HMA Portfolio Commercial Director

We're The Odyssey Hotel Group, Europe’s most ambitious hotel operator and the team behind many famous global hospitality names. We partner with Marriott, IHG, and Accor to develop exceptional properties across various brands, from Holiday Express to Marriott's Autograph collection. Powered by over 800 employees and supported by Activum SG as our major shareholder, our purpose is to create wonderful stories through a passion for unique and locally inspired hotel design and attention to every detail. Join us and let’s shape hospitality together!

The HMA Portfolio Commercial Director is responsible for the overall commercial performance of a portfolio of hotels operating under Hotel Management Agreements (HMA) within Odyssey Hotel Group.

This role holds end-to-end accountability for commercial strategy and execution, covering Sales, Revenue Management, Distribution, and Marketing, with a strong focus on sustainable revenue growth, market share expansion, and profitability, while ensuring alignment with owner expectations and long-term asset value creation.

As a senior commercial leader, the role acts as a trusted advisor to hotel owners and asset managers, delivering transparent, data-driven insights and ensuring that all commercial strategies support both short-term performance and long-term financial returns.

The position operates within a matrix organisation, partnering closely with Operations, Finance, and commercial discipline leaders to drive integrated commercial strategies across the portfolio.

• Develop and execute hotel-level commercial strategies aligned with overall business goals.

• Lead forecasting and budgeting processes to ensure accurate financial planning and performance tracking.

• Drive commercial initiatives at both the hotel and country levels to maximize total hotel revenue opportunities.

• Executive report on results and present business analytics to internal and external stakeholders.

• Act as primary commercial liaison with Hotel Operations, ensuring alignment between commercial and operational priorities.

• Oversee account management and achieving sales targets, maintaining strong customer and partner relationships.

• Manage pricing and inventory strategy, ensuring optimal yield and market competitiveness.

• Develop, manage, and recruit commercial team members, in close cooperation with the relevant commercial disciplinary leader, to build strong regional capabilities and performance.

• Lead structured owner communication, including monthly and quarterly reviews, clearly articulating performance drivers, risks, and opportunities

• Building strong and trusted relationships with hotel owners, asset managers, Hotel Managers, and internal stakeholders.

• Applying sound commercial judgment and data-driven decision-making to drive revenue growth, market share, and profitability.

• Translating complex commercial performance data into clear business insights and actionable strategies.

• Aligning Sales, Revenue Management, Marketing, and Operations around common business objectives.

• Proactively identifying risks, opportunities, and market trends and adapting commercial strategies accordingly.

• Providing clear direction, coaching, and support to commercial teams, fostering a culture of accountability and high performance.

• Influencing stakeholders at all levels through effective communication, collaboration, and executive presence.

• Maintaining a strong focus on owner satisfaction, long-term asset value creation, and sustainable business growth.

• Ensuring commercial excellence through structured planning, forecasting, performance reviews, and continuous improvement.

• Balancing strategic thinking with hands-on execution to deliver measurable business results.

• 8–10+ years of experience in hotel commercial leadership, across Sales, Revenue Management, or Commercial Operations

• Proven experience in multi-property / regional roles within HMA environments

• Strong track record in driving revenue growth, market share, and profitability

• Deep expertise in:

  • Revenue Management (pricing, forecasting, distribution)

  • Commercial strategy and demand generation

• Demonstrated experience working directly with hotel owners, asset managers, or investors

• Strong analytical capability with ability to translate data into strategic insights

• Experience presenting budgets, forecasts, and performance to senior stakeholders

• Proven leadership in building and managing high-performing teams

• Strong communication, negotiation, and influencing skills

• Ability to operate effectively in a matrix organisation

• Results-driven mindset with focus on asset value and long-term performance

• Full professional fluency in English and German (written and spoken)