Director Commercial Strategy & Performance - India O&C

The Director, Commercial Strategy & Performance is accountable for integrating and advancing commercial performance across an assigned O&C brand portfolio from pre-opening through stabilization.  

The role will adapt global and regional ramp frameworks to the realities of the assigned market. In India, this includes adapting plans to city-specific demand, domestic and international source markets, wedding and social business, corporate and group segments, local distribution dynamics, and owner priorities. Market-specific responsibilities and success measures will be finalized based on portfolio composition and business needs.  

Key responsibilities include: 

• Partner with ASPAC Commercial Strategy Directors and Regional functional leaders to build and continuously refine an integrated hotel commercial plan covering target segments, source markets, channel strategy, pricing and inventory priorities, sales deployment, marketing activation, booking pace expectations, milestones, interventions, owners, and measurable outcomes. 

• Lead monthly portfolio commercial reviews and weekly risk-to-ramp evaluations, using hotel and market performance data to identify focus hotels, opportunity gaps, and required actions. 

• Orchestrate execution across Sales, Revenue, Marketing, Distribution, Activation, Onboarding/Project Management, and other partners. 

• Maintain visible tracking of priorities, milestones, dependencies, and performance measures by hotel phase and cohort; connect commercial actions to booking pace, on-the-books performance, and ramp progress. 

• Serve as the primary portfolio performance contact for owners, operators, regional leaders, and internal stakeholders, providing clear updates on priorities, progress, risks, and required support. 

• Act as the first escalation point for portfolio commercial performance matters, remove barriers, and drive timely cross-functional decisions and interventions. 

• Ensure conversion and opening hotels are commercially ready, with major workstreams addressed before opening and coordinated support through stabilization. 

• Use portfolio and cohort insights to strengthen repeatable approaches, improve time to ramp, and support a disciplined regional handoff with clear performance context, remaining risks, and next actions. 

• Travel up to 35% based on hotel openings, performance needs, owner/operator engagement, and portfolio priorities. 

The Director, Commercial Strategy & Performance is accountable for integrating and advancing commercial performance across an assigned O&C brand portfolio from pre-opening through stabilization.  

The role will adapt global and regional ramp frameworks to the realities of the assigned market. In India, this includes adapting plans to city-specific demand, domestic and international source markets, wedding and social business, corporate and group segments, local distribution dynamics, and owner priorities. Market-specific responsibilities and success measures will be finalized based on portfolio composition and business needs.  

Key responsibilities include: 

• Partner with ASPAC Commercial Strategy Directors and Regional functional leaders to build and continuously refine an integrated hotel commercial plan covering target segments, source markets, channel strategy, pricing and inventory priorities, sales deployment, marketing activation, booking pace expectations, milestones, interventions, owners, and measurable outcomes. 

• Lead monthly portfolio commercial reviews and weekly risk-to-ramp evaluations, using hotel and market performance data to identify focus hotels, opportunity gaps, and required actions. 

• Orchestrate execution across Sales, Revenue, Marketing, Distribution, Activation, Onboarding/Project Management, and other partners. 

• Maintain visible tracking of priorities, milestones, dependencies, and performance measures by hotel phase and cohort; connect commercial actions to booking pace, on-the-books performance, and ramp progress. 

• Serve as the primary portfolio performance contact for owners, operators, regional leaders, and internal stakeholders, providing clear updates on priorities, progress, risks, and required support. 

• Act as the first escalation point for portfolio commercial performance matters, remove barriers, and drive timely cross-functional decisions and interventions. 

• Ensure conversion and opening hotels are commercially ready, with major workstreams addressed before opening and coordinated support through stabilization. 

• Use portfolio and cohort insights to strengthen repeatable approaches, improve time to ramp, and support a disciplined regional handoff with clear performance context, remaining risks, and next actions. 

• Travel up to 35% based on hotel openings, performance needs, owner/operator engagement, and portfolio priorities. 

Experience Required:   

• 10+ years of progressive commercial leadership experience in hospitality across Revenue, Sales, Marketing, commercial strategy, performance optimization, or multidisciplinary commercial roles. 

• Experience leading multi-property or portfolio performance, including new openings, conversions, transitions, or post-opening optimization. 

• Strong commercial and analytical acumen, with the ability to translate hotel and market data, segmentation, competitive performance, and commercial levers into clear actions and topline outcomes. 

• Proven ability to lead cross-functional teams, create accountability without direct authority, influence decisions, and manage competing priorities in a fast-paced, matrixed organization. 

• Strong stakeholder communication skills with hotel leaders, owners/operators, regional leaders, and global functional partners. 

Experience Preferred:   

• Bachelor's degree in Business, Revenue Management, Marketing, Hospitality, or a related field. 

• Experience working across both pre-opening and post-opening phases of the hotel ramp lifecycle. 

• Full professional proficiency in spoken and written English and the relevant local market language(s) is required. 

• The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary. 

Experience Required:   

• 10+ years of progressive commercial leadership experience in hospitality across Revenue, Sales, Marketing, commercial strategy, performance optimization, or multidisciplinary commercial roles. 

• Experience leading multi-property or portfolio performance, including new openings, conversions, transitions, or post-opening optimization. 

• Strong commercial and analytical acumen, with the ability to translate hotel and market data, segmentation, competitive performance, and commercial levers into clear actions and topline outcomes. 

• Proven ability to lead cross-functional teams, create accountability without direct authority, influence decisions, and manage competing priorities in a fast-paced, matrixed organization. 

• Strong stakeholder communication skills with hotel leaders, owners/operators, regional leaders, and global functional partners. 

Experience Preferred:   

• Bachelor's degree in Business, Revenue Management, Marketing, Hospitality, or a related field. 

• Experience working across both pre-opening and post-opening phases of the hotel ramp lifecycle. 

• Full professional proficiency in spoken and written English and the relevant local market language(s) is required. 

• The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.