Multi-Property Commercial Director

Overview

The First Group Hospitality is a leading hospitality management company pioneering a new era of excellence. With a rapidly expanding portfolio of award-winning upscale hotels, signature restaurants, and distinctive leisure destinations, we are committed to creating unforgettable experiences at every touchpoint.

Our team of seasoned professionals brings decades of experience from renowned hotel brands, combined with a deep understanding of the Dubai and GCC markets. With a comprehensive infrastructure spanning all key areas of hotel management, we offer tailored solutions to maximise efficiency, drive revenue growth, and enhance guest satisfaction.

At The First Group Hospitality, we are dedicated to building long-term partnerships with our clients. By leveraging our global insights, regional expertise, and strong operational foundation, we ensure that every aspect of your hotel is managed with precision and care. Our goal is to optimise performance, boost profitability, and deliver sustainable growth for your property.

Job Description

The Multi Property Commercial Director is responsible for setting, leading and delivering the full commercial strategy for the Marriott Tribute Portfolio hotels within the TFG Hospitality portfolio. Working closely with the Cluster General Manager, hotel leadership teams and above-property/shared-service teams, this role is accountable for commercial growth across rooms, food and beverage, meetings and events, and all relevant ancillary revenue streams.

The role has clear accountability for RevPAR, market share, total revenue, profitability-aligned growth, brand-aligned commercial execution and the development of a high-performing commercial culture across the properties. The ideal candidate will be a proven multi-property commercial leader with successful experience in a similar hotel organization and a demonstrated track record of managing multiple hotels before.

Sales and Marketing Teams report directly to the Multi Property Commercial Director, ensuring clear ownership of demand generation, brand activation, commercial execution and revenue delivery across the properties.

PORTFOLIO SCOPE

This role will look after the Marriott Tribute Portfolio hotels currently within the TFG Hospitality portfolio:

• The First Collection JVC - Marriott Tribute Portfolio
• The First Collection Marina - Marriott Tribute Portfolio
• The First Collection Business Bay - Marriott Tribute Portfolio
• The First Collection Waterfront - Marriott Tribute Portfolio

KEY RESPONSIBILITIES

Commercial Strategy and Leadership

• Develop, lead and execute the multi property commercial strategy across all hotels, ensuring alignment with ownership objectives, brand standards, annual budgets and hotel business plans.
• Act as the senior commercial partner to the Cluster General Manager, providing clear recommendations on business mix, pricing, demand generation, channel strategy and growth opportunities.
• Translate objectives into measurable commercial action plans with clear ownership, timelines and performance expectations.
• Create a strong commercial culture across the portfolio, ensuring hotel teams understand market opportunities, revenue priorities and their role in driving commercial results.

RevPAR, Total Revenue and Market Share Growth

• Drive RevPAR, ADR, occupancy, market share and total revenue growth across the properties through disciplined commercial planning and execution.
• Lead total hotel revenue opportunities across rooms, food and beverage, groups, meetings and events, long-stay, corporate, leisure and ancillary revenue streams.
• Work closely with revenue management teams to optimize pricing, inventory controls, restrictions, forecasting, segmentation and channel mix.
• Identify demand gaps and growth opportunities by monitoring market trends, competitor activity, city-wide events, source markets and changing customer behavior.
• Ensure commercial decisions are profitability-aligned, balancing revenue growth with distribution costs, margin impact and long-term account value.

Sales, Marketing, Distribution and Brand Activation

• Lead the overall sales strategy across key segments including corporate, leisure, groups, MICE, wholesale, consortia, travel trade, OTA and direct channels.
• Ensure strategic account management disciplines are in place, including account plans, production reviews, relationship mapping, conversion tracking and measurable action plans.
• Oversee commercial input into marketing, PR, digital, e-commerce, CRM, loyalty and promotional campaigns to drive demand and conversion for each hotel.
• Maximize the use of Marriott commercial platforms, Tribute Portfolio brand opportunities, distribution systems, loyalty channels and shared-service resources.
• Prioritize Brand.com and overall direct business revenue generation, increasing direct booking contribution, improving channel profitability and reducing reliance on third-party channels where commercially appropriate.
• Further leverage Marriott Bonvoy, Marriott's loyalty ecosystem and the Tribute Portfolio brand platform to capture direct business, drive member engagement, strengthen repeat demand and grow loyalty-led revenue across the portfolio.
• Provide direct leadership and accountability for Sales and Marketing teams, ensuring both functions are aligned behind the cluster commercial strategy, revenue targets and brand priorities.
• Represent the properties at key client meetings, owner updates, brand reviews, trade events, sales missions and commercial forums when required.

