Director of Commercial Strategy

Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional.

Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world’s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.

Mandarin Oriental, Hangzhou is a forthcoming five-star luxury hotel set within the prestigious Westlake 66 mixed-use development, near the UNESCO-listed West Lake. Scheduled to open in 2026, the hotel will feature 194 elegantly designed guestrooms and suites, complemented by four restaurants and bars, extensive meeting and event spaces, and world-class wellness facilities including a signature spa, fitness centre, and indoor pool. Blending contemporary sophistication with cultural heritage, the hotel is designed as a serene retreat in one of China’s most vibrant cities, offering seamless access to Hangzhou’s key business districts and leisure attractions.

About the job

We are looking for a strategic Commercial Director who will lead all revenue-generating functions, including sales, marketing, revenue management, and distribution. This role is responsible for driving business growth, optimizing profitability, and aligning commercial efforts with market trends and brand positioning. Through strategic planning and cross-departmental collaboration, the Director ensures the hotel achieves its commercial targets. This position reports to the General Manager.

As Director of Commercial Strategy, you will responsible for the following duties

• Develops the hotel’s commercial strategy and business outlook in line with brand guidelines.
• Collaborates with the Director of Revenue on pricing, inventory management, channel distribution, and market segmentation strategies.
• Defines sales strategies and coordinates efforts between Regional Sales Offices, Corporate Revenue Management, Marketing & Communications, and on-property leadership.
• Communicates and implements commercial strategies, adapting them as market conditions evolve.
• Works with Marketing & Communications to develop targeted marketing propositions and campaigns.
• Identifies future revenue opportunities and communicates strategies to sales and marketing teams.
• Evaluates effectiveness of sales channels and optimizes budget allocation accordingly.
• Monitors competitors’ activities, including pricing, offers, renovations, and inventory.
• Manages the annual sales budget and controls expenditures through monthly forecasts.
• Prepares the hotel’s annual budget and marketing plan in collaboration with Marketing and Revenue teams.
• Analyzes business trends, booking pace, market share, and competitor performance regularly.
• Communicates key local events and implements event-specific revenue strategies.
• Ensures timely and accurate processing of reservation inquiries to capture demand data.
• Utilizes reservation, sales, and revenue management systems (e.g., SynXis, IDeaS, Delphi) effectively.
• Demonstrates strong business acumen with the ability to analyze financial statements, revenue reports, and market data.

As Director of Commercial Strategy we expect from you

• Proven experience in commercial strategy, sales, or revenue management within the luxury hospitality sector.
• Strong leadership and cross-functional collaboration skills.
• Excellent analytical abilities with experience in data-driven decision making.
• Deep understanding of market trends, competitor analysis, and customer behavior.
• Demonstrated success in driving revenue growth and achieving commercial targets.
• Expertise in budgeting, forecasting, and financial analysis.
• Strong communication and negotiation skills.
• Proficiency with hotel sales and revenue management systems (e.g., SynXis, IDeaS, Delphi).
• Ability to manage multiple projects and lead diverse teams.
• Degree in Hospitality, Business Administration, Marketing, or a related field preferred.
• Fluency in English; additional languages are a plus.

Our commitment to you

• Learning & Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously
• MOstay. When you work as hard as our colleagues do, it’s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.
• Heath & Colleague Wellness. Finding the right work-life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.