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Commercial Manager

Job Title: Commercial Manager

Department: Commercial

Reports to: EVP | Commercial

Location: Dubai, Head office

Position Overview:

The Commercial Manager is responsible for supporting the EVP Commercial in ensuring the member brands are maximizing the incremental revenues available through the range of services the alliance offers, primarily focusing on the GHA DISCOVERY loyalty programme and associated marketing opportunities.


Assist with Business Planning

  • Support brands in achieving their annual GHA DISCOVERY enrolment targets and post-stay survey scores

  • Work with the Commercial team to aid member brands in achieving a score of 80% or more in the Measurement Matrix, our compliance tool

  • The organisation of Brand and Hotel meetings, training workshops, and webinars, including presentation preparation

  • Oversee Brand communications for the department by contributing content to different sources to enhance brand engagement (e.g. Brand Champion Update newsletter, issued monthly)

  • Implement global incentives/competitions for areas where Brands and Hotels require improvement

  • Maintain competitor program details; communicate changes or where there may be an opportunity for GHA DISCOVERY to enhance our product offering

  • Develop and support the design of products and services which deliver unique customer value. Proactively identify a Brand's business needs and craft marketing or operational initiatives that help meet the requirements and leverage the full suite of GHA tools available

Account Management

  • Assist in producing quarterly production reports with brands and develop action plans to improve

  • Achieve revenue goals that support the realisation of broader company goals

  • Assist in GHA DISCOVERY operational training for new and existing brands

Analyse brand or hotel-specific data and provide outcomes/recommendations based on findings


  • Collaborate with other Commercial department team members in representing all GHA products; GHA DISCOVERY, TMC partnerships, Ultratravel Collection and G-LEADS

  • Work directly with all GHA departments to investigate and resolve brand queries

  • Lead projects on various topics that may involve different company departments including Marketing, Operations, Sales, Systems, Revenue, Partnerships etc


  • Develop effective presentations for the targeted audience (where ideas, opinions, recommendations, and conclusions are clearly conveyed)

  • Maintain communication with key accounts and key colleagues across the alliance

  • Clearly articulate vision, goals, and expectations for and to GHA brands

Qualifications, Skills and Education:

Basic skills & requirements

  • Ability to communicate issues and concerns at all levels of the organization

  • Ability to direct and lead activities through internal and external resources

  • Strong interpersonal skills and the ability to work in a team-oriented environment

  • Business planning skills and budget management skills

  • Ability to scan and assess the competitive arena as it relates to segment to refine/improve the customer value proposition

  • Strong written and oral communication skills, including the ability to deliver presentations and group training

  • Strategic thinking

  • Ability to manage multiple priorities

  • Financial analysis skills – can tie strategies and planned actions to results

  • Strong statistical analysis and business case development

  • Strong understanding and expertise in the sales process

  • Must be a team player and a self-starter

  • Take ownership of projects or tasks, seeing them through to completion/implementation

  • Travel domestically and internationally to support the brands where required


  • At least 3 -4 years of management experience in the travel industry, ideally in loyalty marketing and CRM or hotel operations or hotel sales

  • Understanding of one or more hotel PMS systems (ideally Opera, Protel)

  • Proficient in Excel and PowerPoint

  • Strong analytical skills and, ideally knowledge of Business Intelligence software such as MS Power BI

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