Job Description

The Area Commercial Director is the senior strategic leader responsible for driving total revenue performance and long-term profitability across Kimpton Seafire Resort & Spa, Kimpton Seafire Residences and Hotel Indigo Grand Cayman. This role blends high-level strategic oversight with hands-on tactical execution, providing integrated leadership across three core commercial disciplines: Sales & Business Development (including Events and Reservations), Brand & Marketing, and Total Revenue Management & Distribution.

Reporting directly to the Area General Manager, the Area Commercial Director translates ownership and corporate objectives into a unified multi-property commercial strategy, ensuring alignment across all revenue-generating functions, channels, and market segments. The role demands a seasoned hospitality commercial executive who can balance strategic vision with operational rigor, manage multiple property dynamics, and build a collaborative, insight-driven commercial culture.

This individual will serve as the commercial thought partner to the Area General Manager, ownership groups, fellow Executive Committee members, and IHG brand leaders—representing the portfolio’s interests with authority and credibility while translating performance data into strategic actions.

Leadership & Strategic Oversight

• Act as the portfolio’s commercial strategist, overseeing and aligning all sales, revenue, marketing, distribution, and PR efforts to drive all aspects of top-line revenue across both properties.
• Chair the weekly revenue and strategy meetings as well as the monthly commercial review cadence, driving pricing, forecasting, mix optimization, and accountability for pace across all business segments.
• Lead the annual budgeting process for all commercial functions, including top-line revenue targets, departmental expense budgets, and ROI-driven marketing investment plans; responsible for commercial expense budget management and cost control.
• Analyze P&L performance monthly, provide variance commentary to ownership and the Area General Manager, and lead re-forecasting efforts as business conditions evolve.
• Develop, establish, and monitor key performance indicators (KPIs) across all commercial functions, including RevPAR, RGI (RevPAR Index), TRevPAR, group pace, ADR, occupancy, digital metrics, sales conversion rates, cost of acquisition, and guest lifetime value.
• Conduct ongoing competitive set analysis and market intelligence reviews, proactively adjusting strategy to capture demand shifts and emerging opportunities.
• Drive cross-functional alignment between commercial teams and operational departments (F&B, Spa, Front Office, Entertainment, People & Culture) to ensure seamless guest experience delivery against commercial commitments.
• Instill a proactive, insights-driven commercial culture through coaching, mentorship, and continuous performance evaluation of all commercial teams.
• Ensure integration of IHG brand standards and alignment with IHG’s commercial strategies, tools, and regional programs across the portfolio.

Sales & Business Development

• Provide strategic direction and performance oversight to the Director of Sales & Business Development, ensuring proactive account management, pipeline development, and conversion across corporate, leisure, group, and MICE segments.
• Develop and implement annual sales plans to support budgeted goals, drive business mix targets, and capitalize on market opportunities across both transient and group segments.
• Oversee the Events function, ensuring yield optimization of event spaces across both properties, with a focus on revenue contribution, operational feasibility, and guest experience standards.
• Supervise the Reservations function, driving conversion excellence, upselling protocols, and alignment with revenue management rate strategies.
• Maintain high visibility with key accounts, prospects, travel advisors, destination management companies, Virtuoso partners, and IHG corporate sales teams; drive strategic business development and account management.
• Direct the execution of promotional activities, sales blitzes, FAM trips, and trade show participation to drive revenue across all market segments.
• Lead quarterly business reviews with key account holders and ownership to report on pipeline health, market positioning, and revenue trajectory.
• Lead and develop the sales team to accomplish commercial objectives, setting clear targets and fostering a performance-driven culture.

Brand & Marketing

• Provide strategic oversight to the Area Director of Brands & Marketing, ensuring all marketing initiatives are brand-compliant, data-driven, and aligned with commercial priorities.
• Ensure development and execution of integrated marketing plans covering digital (SEO, SEM, paid social, metasearch, display, programmatic), traditional media, PR, influencer collaborations, and on-property activations across both properties and key F&B outlets.
• Champion brand integrity across all consumer touchpoints, ensuring a consistent and elevated brand narrative for both Kimpton and Hotel Indigo properties.
• Oversee content strategy, social media positioning, and web presence in partnership with IHG digital teams and external agency partners, ensuring optimal brand presence and return on investment.
• Evaluate marketing performance through analytics, attribution modeling, and ROI frameworks, reallocating resources to the highest-performing channels.
• Stay current on emerging digital trends, platform shifts, and technology innovations that can enhance brand visibility, guest acquisition, and competitive positioning.

