Area Director of Commercial Strategy & Performance

The Area Commercial Director is the senior strategic leader responsible for driving total revenue performance and long-term profitability across Kimpton Seafire Resort & Spa, Kimpton Seafire Residences and Hotel Indigo Grand Cayman. This role blends high-level strategic oversight with hands-on tactical execution, providing integrated leadership across three core commercial disciplines: Sales & Business Development (including Events and Reservations), Brand & Marketing, and Total Revenue Management & Distribution. 

Reporting directly to the Area General Manager, the Area Commercial Director translates ownership and corporate objectives into a unified multi-property commercial strategy, ensuring alignment across all revenue-generating functions, channels, and market segments. The role demands a seasoned hospitality commercial executive who can balance strategic vision with operational rigor, manage multiple property dynamics, and build a collaborative, insight-driven commercial culture. 

This individual will serve as the commercial thought partner to the Area General Manager, ownership groups, fellow Executive Committee members, and IHG brand leaders—representing the portfolio’s interests with authority and credibility while translating performance data into strategic actions. 

Leadership & Strategic Oversight 

• Act as the portfolio’s commercial strategist, overseeing and aligning all sales, revenue, marketing, distribution, and PR efforts to drive all aspects of top-line revenue across both properties. 
• Chair the weekly revenue and strategy meetings as well as the monthly commercial review cadence, driving pricing, forecasting, mix optimization, and accountability for pace across all business segments. 
• Lead the annual budgeting process for all commercial functions, including top-line revenue targets, departmental expense budgets, and ROI-driven marketing investment plans; responsible for commercial expense budget management and cost control. 
• Analyze P&L performance monthly, provide variance commentary to ownership and the Area General Manager, and lead re-forecasting efforts as business conditions evolve. 
• Develop, establish, and monitor key performance indicators (KPIs) across all commercial functions, including RevPAR, RGI (RevPAR Index), TRevPAR, group pace, ADR, occupancy, digital metrics, sales conversion rates, cost of acquisition, and guest lifetime value. 
• Conduct ongoing competitive set analysis and market intelligence reviews, proactively adjusting strategy to capture demand shifts and emerging opportunities. 
• Drive cross-functional alignment between commercial teams and operational departments (F&B, Spa, Front Office, Entertainment, People & Culture) to ensure seamless guest experience delivery against commercial commitments. 
• Instill a proactive, insights-driven commercial culture through coaching, mentorship, and continuous performance evaluation of all commercial teams. 
• Ensure integration of IHG brand standards and alignment with IHG’s commercial strategies, tools, and regional programs across the portfolio. 

Sales & Business Development 

• Provide strategic direction and performance oversight to the Director of Sales & Business Development, ensuring proactive account management, pipeline development, and conversion across corporate, leisure, group, and MICE segments. 
• Develop and implement annual sales plans to support budgeted goals, drive business mix targets, and capitalize on market opportunities across both transient and group segments. 
• Oversee the Events function, ensuring yield optimization of event spaces across both properties, with a focus on revenue contribution, operational feasibility, and guest experience standards. 
• Supervise the Reservations function, driving conversion excellence, upselling protocols, and alignment with revenue management rate strategies. 
• Maintain high visibility with key accounts, prospects, travel advisors, destination management companies, Virtuoso partners, and IHG corporate sales teams; drive strategic business development and account management. 
• Direct the execution of promotional activities, sales blitzes, FAM trips, and trade show participati