Minor Hotels is an international hotel owner, operator and investor with a portfolio of more than 550 hotels in operation. Minor Hotels passionately explores new possibilities in hospitality with a diverse portfolio of properties designed intelligently to appeal to different kinds of travellers, serving new passions as well as personal needs. Through our Anantara, Avani, Oaks, Elewana, Tivoli, NH Hotel Group, Four Seasons, St. Regis, Marriott and Minor International properties, across Asia Pacific, the Middle East, Africa, the Indian Ocean, Europe and South America.

The Director of Commercial, Indochina will be responsible for driving the growth and expansion of the company's commercial operations in the Indochina market (Laos, Cambodia, Vietnam). This position will focus on leading sales, developing key client relationships, and ensuring that the company's business objectives are met across the region. The Director will be a strategic leader, working closely with senior management to execute strategies that increase market share, revenue, and profitability.
 

Please note that this is not an exhaustive list of everything that needs to be done. Minor Hotels team members always find new ways to look after the business, their guests, and their colleagues.  Within this, the key responsibilities for this position are to:

Strategic Leadership:

• Develop and implement commercial strategies aligned with company goals and market conditions in Indochina.
• Lead and manage regional commercial teams to achieve revenue and profitability targets.
• Identify opportunities for business expansion, new revenue streams, and partnerships in key sectors and regions.

Sales & Business Development:

• Oversee and drive the sales team to achieve quarterly and annual sales targets.
• Develop a pipeline of key accounts, build strong client relationships, and negotiate major deals.
• Lead market entry strategies, pricing, and product positioning to gain competitive advantage.

Client Relationship Management:

• Foster long-term relationships with key customers and partners across various sectors.
• Act as the main point of contact for major clients and ensure high levels of client satisfaction.
• Manage escalations and problem-solving for high-profile accounts.

Team Leadership & Development:

• Build, mentor, and lead a high-performing commercial team across the region.
• Ensure continuous training and development for the sales and commercial teams.
• Set performance goals, track KPIs, and conduct performance evaluations.

Market Research & Analysis:

• Monitor industry trends, market changes, and competitor activities to inform commercial strategies.
• Provide in-depth market analysis and feedback to inform product development and company-wide strategies.
• Anticipate future market demands and align the commercial strategy accordingly.

Financial Management:

• Prepare and manage regional budgets, forecasts, and financial reports.
• Monitor P&L performance and implement measures to optimize profitability.
• Ensure adherence to financial objectives, such as margin improvement and cost management.

Compliance & Risk Management:

• Ensure compliance with local regulations, business practices, and company policies.
• Mitigate risks through robust contract negotiation and risk management processes.

• Bachelor's degree in Business, Marketing, or a related field. MBA or advanced degree preferred.
• 10+ years of experience in commercial leadership roles, with a focus on sales, business development, and operations in Indochina.
• Proven track record of driving growth, exceeding sales targets, and leading successful commercial strategies.
• Strong knowledge of the Indochina market, including sector-specific challenges and opportunities.
• Excellent leadership skills with the ability to inspire and motivate teams.
• Strong negotiation, communication, and interpersonal skills.
• Strategic thinker with a results-driven mindset and an eye for detail.
• Ability to manage complex projects and adapt quickly to market changes.
• Experience with financial planning, budgeting, and P&L management.

Technical Skills And Knowledge

 - Strong numerical and analytical skills.

 - Ability to multitask and prioritize in a fast-paced environment.

 - Attention to detail and accuracy.

 - Familiarity with hotel commercial.

 - Proficiency in Excel and other analytical tools.