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.

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.