Commercial Development Lead

Job Summary

The Commercial Development Lead – Corporate & International Markets is responsible for driving strategic commercial initiatives that support revenue growth across Corporate, Meetings, Incentives, Conferences and Exhibitions, Food and Beverage, and other revenue-generating business segments. The role focuses on corporate Request for Proposal management, strategic account development, international market expansion, distribution optimisation, and commercial performance analysis. Working closely with Sales, Revenue Management, Marketing, Reservations, Front Office, and Operations, the position develops trusted partnerships that maximise top-line revenue, strengthen brand value, and provide timely commercial insights that support informed business decisions.

Areas of Focus

This role focuses on corporate Request for Proposal strategy, international market development, strategic account growth, global distribution systems, distribution optimisation, commercial analytics, account productivity, channel performance, and total revenue initiatives. The position bridges Sales, Revenue Management, Distribution, and Operations to identify new revenue opportunities, improve commercial effectiveness, and strengthen the hotel's market position.

Strategic Responsibilities / Duties

1. Develop and manage the hotel's annual Corporate Request for Proposal strategy, including account mapping, qualification, submission planning, negotiations, contract execution, renewals, and performance tracking.
2. Build and maintain a structured Corporate Request for Proposal calendar and strategic account development pipeline.
3. Identify and develop new corporate, travel management company, consortia, global distribution system, wholesale, and international market opportunities to increase the hotel's market share.
4. Develop and execute business development strategies for Australia and selected international source markets, including corporate, leisure, Meetings, Incentives, Conferences and Exhibitions, and travel trade segments.
5. Plan and support sales missions, trade exhibitions, client visits, virtual meetings, and partnership initiatives to generate new business opportunities.
6. Analyse account productivity, average daily rate contribution, room night production, displacement, booking pace, lead time, and market trends to identify commercial opportunities.
7. Collaborate with Revenue Management to optimise pricing strategies, negotiated corporate rates, inventory allocation, and business mix.
8. Monitor and improve global distribution system visibility, rate loading accuracy, content quality, advertising opportunities and overall distribution performance.
9. Track channel mix, online travel agency contribution, direct booking performance, account leakage, and rate parity to maximise revenue opportunities.
10. Identify opportunities to increase total revenue across guest rooms, Club Lounge, Food and Beverage outlets, Meetings, Incentives, Conferences and Exhibitions, long-stay business, and upselling initiatives.
11. Support the development of commercial packages, promotional offers, and market-specific campaigns that enhance guest value and revenue generation.
12. Prepare commercial dashboards, market intelligence reports, account performance reviews, and strategic recommendations for management.
13. Conduct competitor analysis and monitor market trends to identify emerging business opportunities and commercial risks.
14. Collaborate closely with Sales, Marketing Communications, Revenue Management, Reservations, Front Office, Food and Beverage, and other operational departments to ensure alignment of commercial initiatives.
15. Develop strong relationships with corporate clients, travel management companies, consortia partners, representation companies, wholesalers, and other key commercial stakeholders.
16. Represent the hotel professionally during client meetings, site inspections, networking events, trade engagements, and partnership discussions.
17. Perform other duties as assigned by the direct reporting manager.

Key Skills and Requirements

1. Diploma or Degree in Hospitality Management, Business, Marketing, Revenue Management, or a related discipline.
2. Minimum 5 years of relevant experience in hotel commercial, sales, revenue management, reservations, distribution, or business development.
3. Proven experience managing Corporate Request for Proposal programmes, negotiated corporate accounts, strategic account development, and business acquisition.
4. Strong understanding of global distribution systems, consortia programmes, travel management companies, wholesale business, and international source markets.
5. Good knowledge of hotel revenue management principles, pricing strategies, channel optimisation, distribution, account productivity, and total revenue management.
6. Strong analytical skills with proficiency in Microsoft Excel and experience preparing commercial reports, dashboards, and business performance analysis.
7. Excellent communication, presentation, negotiation and stakeholder management skills with the ability to collaborate effectively across multiple business functions.
8. Prior experience within Singapore, Southeast Asia, Australia, or other international hotel markets is advantageous. Experience in independent, lifestyle, or upper-upscale hotels is preferred.