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:

• Bachelor’s 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.

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