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Executive Director of Commercial Strategy - Colonial Williamsburg Resort

Posted March 9, 2023

Crescent Hotels & Resorts
Fairfax, VA
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About This Job


Crescent Hotels and Resorts is seeking an Executive Director of Commercial Strategy for the Colonial Williamsburg Resort. We are seeking a highly energized leader with a track record of demonstrated success within a multi-hotel environment. This role will work with each hotel to ensure the highest sales, revenue, marketing, and digital key performance indicators are met. In this role, the Executive Director of Commercial Strategy must be able to analyze business intelligence tools to measure the success of performance and implement strategies to continue to grow market share.

This position oversees the following departments for all lodging assets:

Sales, Catering, Convention Services, Revenue, Call Center and Marketing

This position is based out of Williamsburg, VA.

From the Historic Area to Hotels, Colonial Williamsburg’s mission “that the future may learn from the past” is part of everything we do. Colonial Williamsburg boasts a rich history as well, having hosted and entertained guests from around the world with an impressive collection of amenities including our hotels, guest homes, food and beverage outlets, championship golf courses, and spa & fitness center.

As the Executive Director of Commercial Strategy, your responsibilities will include:

  • Embody Crescent Sales Culture; establish culture with all Commercial Strategy associates.
  • Develop, communicate and monitor Sales Action Plans for the hotel teams within Area responsibility.
  • Assist in supporting, training, coaching and monitoring sales teams within Area to achieve sales objectives and performance standards.
  • Direct, communicate and implement appropriate sales policies and practices.
  • Assist in establishing annual expense budget.
  • Review monthly forecasts, with hotel and team, for accuracy.
  • Assist in supporting, training, and coaching the Sales team to ensure Brand and Culture Alignment, enhance the customer experience.
  • Work directly with the Regional team to maximize efficiencies and increase sales and profitability.
  • Work with hotels to establish optimal pricing and booking guidelines.
  • Ensure that sound business fundamentals are in practice at assigned hotels. Monitor implementation of business development and customer acquisition goals as well as account management goals. Identify emerging business opportunities and risks to determine revenue and profit implications.
  • Provide functional and business expertise and strategic perspective to develop and implement profitable revenue strategies.
  • Serve as a change agent and play a key leadership role in driving the implementation, pull-through and sustainment of revenue and profit.
  • Accountable for effective overall marketing strategy and marketing execution at the property level.
  • Provide strong sales and marketing leadership by developing needs assessment by segment for regions, markets and all hotels in conjunction with sales, revenue management and event management.
  • Develop, coordinate and implement company/region-wide marketing strategy in conjunction with annual marketing plans.
  • Maximize revenues through all distribution channels, segments, sales, and marketing efforts, while maximizing the return on investment for our owners and investment partners.
  • Increase RevPAR performance for the portfolio, providing resources and/or direction necessary to maximize each hotel’s total revenue, profit, and market share goals.
  • Creatively collaborate with sales and revenue teams at the property level to maximize revenue in each market segment and achieve optimal business mix.
  • Provide guidance to the DOSMs in the development and execution of a strategic, demand-based pricing plan for all segments.
  • Assist with creating budgets, marketing plans, and gaining knowledge of market conditions and competitive environments.
  • Monitor the pricing of competitors each hotel, fully understanding the local market and demand generators.
  • Provide guidance to the mix of business, rate positioning, seasonality, and overall revenue and penetration strategies and goals.
  • Influence change and demonstrate accountability and confidence during interactions with key stakeholders, including ownership groups, property leaders and brand partners.
  • Inspire, motivate, and coach your leaders to foster a customer-focused and results-oriented environment that is competitive and achieves results.
  • Create and promote learning opportunities and development plans for direct reports, fostering a culture of development.
  • Champion employee engagement and promote a collaborative and inclusive environment where all employees are encouraged to speak up and their input is valued.
  • Expansive knowledge of transient and group business, with a particularly strong emphasis on GDS, OTA, CRS, and online distribution.
  • Flexibility and the ability to travel to different markets based on transitions, projects, and development of sales teams.
  • Strong leadership skills, incisive analytical skills, as well as the ability to proactively design strategy with the property and senior leadership teams to execute and maximize RevPAR
  • Excellent communication and organizational skills.

Qualifications we are seeking:

  • 5 years multi-unit sales and marketing in hotels required
  • Multiple Brand and Independent experience highly preferred
  • Excellent track record of working with ownership groups and driving results
  • A demonstrated passion for strong leadership, coaching and mentoring, and ability to motivate teams.
  • Experience in all sales systems, intimate knowledge of Agency 360, Knowland, Kalibri labs, Demand Science, and other hotel revenue tools
  • Must be competitive with the ability to utilize data points to assist each hotel in implementing winning plans
  • A solid financial background, sound administrative skills, well-developed management skills, and have demonstrated an ability to lead effectively
  • Ability to make impactful presentations that build confidence in Crescents ability to achieve leading results and market share

Here is what we offer to all of our associates:

  • Highly competitive compensation
  • Exceptional benefit plan for eligible associates & their family members
  • 401K matching program for eligible associates
  • Flexible scheduling to help you with work/life balance
  • Opportunity to grow with us, a top-rated company on Glassdoor
  • Discounts to any of our Crescent managed properties in North America for you & your family members
  • A workplace that you can be proud of, where you are valued, trusted and supported by the team

Our Differences Are What Make Us Great!

At Crescent Hotels & Resorts we strive to create a great place to work where associates at all levels of our organization are respected for their differences, just like the guests and owners we serve. That’s why we are dedicated to creating an environment that facilitates open and honest conversations about race, equity, diversity, and inclusion. By examining our own beliefs and behaviors, we can create change through training, recruiting, and promoting diverse talent to strengthen our culture.

All candidates hired will be required to provide proof of vaccination to the Company. The Company will provide reasonable accommodation to any individual who is not able to comply with this vaccination requirement due to a disability or other protected ground.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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About this Employer

Crescent Hotels & Resorts

10306 Eaton Place
Suite 150
Fairfax, VA 22030

(703) 279-7820

Corporate Office

Working Here

Founded in 2001 by CEO Michael George, Crescent Hotels & Resorts lives in the belief that your drive to be the best is the force which has made Crescent Hotels & Resorts the Hotel Operator and Employer of Choice.Meet several of our associates and hear their story. With thousands of associates at Crescent, we make every day one of adventure where you can make a difference.

We Know Benefits 

Dedicated, satisfied, and engaged associates are the key to our continued success. 

At Crescent Hotels & Resorts, we strive for innovative ways to enhance our comprehensive selection of benefit offerings. Crescent associates working as few as 24 hours a week are eligible for our extensive menu of benefit programs.

Crescent's benefits offerings include:

  • Healthcare insurance and prescription drug coverage
  • Dental insurance
  • Vision insurance
  • Flexible/dependent-care spending accounts
  • Life insurance and supplemental life insurance
  • Short/long-term disability insurance
  • Domestic Partner coverage
  • Employee Assistance Program
  • 401(k) with employer matching
  • Paid holidays, vacation, and personal time off
  • Tuition reimbursement program
  • Discounted hotel rooms for associates and family