support sales activity and reporting.
• Ensure optimal use and configuration of RMS, PMS, CRS, and channel management systems.
• Maintain rate parity, inventory accuracy, and system integrity across all platforms.
• Implement and maintain automated processes for tracking, reservations, and client relationship management.
• Conduct regular audits of reservations accuracy, segmentation, and rate compliance.
• Implement systems to ensure Commercial programs achieve projected results.

Financial Oversight & Business Integration

• Assist in the preparation and control of the Commercial budget.
• Ensure departmental cost efficiency, including management of direct selling costs.
• Align commercial activities with broader business goals and operational strategies.
• Drive improvements in RevPAR, TrevPAR, ADR, and channel profitability.
• Optimize cost of distribution and channel mix.
• Ensure compliance with commercial policies, contracts, deposits, and credit procedures.
• Support overall GOP performance through revenue quality and cost control.

Compliance & Governance

• Ensure compliance with brand standards, commercial policies, and contractual obligations.
• Maintain confidentiality of commercial and guest data.

 

This job description outlines the primary responsibilities of the role as it currently exists but may be amended as required to meet evolving business needs. Flexibility is essential to maintain the high service standards of Holiday Inn Mon Tresor Mauritius.