Job DescriptionThe Vice President, Hotel Commercial Strategy is accountable for ensuring the hotel fills - every day, every week, every month.
This role owns the demand side of hotel performance, translating pricing and inventory strategy set by Revenue Management into coordinated, timely demand activation across all channels. The position closes the operational gap between pricing decisions and market response, ensuring the organization pulls the right demand levers at the right time to maximize occupancy and profitable revenue.
This role owns hotel demand activation and channel orchestration while Revenue Management retains sole authority over room pricing, inventory controls, and forecasting.
Reporting to the SVP Marketing, the VP, Hotel Commercial Strategy leads the strategy and alignment required to maximize hotel occupancy and revenue through disciplined demand generation.
The role works in close partnership with Hotel Revenue Management, Property Leadership, and Marketing execution teams to ensure pricing strategy is fully supported by coordinated demand activation across direct, loyalty, digital, experiential, partner, and on-property channels.
Success in this role is measured by occupancy, booking pace, mix, and revenue outcomes-not activity volume. This role does not set prices or manage inventory; it owns the orchestration of demand required to fill the hotel profitably.
KEY RESPONSIBILITIESHotel Demand Ownership- Serve as the single point of accountability for hotel demand performance, with daily focus on occupancy, booking pace, and forward-looking gaps
- Maintain constant awareness of near-term, mid-term, and long-term demand needs
- Identify demand risks early and establish clear activation plans to close gaps
Revenue Management Partnership- Partner closely with Hotel Revenue Management to translate pricing and inventory strategy into coordinated demand activation plans
- Align on pace targets, risk periods, and timing while respecting Revenue Management's sole authority over pricing, forecasting, and inventory decisions
- Act as the connective leader between pricing decisions and market-facing response
This role does not set room rates, adjust pricing structures, manage inventory controls, or own forecasting models.
Channel Strategy & Demand Activation- Own the strategy for how and when hotel demand channels are activated, including:
- Direct brand and booking channels
- Loyalty and targeted segments
- Paid media and digital acquisition
- Packaging, partnerships, and experiential demand drivers
- On-property and destination-led demand contributors
- Determine the optimal channel mix and sequencing based on timing, need state, and market conditions
- Balance speed, efficiency, and demand quality in all activation decisions
Demand Levers & Optimization- Decide which demand levers to pull to stimulate bookings based on booking pace and occupancy performance
- Activate offers, messaging pressure, media shifts, partnerships, or packaging as appropriate
- Ensure levers are deployed intentionally - and retired when no longer needed
Marketing & Execution Alignment- Instruct Marketing teams toward hotel fill priorities, ensuring execution plans support demand needs
- Partner with brand, creative, loyalty, media, and property teams for rapid and effective activation
- Eliminate silos between teams influencing visitation and those selling hotel rooms
Performance Management & Insights- Monitor occupancy, pace vs. forecast, channel mix, and revenue outcomes daily and weekly
- Use insights to refine demand strategy and improve responsiveness
- Hold teams accountable to performance outcomes, not activity
Leadership & Organizational Influence- Act as the voice of hotel demand urgency across the organization
- Influence without direct ownership of all execution teams through clarity, data, and commercial judgment
- Elevate organizational understanding of how demand is created - not just priced
QUALIFICATIONS- Bachelor's degree in Business, Marketing, Hospitality Management, Finance, or a related field required.
- Advanced degree (MBA or equivalent) preferred, particularly in Strategy, Finance, or General Management.
- 10+ years of experience in hotel marketing, demand generation, commercial strategy, or distribution-adjacent leadership
- Deep understanding of hotel demand dynamics and channel economics
- Proven ability to lead cross-functional strategy without pricing authority
- Strong commercial judgment and comfort operating with daily urgency
ADDITIONAL REQUIREMENTS- Executive presence and ability to influence senior stakeholders
- Demonstrated ability to lead across multiple properties and teams
- Willingness to travel as business needs require
- Ability to manage multiple priorities in a fast-paced hospitality environment
- Commitment to ethical leadership and compliance excellence
- Must be 21+