Team Management and Performance

• Lead, coach and develop commercial teams and relevant on-property commercial colleagues, creating a results-driven and collaborative working environment.
• Set clear individual and team KPIs, monitor performance regularly and provide timely feedback, coaching and corrective action where needed.
• Build team capability through training, succession planning, best-practice sharing and consistent commercial routines.
• Ensure strong communication and coordination between sales, revenue, marketing, reservations, events, F&B and hotel operations teams.
• Direct the Sales Leader and Marketing Leader with clearly defined responsibilities, reporting routines, KPIs and accountability for revenue-generating activities.

Above-Property and Shared-Service Collaboration

• Build strong and productive relationships with above-property and shared-service teams, including Marriott/brand commercial support, revenue management, digital, distribution, reservations, loyalty, PR and marketing resources.
• Influence and coordinate shared-service support to ensure hotel priorities are understood, actioned and measured against expected results.
• Translate above-property initiatives into property-level execution, ensuring each hotel receives the right level of commercial focus and follow-through.
• Escalate risks, opportunities and resources needs clearly to the Cluster General Manager and senior leadership team.

Business Planning, Reporting and Analysis

• Lead and contribute to annual business planning, budgeting, forecasting and commercial reviews across the portfolio.
• Prepare clear commercial reports and presentations for the Cluster General Manager, senior management and relevant stakeholders.
• Use data from PMS, CRS, RMS, CRM, sales reporting and business intelligence tools to identify trends, risks and actionable opportunities.
• Track progress against commercial plans, revenue targets, pace, pickup, conversion, account production and campaign performance.

Operational and Stakeholder Alignment

• Work closely with hotel operations teams to ensure commercial promises are aligned with guest experience, service delivery and operational capacity.
• Partner with food and beverage leaders to create demand, packages, promotions and partnerships that grow total revenue and enhance hotel positioning.
• Maintain strong relationships with owners, brand representatives, key clients, partners and internal stakeholders to support long-term commercial success.

Desired Skill & Expertise

• Bachelor’s degree in business administration, Hospitality Management, Commercial Strategy, Marketing or a related field; master’s degree or relevant certification is an advantage.
• Minimum of 10 years of progressive hotel commercial, sales, revenue, distribution or marketing leadership experience, including 3–5 years in a senior cluster, area or multi-property commercial role.
• Previous experience as Cluster Commercial Director, Area Commercial Director, Director of Commercial Strategy or equivalent is required, with proven experience managing multiple hotels.
• Proven track record of delivering RevPAR, total revenue, market share, Brand.com/direct-channel growth, loyalty revenue and profitable commercial performance.
• Prior Marriott, Tribute Portfolio or comparable upper-upscale/lifestyle brand experience is strongly preferred, including Marriott Bonvoy or comparable loyalty-led revenue strategies.
• Strong commercial and financial acumen across rooms, F&B, groups, events, pricing, segmentation, distribution, digital/e-commerce, CRM, brand marketing and demand generation.
• Proven ability to lead Sales and Marketing teams, with clear reporting lines, KPIs, performance routines, coaching and accountability across a multi-property environment.
• Excellent communication, negotiation, presentation and relationship-building skills, with the ability to influence General Managers, owners, brand teams, shared-service teams, clients and partners.
• Proficiency with hotel commercial systems, including PMS, CRS, RMS, CRM, sales reporting and business intelligence tools.
• Knowledge of the Dubai/UAE hospitality market and international source markets is strongly preferred; fluent English is required and additional languages are preferred.
• Flexibility to travel between the hotels and attend client meetings, industry events and commercial activities as required.