Sales & Marketing - Director of Commercial Strategy

Sales & Marketing - Director of Commercial Strategy

Halekulani , 2199 Kalia Road, Honolulu, Hawaii, United States of America

Posted Tuesday, December 30, 2025 at 3:00 PM

LEGACY is a core value that Halekulani lives by to celebrate our cultural history. For over 100 years, the hotel has welcomed visitors to Waikiki Beach, sharing our gracious hospitality, impeccable service, and unparalleled cuisine. Halekulani and Halepuna Waikiki employees live the legacy through the "art of service."

The Director of Commercial Strategy (DOCS) will be a key member of the executive leadership team and is responsible for shaping, executing and monitoring Halekulani’s commercial agenda to reinforce our position as a leading luxury resort and lifestyle brand. This role will partner across Sales, Marketing, Revenue Management, Distribution & Digital, Brand & Guest Experience to deliver integrated commercial solutions, maximize revenue, protect and enhance margins, and deepen guest loyalty—consistent with Halekulani’s philosophy of "art of gracious living."

The DOCS will drive total revenue growth, brand elevation, and market leadership, overseeing all commercial disciplines under a unified strategy.

• Develop and lead Halekulani’s comprehensive commercial strategy (rooms, F&B, spa/resort experiences, events/meetings, retail, loyalty) aligned with brand values, competitive landscape, guest segmentation, and owner objectives.
• Set annual revenue, profit, market share and brand penetration targets; lead the forecasting, budgeting, business planning and long‑range modelling for commercial performance.
• Monitor and analyze macro and micro market trends and competitor activity; translate insights into actionable plans.
• Define channel/distribution strategy, partnership/alliances, dynamic pricing, segmentation strategies and value‑led offers to drive premium positioning.

• Partner with Revenue Management, Sales & Marketing, Digital Distribution to ensure seamless implementation of commercial strategy.
• Lead integrated go‑to‑market plans: campaigns, packages, product‑extensions, loyalty/partner activations, guest experience enhancements.
• Ensure rigorous Profit and Loss oversight and manage resource allocation effectively.
• Drive total revenue management by optimizing pricing, inventory, and channel mix across rooms, events, and retail.
• Implement advanced tools and analytics to guide forecasting, segmentation, and performance tracking.
• Lead the transformation of the property’s digital ecosystem, including CRM, paid media, SEO, content, and influencer marketing, with ROI‑focused execution.
• Deliver top‑line revenue, while maintaining P&L accountability across all commercial verticals.
• Build and refine long‑term commercial models aligned with ownership.
• Monitor Key Performance Indicators (KPIs) and present regular business reviews to leadership and ownership. KPI includes:
  Revenue growth vs budget and prior year, ADR, RevPAR, GOPPAR, Market Share, Channel mix optimization, Guest Acquisition Cost, Loyalty penetration, Commercial team engagement, and Implementation of initiatives on schedule and within budget.
• Lead, mentor and develop a high‑performing cross‑functional commercial team, including sales, revenue, marketing, partnerships, and digital.
• Collaborate closely with the General Manager, Finance, Operations, Guest Experience, and Ownership.
• Act as strategic business partner representing Halekulani’s commercial agenda.
• Drive a high‑performance culture with clear accountability, agility, and innovation at its core.
• Foster continuous innovation and embed best practices across the commercial organization.
• Collaborate effectively with ownership groups, joint‑venture partners, and external stakeholders.
• Foster a culture of governance, compliance, DEI, and sustainability within all commercial practices.

• Ensure all commercial initiatives are consistent with Halekulani’s luxury identity and guest promise.
• Use guest segmentation and loyalty data to deepen relationships and strengthen lifetime value.
• Collaborate in destination…