Commercial Director

We're looking for a Commercial Director to take ownership of our hotel portfolio's commercial strategy — from contracting and pricing to marketing alignment and team leadership. This is a role for someone with strong knowledge of the Romanian seaside hospitality market, who doesn't just manage relationships, but truly understands how to turn a hotel partnership into a well-priced, well-timed commercial success.

Key Responsibilities
Team & Hotel Portfolio Management

• Lead and coordinate the Key Account Management team, setting clear commercial objectives and priorities;
• Monitor the performance of the hotel portfolio and continuously identify growth and optimization opportunities;
• Build and maintain strong commercial relationships with hotel partners and strategic accounts;
• Participate directly in key negotiations and support the KAM team in securing competitive commercial terms;
• Ensure that the portfolio required to achieve the company's sales targets is contracted on time and under competitive commercial conditions.

Contracting & Commercial Strategy

• Develop and implement the annual contracting strategy;
• Define negotiation priorities based on hotel performance, expected demand, margin potential and strategic relevance;
• Monitor contract status, availability, allotments and commercial conditions across the portfolio;
• Negotiate and optimize discounts, commissions, special rates, Early Booking, Last Minute and other commercial mechanisms;
• Identify strategic hotels and products where additional commercial focus or investment is required;
• Ensure the right balance between portfolio coverage, availability, commercial risk and profitability.

Pricing & Revenue Management

• Develop, together with the team, the pricing strategy for the hotel portfolio and key products;
• Continuously analyze pricing, demand, booking pace, occupancy and competitive positioning;
• Adjust pricing strategies based on sales performance, demand evolution and margin objectives;
• Identify periods and properties at risk of underperformance and initiate corrective commercial actions early;
• Optimize the balance between sales volume, price competitiveness and profitability;
• Use commercial and performance data to support pricing and inventory decisions.

Offer Strategy & Marketing Alignment

• Work closely with the Marketing team to build the annual commercial and promotional calendar;
• Connect the marketing strategy with the offer strategy, pricing and actual product availability;
• Identify the hotels, destinations and offers that should be prioritized within each campaign;
• Contribute to the commercial strategy for Early Booking, Last Minute, Black Friday, tactical campaigns and key seasonal periods;
• Ensure that before launching a campaign we have the right product, the right availability, the right price and a strong commercial proposition;
• Analyze campaign performance and quickly adapt the offer strategy based on results and market demand.

Key Success Measures

Performance in this role will be measured through KPIs such as:

• Portfolio revenue and margin growth;
• Price competitiveness;
• Contracting coverage and portfolio readiness;
• Availability during key demand periods;
• Performance of strategic hotels and promoted offers;
• Commercial effectiveness of promotional campaigns;
• Speed of reaction to changes in demand and market conditions;
• Performance and development of the Key Account Management team.

We are looking for someone with:

• Direct experience working with hotels and strong knowledge of the Romanian seaside hospitality market would be a significant advantage.
• Relevant experience in tourism, hospitality, OTA, contracting, revenue management or commercial/sales roles;
• Previous experience managing a commercial or Key Account Management team;
• Strong negotiation and partner management skills especially in charter and allotment;
• Solid understanding of pricing and revenue management principles;
• Strong analytical mindset and focus on revenue, margin and profitability;
• Ability to translate commercial data into clear actions and decisions;
• Good understanding of marketing mechanics and how commercial offers influence campaign performance;
• Strong prioritization and decision-making capabilities in a fast-moving environment;
• A highly commercial and results-driven mindset.