Company profile.

A well-established medium hospitality and tourism organization is looking for a commercial manager to join our growing team.

Job Overview

The Commercial Manager will be responsible for driving revenue growth, profitability, and business development for the Hotel & Restaurant. The role focuses on sales strategy, customer acquisition and retention, partnerships, pricing, marketing coordination, and commercial performance analysis. The Commercial Manager will work closely with operations, finance, marketing, and culinary teams to maximize business opportunities and enhance the guest experience.

Key Responsibilities

Sales and Revenue Growth

• Develop and implement sales strategies to increase accommodation and restaurant revenue.
• Identify new business opportunities, including corporate accounts, events, catering, and delivery partnerships.
• Drive occupancy and table covers utilization during off-peak periods.
• Monitor sales performance against targets and recommend corrective actions.
• Allocate and monitor sales revenue targets to the sales & marketing team and ensure that it is achieved as per the budget.
• Develop promotional campaigns to increase customer traffic and average spend.
• Occasionally, you will be required to undertake marketing activities locally and internationally.

Develop and Grow new Business

• Build and maintain relationships with corporate clients, event planners, local businesses, destination management companies (DMCs), tour operators, agents, etc.
• Negotiate commercial agreements and partnerships.
• Explore new market segments and revenue streams.
• Lead efforts to secure group bookings, private dining events, outside catering contracts, etc.

Monitor Pricing and Profitability

• Analyze menu performance and profitability.
• Monitor hotel occupancy, ADR (Average Daily Rate), and restaurant revenue performance.
• Collaborate with finance and operations teams on pricing strategies.
• Monitor food cost, beverage cost, and gross profit margins.
• Recommend initiatives to improve profitability while maintaining customer satisfaction.

Brand Development, Marketing, positioning, and visibility

• Work with the marketing team to develop campaigns and promotions.
• Manage digital marketing, social media, online travel agency (OTA) presence, and promotional activities.
• Monitor competitor activities, pricing, and market trends.
• Strengthen brand positioning and market presence.
• Guest Relations support.
• Develop customer loyalty and retention programs.
• Monitor customer feedback and satisfaction levels.
• Implement strategies to improve guest experience and repeat business.
• Manage key client relationships and VIP accounts.

Commercial and Finance Reports

• Prepare weekly and monthly commercial performance reports to management.
• Track KPIs such as:
  • Revenue growth
  • Average spend per guest
  • Table turnover
  • Customer acquisition cost
  • Catering/event sales
  • Delivery platform performance
  • Gross profit margin
• Provide forecasts and commercial insights to management.

Team Work

• Work closely with other Managers and operations teams to achieve commercial objectives.
• Support training on upselling and revenue-generating initiatives.
• Foster a culture focused on sales growth and customer service excellence.
• Take full leadership responsibility over the sales and marketing team.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, Commerce, or related field.
• Professional qualifications in sales, marketing, or hospitality management are an advantage.

Experience

• 5+ years of experience in commercial management within Hotel and restaurant establishments, sales, business development, or hospitality management.
• Experience within Restaurants, hotels, catering, or food service operations preferred.
• Proven track record of achieving revenue and profitability targets.

Key Competencies

• Strong commercial and business acumen.
• Sales and negotiation skills.
• Financial analysis and budgeting.
• Customer relationship management.
• Data analysis and reporting.
• Strategic planning and execution.
• Leadership and stakeholder management.
• Excellent communication and presentation skills.
• Proficiency in Microsoft Excel, POS systems, and reporting tools.

Key Performance Indicators (KPIs)

• Monthly revenue growth.
• Gross profit margin.
• Corporate account acquisition.
• Catering and event sales revenue.
• Customer retention rate.
• Average transaction value.
• Occupancy and table cover utilization rates.
• Marketing campaign ROI.
• Achievement of annual commercial targets.

Working Conditions

• Occasionally, you will be required to work in the evenings, on weekends, and on public holidays.
• Frequent interaction with clients, suppliers, and operational teams.
• Attendance at networking and promotional events as needed.

• Develop and implement sales strategies to increase accommodation and restaurant revenue.
• Identify new business opportunities, including corporate accounts, events, catering, and delivery partnerships.
• Drive occupancy and table covers utilization during off-peak periods.
• Monitor sales performance against targets and recommend corrective actions.
• Allocate and monitor sales revenue targets to the sales & marketing team and ensure that it is achieved as per the budget.
• Develop promotional campaigns to increase customer traffic and average spend.
• Occasionally, you will be required to undertake marketing activities locally and internationally.
• Build and maintain relationships with corporate clients, event planners, local businesses, destination management companies (DMCs), tour operators, agents, etc.
• Negotiate commercial agreements and partnerships.
• Explore new market segments and revenue streams.
• Lead efforts to secure group bookings, private dining events, outside catering contracts, etc.
• Analyze menu performance and profitability.
• Monitor hotel occupancy, ADR (Average Daily Rate), and restaurant revenue performance.
• Collaborate with finance and operations teams on pricing strategies.
• Monitor food cost, beverage cost, and gross profit margins.
• Recommend initiatives to improve profitability while maintaining customer satisfaction.
• Work with the marketing team to develop campaigns and promotions.
• Manage digital marketing, social media, online travel agency (OTA) presence, and promotional activities.
• Monitor competitor activities, pricing, and market trends.
• Strengthen brand positioning and market presence.
• Guest Relations support.
• Develop customer loyalty and retention programs.
• Monitor customer feedback and satisfaction levels.
• Implement strategies to improve guest experience and repeat business.
• Manage key client relationships and VIP accounts.
• Prepare weekly and monthly commercial performance reports to management.
• Track KPIs such as:
  • Revenue growth
  • Average spend per guest
  • Table turnover
  • Customer acquisition cost
  • Catering/event sales
  • Delivery platform performance
  • Gross profit margin
• Provide forecasts and commercial insights to management.
• Work closely with other Managers and operations teams to achieve commercial objectives.
• Support training on upselling and revenue-generating initiatives.
• Foster a culture focused on sales growth and customer service excellence.
• Take full leadership responsibility over the sales and marketing team.

• Strong commercial and business acumen.
• Sales and negotiation skills.
• Financial analysis and budgeting.
• Customer relationship management.
• Data analysis and reporting.
• Strategic planning and execution.
• Leadership and stakeholder management.
• Excellent communication and presentation skills.
• Proficiency in Microsoft Excel, POS systems, and reporting tools.

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, Commerce, or related field.
• Professional qualifications in sales, marketing, or hospitality management are an advantage.