We are looking forward to hiring a Commercial Director to join our Commercial team with a focus on new brand integration, hotel operations, and revenue optimisation. The responsibilities include ensuring the member brands are maximising the incremental revenues available through the range of services the alliance offers, with a primary focus on the GHA DISCOVERY loyalty programme and associated marketing opportunities. Other responsibilities include driving operational delivery of the loyalty programme with our member brands and hotels, planning and conducting operational training, brand meetings, and analysing performance to drive business solutions.
It is essential for the candidate to be of
Native or professional-level fluency in Japanese and English (written and spoken), and preferably
already based/visa to work in Japan.
Key Relationships
Reports to
: EVP Commercial
Direct reports:
None
Key interactions:
Internal: GHA team
External: Brand C-Suite leadership, Brand Tech & Systems leads, GHA DISCOVERY Brand Champions
Areas of Responsibility:
Account Management
- Foster strong relationships with selected member hotel brands of the alliance to drive revenue growth through GHA DISCOVERY.
- Lead day-to-day interactions with member brands, enhancing long-term relationships aligned with affiliate and departmental goals.
- Assist member brands' integration of our loyalty program seamlessly, GHA DISCOVERY, across various operational aspects, including Front Office, Revenue, F&B, Marketing, and Sales.
- Ensure member brands achieve annual GHA DISCOVERY targets by providing necessary support and guidance.
- Formulate and execute growth strategies, continuously monitor performance, and conduct in-depth analysis to identify potential risks and opportunities.
- Collaborate closely with Brand Champions within partner organisations and internal teams.
- Prepare, analyse, and present monthly status reports to member brands and the management team.
- Assist and coordinate Brand and Hotel meetings, training workshops, and webinars, preparing engaging presentations.
- Implement global incentive programs to drive improvement in areas where Brands and Hotels require focus.
- Enhance brand engagement by contributing content through multiple channels, such as the Brand Champion Update newsletter, issued monthly.
- Maintain up-to-date competitor program information, communicate relevant changes, and identify areas for GHA DISCOVERY's product offering enhancement.
- Develop and support unique customer value by designing products and services that align with the brand's business needs, leveraging the suite of GHA tools available.
Leadership
- Collaborate seamlessly with fellow Commercial department team members to holistically represent all GHA products: GHA DISCOVERY, TMC partnerships, Ultratravel Collection, and GLEADS.
- Collaborate across different GHA departments to investigate and efficiently resolve brand-related queries.
- Lead cross-functional projects touching on various areas, involving Marketing, Operations, Sales, Systems, Revenue, and Partnerships, among others.
Communication
- Create targeted presentations tailored to specific audiences, ensuring a clear framework of ideas, opinions, recommendations, and conclusions.
- Maintain consistent communication with key accounts and colleagues throughout the alliance.
- Effectively articulate the vision, goals, and expectations to GHA member brands.
Education, Experience, and Skills
Basic skills & requirements
Strategic Thinking: Demonstrated ability to think strategically and contribute to the development of business plans
Leadership and Teamwork:
Proficiency in directing and leading activities involving internal and external resources.
Strong interpersonal skills with a collaborative approach to working within a team-oriented
environment.
Ability to communicate effectively and convey issues at all levels of the organisation.
- Business Acumen:
Business planning skills, including budget management.
Analytical ability to assess the competitive landscape and enhance the customer value
proposition.
Strong understanding of the sales process and expertise in driving sales strategies.
- Communication Skills: Excellent written and oral communication skills, including presentation delivery and group training.
- Project Ownership: Proven track record of taking ownership of projects or tasks and seeing them through to completion/implementation.
- Multi-tasking and Prioritisation: Ability to manage multiple priorities effectively in a dynamic work environment.
- Financial and Analytical Proficiency:
Competency in financial analysis, connecting strategies to measurable results.
Strong statistical analysis and development of compelling business cases.
- Initiative and Independence: Self-starter with a proactive approach to problem-solving and task execution.
- Travel Flexibility: Willingness to travel both domestically and internationally to provide brand support as needed.
Qualifications
- At least 8-10 years of hotel or corporate office experience in the travel industry, ideally in hotel operations, revenue & distribution, and loyalty marketing
- Understanding of one or more hotel PMS systems (ideally Opera Cloud, Opera, Shiji, Protel)
- Proficient in Excel and PowerPoint, Google Drive
- Strong analytical skills and ideally knowledge of Business Intelligence software such as MS Power BI
- Native or professional-level fluency in Japanese and English (written and spoken) required.
- Other regional languages will be added advantage
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