Job Summary: Lead and execute the Lagos Cluster's commercial plan, developing sales, negotiations, and follow-up with strategic customers in coordination with corporate departments. Key Highlights: 1. Leadership in executing the Lagos Cluster's commercial plan 2. Development of sales and negotiation activities with strategic customers 3. Coordination with various corporate departments **Global Role Objective** ============================ Ensure leadership and execution of the Lagos Cluster's commercial plan, developing sales initiatives, commercial visits, proposals, negotiations, follow-up with strategic customers, and business opportunity activation, in coordination with the Corporate Sales, Revenue Management, Marketing, Reservations, Operations, and Hotel Unit Management departments. **Main Responsibilities and Functional Competencies** ========================================================= **1\. Commercial Strategy and Market Positioning** -------------------------------------------------------- Define and implement the Lagos Cluster's annual commercial plan aligned with the corporate sales strategy, identifying business opportunities, priority markets, target segments, demand trends, and appropriate commercial actions for each unit's positioning. Ensure the commercial strategy contributes to sustainable revenue growth, enhanced unit visibility, and strengthened organizational commercial presence in national and international markets. **2\. Sales Management and Business Development** ----------------------------------------------------- Prospect, develop, and follow up with customers across Corporate, Leisure, MICE, Groups, Tour Operation, and other relevant segments for the Cluster. Prepare commercial proposals, conduct follow-up, negotiate terms within defined limits, ensure opportunity conversion, and foster sustainable commercial relationships. Conduct commercial visits, fam trips, site inspections, promotional activities, trade fair participation, roadshows, and other commercial initiatives targeting customers, agencies, operators, and strategic partners. **3\. Revenue, Profitability, and Commercial Performance** ------------------------------------------------------ Monitor the Cluster's commercial performance by tracking indicators such as production per customer and per segment, proposal conversion rate, business volume, occupancy, ADR, RevPAR, incremental revenue, profitability of commercial initiatives, and evolution of the customer portfolio. Collaborate closely with Revenue Management on opportunity analysis, campaigns, pricing, forecasting, and tariff strategies, promoting data-driven and results-oriented commercial decisions. **4\. Leadership and Development of Commercial Teams** --------------------------------------------------------- Lead, coordinate, and supervise the Cluster's commercial activities when a dedicated team exists, ensuring alignment of priorities, objective distribution, performance monitoring, information sharing, and disciplined follow-up. Promote best commercial practices, rigor in activity logging, pipeline updates, continuous improvement of sales processes, and development of the team's commercial competencies. **5\. Marketing, Commercial Communication, and Brand Positioning** ------------------------------------------------------------------ Collaborate with Marketing, Corporate Sales Management, and Unit Management departments in preparing campaigns, commercial materials, presentations, proposals, promotional content, and commercial activation initiatives. Ensure all commercial communications directed at customers reflect the positioning, attributes, standards, and value proposition of the Lagos Cluster's hotel units. **6\. Reporting, Control, and Cross-Functional Coordination** ----------------------------------------------------- Prepare commercial activity reports, update pipelines, sales forecasts, production maps, customer analysis, market intelligence, and reporting on opportunities, risks, and support requirements. Report results to Corporate Sales Management and ensure regular coordination with Reservations, Operations, Revenue Management, Marketing, Finance, and Unit Management departments, contributing to integrated, evidence-based, and Cluster-aligned commercial decisions. **Competencies** ---------------- Solid knowledge of hotel sales, commercial management in multi-unit or cluster environments, prospecting, negotiation, customer portfolio management, segmentation, distribution, CRM, market analysis, preparation of commercial proposals, and interpretation of performance indicators. Commercial leadership ability, planning, communication, influence, decision-making, follow-up with strategic customers, and execution of defined sales plans. **Responsibility** -------------------- Accountability for defining, coordinating, and executing the Lagos Cluster's commercial initiatives; managing and developing the customer portfolio; ensuring proposal quality; converting opportunities; and monitoring commercial results. This role directly impacts commercial output, acquisition of new customers, retention of strategic partners, unit positioning, and achievement of revenue, occupancy, and profitability targets. **Role Requirements** ======================== **1\. Minimum / Mandatory Requirements** ----------------------------------------- Higher education degree in Hotel Management, Tourism, Business Administration, Marketing, Sales, or a related field. Relevant professional experience in commercial roles within the hotel or tourism sector, preferably with responsibility for sales, business development, negotiation, account management, proposal preparation, customer follow-up, and commercial performance indicator analysis. Good English proficiency and proficiency in productivity tools, CRM systems, commercial reporting, and data analysis. **2\. Preferred Requirements** -------------------------------- Experience in multi-unit, cluster, or 4- and 5-star hotel environments. Knowledge of national and international markets, as well as Corporate, Leisure, MICE, Groups, and Tour Operation segments. Experience in commercial initiatives, trade fairs, roadshows, fam trips, site inspections, and strategic partner management. Additional knowledge of revenue management, hotel distribution, pricing, CRM tools, and commercial data analysis. **3\. Behavioral Competencies** ==================================== Results-, customer-, and business-oriented mindset. Commercial leadership, communication, negotiation, and influence capabilities. Planning, organization, disciplined follow-up, and data-driven decision-making. Proactivity in opportunity identification, institutional relationship-building, networking, and commercial representation. Cross-functional collaboration with internal teams, resilience, adaptability, professional rigor, sense of responsibility, and focus on continuous improvement of the Cluster's commercial results.
João Santos
Indeed · HR
João Santos
Indeed · HR
