Commercial Director - Hotel Strategy
Posted date [2026-08-31]
(ID: 50471)
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For more than half a century, Accor has been continuously reinventing the hospitality business by making daring moves and challenging the status quo. Innovation, adaptability, and resilience are part of our DNA. Hand in hand with our partners, owners and all stakeholders, we anticipate and respond to global shifts and clients’ evolving needs, fostering growth and building value while honoring our responsibility and working in harmony with our commitment to a sustainable future.... |
Job Description and Requirements
Commercial Director - Hotel StrategyJob Snapshot
Role: Commercial Director - Hotel Strategy
Location: Dubai, United Arab Emirates
Industry: Hospitality
Function: Sales & Marketing General
Experience: Minimum 8 to 10 years
Job Type: Full-time
Position Overview
Commercial Director - Hotel Strategy in Dubai, United Arab Emirates is a senior Hospitality leadership opportunity responsible for shaping and executing the integrated commercial direction of Grand Mercure Dubai City and ibis Styles Dubai Airport. Accor is hiring an accomplished hotel commercial leader to strengthen revenue performance, market share, profitability and brand positioning across sales, events, weddings, marketing and revenue-related activities. The role requires a strategic executive who can translate Dubai hospitality market intelligence into measurable commercial growth while building strong corporate, leisure, MICE and social-event business.
Job Details
Country: United Arab Emirates
City: Dubai
Industry: Hospitality
Function: Sales & Marketing General
Salary: 35000-50000
Estimated salary range based on similar
jobs in the job city; please confirm the final offer with the employer.
Gender: Any
Candidate Nationality: Any
Job Type: Full-time
Role Context
The Commercial Director will provide commercial leadership across two distinct Accor properties, connecting sales execution, marketing strategy, revenue optimization and business intelligence under a coordinated growth plan. Working closely with the Cluster General Manager and hotel leadership teams, the position will turn market opportunities into profitable room, banquet, dining, MICE, wedding and event revenue while strengthening each property\'s competitive position.
A major part of the role is creating greater predictability in commercial performance. This includes setting measurable objectives, improving forecasting, developing priority accounts, monitoring business mix and conversion, and ensuring commercial resources are directed toward the market segments offering the strongest returns.
Key Responsibilities
* Develop and execute the overall commercial and marketing strategy for Grand Mercure Dubai City and ibis Styles Dubai Airport.
* Establish annual commercial priorities, budgets, sales plans, marketing programs and measurable action plans with the Cluster General Manager.
* Lead strategies designed to increase Rooms, Food and Beverage, Meetings and Events, Weddings and other hotel revenue streams.
* Track Dubai hospitality trends, competitor positioning, customer demand and changing market conditions to identify emerging opportunities.
* Establish commercial KPIs, reporting structures and performance measurements that support faster and better-informed decisions.
* Build reliable monthly, quarterly and annual sales forecasting processes.
* Direct the Proactive Sales, Reactive Sales, Events and Weddings teams toward agreed revenue and profitability objectives.
* Expand business across premium leisure, corporate, MICE, wedding and social-event segments.
* Develop account solicitation and management strategies that improve revenue contribution and yield.
* Use market intelligence to identify priority geographic markets, corporate accounts and customer segments.
* Review account production, business mix, commercial expenditure and profitability, adjusting sales priorities where necessary.
* Strengthen cooperation with Accor Corporate, Global Sales and relevant commercial partners to increase qualified leads and conversion.
* Represent the hotels at selected trade shows, exhibitions, international sales missions and hospitality industry events.
* Guide integrated marketing initiatives supporting customer acquisition, demand generation and hotel revenue objectives.
* Align sales, marketing, communications, partnerships and brand-positioning activities across the commercial organization.
* Strengthen the visibility of Grand Mercure Dubai City and ibis Styles Dubai Airport while maintaining the individual standards of both brands.
* Assess campaign performance and return on investment, reallocating resources when commercial results require improvement.
* Identify partnerships capable of extending market reach, generating business and improving brand awareness.
* Partner with Revenue Management to optimize pricing opportunities, yield, market share and overall profitability.
* Analyse customer data, sales trends, business performance and competitive intelligence to identify risks and opportunities.
* Improve the effective use of CRM platforms, sales intelligence, analytics and commercial reporting systems.
