Head of Hotel Commercial Strategy

JOB SUMMARY:

Serves as the senior commercial strategy leader for the Universal Orlando hotel portfolio setting the commercial agenda to drive demand revenue optimization profitability and integrated go-to-market (GTM) planning in partnership with Loews Hotels & Co. and the broader Universal Destinations & Experiences (UDX) Brand & Commercial organization.

This role is accountable for connecting hotel strategy to portfolio-level brand audience commercial product pricing and destination GTM priorities so hotels are fully integrated into the end-to-end guest journey from awareness and planning through booking stay and return.

The Head Hotel Commercial Strategy acts as the primary UDX commercial executive partner to Loews co-developing strategies influencing investment priorities and ensuring hotel commercial objectives are clearly represented aligned and delivered through centralized activation teams and JV operating structures.

MAJOR RESPONSIBILITIES:

• Commercial Strategy & GTM Leadership
  • Sets and leads the long-range commercial strategy for the on-site hotel portfolio including transient group and emerging demand segments to achieve annual and multi-year revenue and profitability targets.
  • Translates portfolio-level brand audience pricing and commercial product strategies into hotel-specific GTM plans demand strategies and investment priorities.
  • Develops and presents the annual Hotel GTM Plan to Joint Venture partners including demand forecasts revenue projections strategic choices and recommended areas of commercial investment.
  • Partners with Destination GTM leadership to align hotel strategies with broader destination priorities in-year performance goals and growth opportunities.
• Revenue Management & Commercial Performance
  • Owns hotel revenue management strategy including pricing inventory channel mix and yield strategies to maximize total revenue performance.
  • Partners with Pricing and Commercial Product teams to shape offer architecture packaging bundling and hotel ticket products that strengthen conversion and profitability.
  • Establishes performance targets and monitors KPIs across segments channels and properties driving continuous optimization and clear accountability for results.
  • Brings an enterprise view of commercial performance balancing hotel objectives with broader destination and portfolio priorities.
• Integration Across the Guest Journey
  • Ensures each hotel brand maintains a distinct and compelling market position while contributing to the overall destination value proposition.
  • Integrates hotels into the end-to-end guest journey across awareness planning booking pre-arrival stay and return/repeat engagement.
  • Partners with technology commerce marketing activation and JV teams to enable seamless booking merchandising cross-sell and upsell opportunities across direct and third-party channels.
  • Drives alignment between hotel communications and the broader omnichannel ecosystem to deliver a consistent and connected guest experience.
• Joint Venture Partnership & Stakeholder Leadership
  • Serves as the senior UDX commercial liaison to Loews Hotels & Co. including executive-level engagement with Loews leadership and on-property operations teams.
  • Co-develops joint strategies to optimize performance across the hotel portfolio while respecting JV governance and operating structures.
  • Represents hotel commercial priorities in UDX senior leadership forums and ensures alignment across internal and external stakeholders.
  • Influences across a matrixed environment bringing clarity to ownership decision rights trade-offs and execution priorities.
• Commercial Programs & Growth Initiatives
  • Identifies and leads growth initiatives that drive incremental demand including packages partnerships market-specific strategies and new commercial platforms.
  • Supports the integration of new experiences events and commercial products into hotel offerings to enhance value and drive conversion.
  • Collaborates with New Ventures and Product Strategy teams to ensure scalability repeatability and readiness for future destination growth.
  • Anticipates white-space opportunities and builds business cases that connect guest value operational feasibility and commercial return.
• Data Insights & Continuous Improvement
  • Leverages data analytics guest insights competitive intelligence and market signals to inform strategy optimize performance and anticipate shifts in demand.
  • Establishes a disciplined test-and-learn agenda to continuously improve pricing offers channel mix merchandising and guest engagement strategies.
  • Monitors macroeconomic competitive and travel industry trends to proactively adjust strategies and inform executive decision-making.
• Team Leadership & Culture
  • Leads and develops a high-performing commercial team across marketing sales and revenue management disciplines.
  • Builds senior-level capability accountability and collaboration across direct reports and cross-functional partners.
  • Fosters a culture of strategic rigor commercial ownership continuous improvement and strong team engagement.
• Understands and actively participates in Environmental Health & Safety responsibilities by following established UO policy procedures training and team member involvement activities.
• Performs other duties as assigned.

EDUCATION:

• Bachelors degree in Marketing Business Communications or related field required
• MBA or equivalent advanced degree preferred; equivalent senior leadership experience will be considered

EXPERIENCE:

• 15 years of progressive leadership experience in hotel commercial strategy sales marketing revenue management and/or enterprise hospitality growth strategy
• Significant experience managing multi-property or enterprise-scale hotel portfolios and leading senior cross-functional teams
• Demonstrated success driving material revenue growth through integrated commercial strategies executive-level alignment and disciplined performance management
• Experience building commercial strategies that integrate hotels with theme parks experiences packages loyalty and direct-to-consumer channels preferred
• Experience working within or alongside joint venture ownership or strategic partnership structures required; hospitality ownership or operator partnership experience strongly preferred

ADDITIONAL INFORMATION:

• Deep commercial acumen across pricing distribution revenue management marketing sales and guest engagement
• Deep understanding of hospitality travel demand drivers hotel brand positioning and destination-based commercial models
• Ability to influence at the executive level across a complex matrixed organization and external partner ecosystem
• Strategic enterprise thinking with the ability to translate ambiguity into clear choices aligned plans and measurable execution
• Strong analytical judgment financial orientation and data-driven decision-making skills
• High executive presence with exceptional communication storytelling negotiation and stakeholder management skills

Your talent skills and experience will be rewarded with a competitive compensation package.

Universal Orlando Resort. Here you can.