Total Revenue Management & Distribution

• Provide strategic leadership to the Area Director of Revenue Management, ensuring a disciplined total revenue management approach across rooms, F&B, spa, and ancillary revenue streams.
• Oversee daily, weekly, and long-range demand and financial forecasting with an emphasis on data accuracy, market responsiveness, and alignment with operational planning.
• Oversee pricing strategy, inventory controls, and distribution channel management in close collaboration with IHG Revenue Management, Tier Services, and distribution teams.
• Ensure optimal use of all IHG systems and reporting platforms (e.g., N2Pricing, Concerto, GRS, STR, Demand360, IDeaS) to inform strategic decisions and maintain competitive positioning.
• Identify periods of high and low demand to inform pricing strategies, packaging, promotional activities, and targeted sales efforts.
• Monitor distribution costs and channel mix, with a focus on reducing cost of acquisition, increasing direct booking contribution, and ensuring rate integrity across all channels.
• Lead rate strategy discussions for all segments, balancing competitive positioning with brand value protection.
• Ensure the delivery of accurate, timely forecasting to support operational planning, labor management, and ownership reporting.

Team Leadership & Organizational Development

• Lead, mentor, and develop a high-performing commercial team across both properties, fostering a culture of accountability, collaboration, and continuous improvement.
• Conduct regular one-on-one sessions, performance reviews, and talent development planning for each direct report, identifying skill gaps and career growth opportunities.
• Drive succession planning within the commercial organization, building depth and bench strength at all levels.
• Foster strong cross-departmental relationships and ensure commercial priorities are understood and supported across all operational teams.
• Represent the commercial function in ownership presentations, IHG regional meetings, and industry forums with professionalism and strategic command.

Stakeholder & Owner Relations

• Serve as the primary commercial voice in ownership meetings and board presentations, delivering clear, data-supported updates on commercial performance, market dynamics, and strategic initiatives.
• Collaborate with the Area General Manager to prepare owner reports, CAPEX justifications for commercial investments, and strategic proposals.
• Build and maintain productive relationships with IHG corporate and regional leadership, ensuring the portfolio benefits from brand resources, programs, and preferential positioning.

Education & Experience

• Bachelor’s degree in business administration, Hospitality Management, Marketing, Finance, or a related discipline. MBA or advanced degree preferred.
• Minimum 8–10 years of progressive commercial leadership experience in luxury or upper-upscale hospitality, with at least 3 years in a multi-property or equivalent VP role.
• Prior experience as a Director of Sales, Director of Revenue, and/or Director of Marketing required; demonstrated expertise across all three pillars: Sales & Business Development, Marketing & Brand Strategy, and Revenue Management.
• Proven track record of delivering RevPAR index growth, total revenue outperformance, and market share gains in competitive resort or urban luxury markets.
• Strong financial acumen with experience in budgeting, P&L analysis, variance reporting, forecasting, and owner/investor reporting.
• Experience working within an international hotel group (IHG experience highly valued) and navigating corporate frameworks, brand standards, and regional support structures.
• Deep understanding of both group and transient business, channel mix strategies, and revenue levers.
• Exceptional organizational skills with an acute attention to detail and the ability to manage multiple concurrent priorities across properties and disciplines without losing quality or pace.
• Proficient in IHG platforms, Opera, Delphi/Amadeus Sales & Event Management, STR, Demand360, and revenue management systems (e.g., IDeaS, N2Pricing, Concerto). Advanced proficiency in business intelligence tools (Tableau, Power BI) and digital analytics (Google Analytics, Adobe).
• Outstanding communication, presentation, and negotiation skills, with the ability to influence at senior leadership and ownership level; able to represent the portfolio with key stakeholders and owners.
• A collaborative, team-oriented leadership style with the confidence to make decisions, challenge the status quo, and drive accountability.
• Deep understanding of Caribbean and/or resort markets preferred; international hospitality experience across multiple regions is a strong asset.
• This position requires a flexible schedule, including availability during evenings, weekends, and holidays as business demands dictate.

Key Competencies

• Strategic thinking with the ability to translate vision into measurable action plans
• Multi-property management and operational coordination
• Analytical rigor and data-driven decision-making
• Commercial creativity balanced with financial discipline
• Proactive, insights-driven leadership and coaching mindset
• Stakeholder management and executive-level communication
• Cross-functional collaboration and influence without authority
• Composure and adaptability in a fast-paced, multi-brand environment

Salary range: $185,000 – $210,000 USD per annum. This role is also eligible for bonus pay.

We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401k, and many other benefits to eligible employees.