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Commercial Director (m/f)
Would you like to work for a family-owned company and a dynamic group with more than 30 Falkensteiner Hotels & Residences in Europe? Would you prefer a "Welcome Home!" feeling instead of a sterile working environment? Would you like to actively participate instead of just trying to keep up? Would you like to set your sights high instead of not making any progress? Then you are at the right place at Falkensteiner Hotels & Residences!
We are looking forward to welcoming you to our team soon as:
Commercial Director (m/f) - Falkensteiner Punta Skala Resort
The Commercial Director is a senior executive leader and the single point of ownership of all commercial decisions of the flagship Falkensteiner Resort Punta Skala.
This role drives revenue growth, market positioning, pricing, revenue management, sales strategy, distribution, and commercial performance across the entire resort ecosystem.
The position works in close alignment with the Resort General Manager, the Group Director of Sales, and the Group Director of Marketing, while activating and steering the local Marketing team through the Resort Director of Marketing.
The ideal candidate combines strong international expertise with a performance mindset and the leadership presence to make confident decisions, challenge the status quo, and deliver sustainable commercial results.
KEY RESPONSIBILITIES:
- Commercial & Strategic Leadership
- Define and execute the resort’s overall commercial strategy in line with Falkensteiner Group commercial principles, brand standards, ownership objectives and long-term resort goals
- Act as the commercial sparring partner to the General Manager and Group Commercial leadership, contributing actively to long-term business planning and investment decisions
- Provide strategic direction across pricing, promotional strategy, inventory, channel management, distribution and sales, ensuring optimal revenue, profitability, and market positioning
- Support the Resort GM in the development and evolution of the resort product, with focus on signature experiences, events, and key demand drivers
- Strengthen Punta Skala’s positioning as a leading luxury lifestyle resort in the Adriatic region, with a clear and differentiated value proposition
- Identify growth opportunities across markets, segments, seasons, and product innovation to maximize long-term profitability
- Revenue & Performance Management
- Develop and lead the integrated revenue management strategy across all resort properties, ensuring that demand patterns, market dynamics and competitive insights are reflected in pricing, inventory, and distribution decisions
- Own and steer pricing, forecasting, budgeting, and demand planning for the resort and its individual business units
- Continuously analyse commercial and performance data to proactively identify opportunities, needs, and corrective actions
- Optimise profitability across rooms, F&B, MICE, activities & sports, wellness, and ancillary services • Define and manage pre-stay and in-stay upselling strategies (room upgrades, services, experiences), in close coordination with operations
- Monitor and steer key performance indicators such as RevPAR, ADR, market share, channel mix, conversion, and contribution margins
- Ensure structured commercial reporting and performance reviews with clear action plans with measurable outcomes
- Sales, Marketing & Commercial Alignment
- Define the sales and business mix strategy for the resort across international leisure, luxury travel, MICE, corporate, and strategic accounts
- Work in close alignment with the Group Director of Sales, contributing to sales strategies, target setting across business segments, and market prioritisation
- Collaborate closely with the Resort Director of Marketing to translate commercial priorities into effective local marketing execution
- Align resort initiatives with the Group Director of Marketing on group-wide campaigns, performance marketing, and brand-level activations
- Build and maintain strong partnerships with key international stakeholders, including tour operators, agencies, consortia, and luxury travel networks, and actively support new business development
- Own the commercial calendarand campaign planning, ensuring clear objectives, ROI focus and performance tracking
- Distribution & Digital Strategy
- Partner with the Revenue Management, Distribution and E-Commerce teams to optimise the performance across direct channels, OTAs, and other online distribution channels (metasearch, wholesalers, digital marketplaces)
- Drive direct booking growth (direct bookings and brand.com) through active yielding, promotions, value-add offers, and close collaboration with the local marketing team, as well as the corporate performance marketing and CRM teams
- Leverage Falkensteiner’s Member Club and loyalty platform to stimulate demand in need periods, promote targeted offers and grow repeat business
- Develop a deep understanding of key feeder markets, guest behaviour, and travel trends using data-driven insights
- Lead market segmentation and develop tailored strategies and offers and value-adds for distinct guest segments
- Oversee reputation managementand guest acquisition strategies, ensuring strong visibility and competitiveness
- Stay ahead of industry trends, competitor activities, and evolving guest expectations and use market intelligence to continuously refine commercial decisions and investments
- Leadership & Team Development
- Lead, inspire, and develop a multi-disciplinary commercial team with clear structure, goals, and accountability
- Create a high-performance culture with strong execution, collaboration, and ownership
- Demonstrate confident, assertive leadership while building alignment across operations and departments
- Coach and challenge the team to deliver results and grow talent for long-term succession
YOUR PROFILE:
Experience & Background
- Minimum 8 years of senior commercial leadership experience in luxury hospitality
- Proven track record in 5-star hotels, premium resorts, or lifestyle destinations
- Strong international market exposure with an understanding of multiple source markets and travel segments
- Experience within a brand-driven hotel group environment is highly preferred Skills & Competencies
- Strong commercial acumen with a deep understanding of luxury guest behaviour and market dynamics
- Strategic thinker with hands-on execution capability and strong business discipline
- Confident and decisive leader with the ability to influence stakeholders and drive change
- Excellent negotiation, presentation, and relationship management skills
- Analytical, data-driven, and performance-oriented with strong financial understanding
- Fluent English required
- Additional languages are an advantage (especially German and/or Croatian)
- Strong communication skills in multicultural, international environments
OUR BENEFITS:
- Executive leadership role at one of the Adriatic’s most prestigious luxury resort destinations
- Opportunity to shape and grow an iconic flagship resort within the Falkensteiner portfolio
- Competitive executive compensation package
- International exposure and career development within a leading European hospitality group
Please apply exclusively via the "Apply for this job" button and send your CV in English language..
We are looking forward to receiving your application!
Take a look at your future workplace: www.falkensteiner.com
CONTACT: Tijana Pavić, Human Resources Manager at Punta Skala Resort
blog.falkensteiner.com