* Develop dashboards and management reports covering pipeline health, conversion, sales productivity, forecasting and key commercial indicators.
* Build and develop a capable commercial organization through recruitment, onboarding, coaching, performance management and succession development.
* Maintain productive relationships with corporate accounts, industry partners, Accor stakeholders and internal operational teams.
* Lead selected commercial transformation, organizational and process-improvement projects.
Ideal Profile
The position requires a commercially accomplished hospitality professional with at least 8 to 10 years of progressive leadership experience in premium hotels, including substantial exposure to Sales and Marketing and Revenue.
Candidates should have successfully led multi-functional commercial teams covering areas such as hotel sales, events, marketing and revenue-related operations. A demonstrated record of improving hotel revenue, profitability and market share is particularly important.
Strong knowledge of premium hospitality markets, customer behaviour, distribution channels and commercial planning is expected. Experience developing business within corporate, leisure, MICE, wedding and social-event segments would add significant value.
The successful candidate should be comfortable interpreting financial and commercial data, challenging existing performance, negotiating high-value opportunities and presenting recommendations to senior stakeholders.
International premium hospitality exposure is advantageous, while previous familiarity with Accor brands, systems or the wider Accor commercial ecosystem would provide an additional advantage.
Skills Set
* Hotel commercial strategy
* Hospitality sales leadership
* Sales and marketing planning
* Hotel revenue optimization
* Revenue forecasting
* Commercial budgeting
* Business development
* Corporate account management
* MICE sales strategy
* Premium leisure sales
* Wedding and event sales
* Banquet revenue development
* Food and Beverage commercial strategy
* Market segmentation
* Hotel distribution channels
* Competitive market analysis
* CRM systems
* Sales intelligence platforms
* Business analytics
* Commercial dashboards
* Pipeline management
* Conversion analysis
* Demand-generation strategy
* Marketing ROI analysis
* Strategic partnerships
* Account profitability analysis
* Negotiation
* Stakeholder management
* Team performance management
* Commercial forecasting
Why Join Us
Dubai remains one of the world\'s most active international Hospitality markets, creating sustained demand for leaders who can combine hotel sales, marketing, revenue intelligence and strategic business development. This position provides broad commercial ownership across two Accor properties serving different customer segments, giving the Commercial Director significant scope to influence market positioning and financial performance.
The multi-property responsibility also offers exposure beyond conventional hotel sales management. Leading several commercial disciplines, developing new revenue channels and working with regional and global Accor stakeholders can provide a strong platform for continued progression into larger cluster, regional and executive commercial leadership roles.
About the Company
Accor is an international hospitality group operating a broad portfolio of hotel brands across global markets. In Dubai, Grand Mercure Dubai City combines locally influenced premium hospitality with 361 rooms, dining venues and meeting facilities, while ibis Styles Dubai Airport serves the city\'s dynamic travel market. Accor focuses on distinctive guest experiences, brand development and career growth across its hospitality network.
Gender: Any
Candidate Nationality: Any
Job Type: Full-time
Role Context
The Commercial Director will provide commercial leadership across two distinct Accor properties, connecting sales execution, marketing strategy, revenue optimization and business intelligence under a coordinated growth plan. Working closely with the Cluster General Manager and hotel leadership teams, the position will turn market opportunities into profitable room, banquet, dining, MICE, wedding and event revenue while strengthening each property\'s competitive position.
A major part of the role is creating greater predictability in commercial performance. This includes setting measurable objectives, improving forecasting, developing priority accounts, monitoring business mix and conversion, and ensuring commercial resources are directed toward the market segments offering the strongest returns.
Key Responsibilities
* Develop and execute the overall commercial and marketing strategy for Grand Mercure Dubai City and ibis Styles Dubai Airport.
* Establish annual commercial priorities, budgets, sales plans, marketing programs and measurable action plans with the Cluster General Manager.
* Lead strategies designed to increase Rooms, Food and Beverage, Meetings and Events, Weddings and other hotel revenue streams.
* Track Dubai hospitality trends, competitor positioning, customer demand and changing market conditions to identify emerging opportunities.
* Establish commercial KPIs, reporting structures and performance measurements that support faster and better-informed decisions.
* Build reliable monthly, quarterly and annual sales forecasting processes.
