Vice President Commercial – Middle East and Africa

The position purpose comprises the key objectives for the position and functions that this position is responsible for on a day-to-day basis.

The Vice President Commercial directs overall strategy for the region from a corporate perspective for sales marketing ecommerce and revenue functions. It also provides a functional direction to hotel sales and marketing leaders as well as Global Sales Organisation within the assigned territory. To optimize opportunities through proactive planning and execution of commercial plans and strategies which ultimately stimulate demand for room nights and drive incremental revenues.

The role also oversees the expansion of the brand and standards for new openings across all 8 MH hotel brands and liaises on pre-opening budgets and owner relationships.

Key accountabilities represent all the expected key outputs of the position or the end results not duties or activities.

The position will:

• Achievement of Budgeted Revenue Goals.  Oversee the achievement of revenue targets for hotels within the portfolio in Middle East and Africa.
• GSO/GSA Management.  Create and maintain an effective network of remote global sales agents to drive business to MHG-operated properties.  
• New Openings.  Work with the GM to appoint the correct commercial professionals for each project.  Oversee the commercial work stream of the preopening through the Regional functional Directors.  Identify and resolve all issues related to business mix and other sales issues.
• Annual Budgeting.  Work with property GM  DOSM and Revenue Managers to ensure proper pricing appropriate market segment mix and implementation of sales strategy.  Work with the hotels to assist in setting the budgets for rooms revenue. 
• Key Account Management.  Ensure that each sales team fully understands the relative importance and priority of its current account base and manages segments and prioritizes its efforts accordingly.
• Ensure that each sales team is focused on assertively establishing new client contacts and developing detailed information on the potential revenues from these accounts.
• Relationship Management.  Build long-term value-based customer relationships with travel agents wholesalers and other key industry contacts.  Work closely with Marketing PR and Operational leadership colleagues to successfully position the portfolio in the marketplace.
• Work with the GMs to ensure that each property has the correct sales leadership and structure in place to effectively capture all revenue generating opportunities for that property.
• Ensure that all Sales professionals have the appropriate skills to successfully do their job.
• Trade Shows and Sales Trips.  Define and oversee the implementation plans for all coordinated sales efforts affecting multiple properties particularly in relation to the key sales events of the year.  Ensure maximum value for money from the investment.
• Must ensure that all brand standards and values are maintained at all times by all stakeholders.
• Ensure effective use of revenue management systems/methods to maximize revenue opportunities and achieving RevPar targets.
• Ensure synergy in the use of hotel operating systems technology and sales practices and the sharing of best practices.
• Develops and facilitates productive and interactive relationships between sales and marketing public relations distribution marketing and channel management in the hotels.
• Oversee Global Sales network in conjunction with the assigned Director of Global Sales to provide sales and marketing services to all MHG within the assigned sales territory.
• Supports and executes project works as assigned by SVP Operations particularly on re-brand hotel refurbishment and new openings of hotels in assigned territory.
• Manages the effectiveness of the sales team through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals.
• Develops individual plan for identified future leadership / successors.

Person Specification

Key qualifications and experience required.

• International strategic commercial experience of 5 years
• Bachelor degree or equivalent International degree in Marketing Business or Commerce MBA is desirable.
• Experience in Marketing of Hotels and Brands at an international and regional level
• Experience with multi-brand entity Geographical/international experience
• Pre-Opening experience preferred
• Member of a Marketing Professional Institute/Association
• Has experience participating in an industry task force
• Revenue Management experience in REVPAR and TREVPAR and analytical abilities
• Appreciation of hotel and distribution systems and booking source mix
• Ability to analyse interpret and extract trends from data
• Display an understanding of the markets
• Demonstrate an affinity with technology
• Establishes goals and objectives and sets performance targets
• Ability to manage multiple tasks
• Deliver presentations with impact
• Partnership driven
• Time management skills for delivery

Additional Personal Attributes

Additional personal attributes including; skills qualities or behaviours.

Collaboration

• They have the ability to plan and prioritise work in order to achieve targets and deadlines
• They can effectively support and supervise other members of the department to achieve business results
• They have a proven ability to negotiate to achieve a desired outcome
• They have a proven ability to communicate effectively and professionally using written and spoken English
• They are highly financially literate and proficient in business financials

Working with Others:

• They always try to anticipate and exceed the needs of customers and colleagues
• They use their own initiative and good judgement to solve problems in a calm and efficient way
• They enjoy working with others to achieve common goals.  They volunteer as required to ensure the success of the team
• They act with personal professionalism and integrity at all times

Taking Responsibility:

• They always conduct business honestly and fairly.  They keep sensitive information confidential
• They can prioritise their workload effectively and be organised and structured at work
• They manage their time and pay attention to detail.  They know their jobs and are able to work without close supervision
• They display a positive attitude even under pressure.  They personally check their work to ensure its accuracy

Delivering Results:

• They are committed to meeting and exceeding all performance standards
• They constantly look to develop their own professional skills and abilities
• They perform job tasks in line with established policies and procedures

Qualifications :

• Given the diverse footprint across the Middle East and Africa the ability to navigate different cultural norms and languages is essential for delivering authentic guest experiences.

• A degree in Hotel Management or significant on-the-ground experience in luxury or upscale environments ensures a deep understanding of the groups high service standards.

• Candidates must demonstrate financial acumen and a sense of personal accountability treating the business as if it were their own to drive profitability and operational efficiency.

• As the company shifts toward asset-light and digital-first strategies the ability to embrace new technologies and pivot in a fast-paced expanding market is vital.

•  In line with their core values qualifications in team building and a proven track record of mentoring staff are critical for maintaining their commitment to social and professional growth.

Remote Work :

No

Employment Type :

Full-time

Experience: years
Vacancy: 1