* Direct the Proactive Sales, Reactive Sales, Events and Weddings teams toward agreed revenue and profitability objectives.
* Expand business across premium leisure, corporate, MICE, wedding and social-event segments.
* Develop account solicitation and management strategies that improve revenue contribution and yield.
* Use market intelligence to identify priority geographic markets, corporate accounts and customer segments.
* Review account production, business mix, commercial expenditure and profitability, adjusting sales priorities where necessary.
* Strengthen cooperation with Accor Corporate, Global Sales and relevant commercial partners to increase qualified leads and conversion.
* Represent the hotels at selected trade shows, exhibitions, international sales missions and hospitality industry events.
* Guide integrated marketing initiatives supporting customer acquisition, demand generation and hotel revenue objectives.
* Align sales, marketing, communications, partnerships and brand-positioning activities across the commercial organization.
* Strengthen the visibility of Grand Mercure Dubai City and ibis Styles Dubai Airport while maintaining the individual standards of both brands.
* Assess campaign performance and return on investment, reallocating resources when commercial results require improvement.
* Identify partnerships capable of extending market reach, generating business and improving brand awareness.
* Partner with Revenue Management to optimize pricing opportunities, yield, market share and overall profitability.
* Analyse customer data, sales trends, business performance and competitive intelligence to identify risks and opportunities.
* Improve the effective use of CRM platforms, sales intelligence, analytics and commercial reporting systems.
* Develop dashboards and management reports covering pipeline health, conversion, sales productivity, forecasting and key commercial indicators.
* Build and develop a capable commercial organization through recruitment, onboarding, coaching, performance management and succession development.
* Maintain productive relationships with corporate accounts, industry partners, Accor stakeholders and internal operational teams.
* Lead selected commercial transformation, organizational and process-improvement projects.
Ideal Profile
The position requires a commercially accomplished hospitality professional with at least 8 to 10 years of progressive leadership experience in premium hotels, including substantial exposure to Sales and Marketing and Revenue.
Candidates should have successfully led multi-functional commercial teams covering areas such as hotel sales, events, marketing and revenue-related operations. A demonstrated record of improving hotel revenue, profitability and market share is particularly important.
Strong knowledge of premium hospitality markets, customer behaviour, distribution channels and commercial planning is expected. Experience developing business within corporate, leisure, MICE, wedding and social-event segments would add significant value.
The successful candidate should be comfortable interpreting financial and commercial data, challenging existing performance, negotiating high-value opportunities and presenting recommendations to senior stakeholders.
International premium hospitality exposure is advantageous, while previous familiarity with Accor brands, systems or the wider Accor commercial ecosystem would provide an additional advantage.
Skills Set
* Hotel commercial strategy
* Hospitality sales leadership
* Sales and marketing planning
* Hotel revenue optimization
* Revenue forecasting
* Commercial budgeting
* Business development
* Corporate account management
* MICE sales strategy
* Premium leisure sales
* Wedding and event sales
* Banquet revenue development
* Food and Beverage commercial strategy
* Market segmentation
* Hotel distribution channels
* Competitive market analysis
* CRM systems
* Sales intelligence platforms
* Business analytics
* Commercial dashboards
* Pipeline management
* Conversion analysis
* Demand-generation strategy
* Marketing ROI analysis
* Strategic partnerships
* Account profitability analysis
* Negotiation
* Stakeholder management
* Team performance management
* Commercial forecasting
Why Join Us
Dubai remains one of the world\'s most active international Hospitality markets, creating sustained demand for leaders who can combine hotel sales, marketing, revenue intelligence and strategic business development. This position provides broad commercial ownership across two Accor properties serving different customer segments, giving the Commercial Director significant scope to influence market positioning and financial performance.
The multi-property responsibility also offers exposure beyond conventional hotel sales management. Leading several commercial disciplines, developing new revenue channels and working with regional and global Accor stakeholders can provide a strong platform for continued progression into larger cluster, regional and executive commercial leadership roles.
About the Company
Accor is an international hospitality group operating a broad portfolio of hotel brands across global markets. In Dubai, Grand Mercure Dubai City combines locally influenced premium hospitality with 361 rooms, dining venues and meeting facilities, while ibis Styles Dubai Airport serves the city\'s dynamic travel market. Accor focuses on distinctive guest experiences, brand development and career growth across its hospitality network.
