Director, Commercial Strategy & Performance, China – Openings & Conversions

Position Summary

The Director leads integrated commercial performance across an assigned China portfolio of opening and conversion hotels, from pre-opening through stabilization. Working across Sales, Revenue Management, Marketing, Distribution, hotel operations, owners and regional partners, the role converts hotel and market insights into coordinated priorities, timely interventions and measurable topline outcomes that accelerate each hotel toward fair share and a disciplined regional handoff.

Position Responsibilities

• Partner with ASPAC Commercial Strategy Directors and regional functional leaders to build and continuously refine integrated hotel commercial plans.
• Lead monthly portfolio commercial reviews and weekly risk-to-ramp evaluations using hotel and market performance data.
• Orchestrate execution across Sales, Revenue, Marketing, Distribution, Activation, Onboarding/Project Management and other partners.
• Maintain visible tracking of hotel priorities, milestones, dependencies and measures; connect commercial actions to booking pace and ramp progress.
• Serve as the primary portfolio performance contact for owners, operators, regional leaders and internal stakeholders.
• Act as the first escalation point for portfolio commercial performance matters, remove barriers and drive timely cross-functional decisions.
• Ensure opening and conversion hotels are commercially ready, with major workstreams addressed before opening and coordinated support through stabilization.
• Adapt global and regional ramp frameworks to China’s demand patterns, digital and distribution ecosystem, sales channels and owner expectations.
• Use portfolio and cohort insights to strengthen repeatable approaches, improve time to ramp and support disciplined regional handoffs.
• Provide clear updates on priorities, progress, risks and required support to hotel leaders, owners/operators, regional leaders and global partners.
• Travel up to 35% based on hotel openings, performance needs, owner/operator engagement and portfolio priorities.

Position Summary

The Director leads integrated commercial performance across an assigned China portfolio of opening and conversion hotels, from pre-opening through stabilization. Working across Sales, Revenue Management, Marketing, Distribution, hotel operations, owners and regional partners, the role converts hotel and market insights into coordinated priorities, timely interventions and measurable topline outcomes that accelerate each hotel toward fair share and a disciplined regional handoff.

Position Responsibilities

• Partner with ASPAC Commercial Strategy Directors and regional functional leaders to build and continuously refine integrated hotel commercial plans.
• Lead monthly portfolio commercial reviews and weekly risk-to-ramp evaluations using hotel and market performance data.
• Orchestrate execution across Sales, Revenue, Marketing, Distribution, Activation, Onboarding/Project Management and other partners.
• Maintain visible tracking of hotel priorities, milestones, dependencies and measures; connect commercial actions to booking pace and ramp progress.
• Serve as the primary portfolio performance contact for owners, operators, regional leaders and internal stakeholders.
• Act as the first escalation point for portfolio commercial performance matters, remove barriers and drive timely cross-functional decisions.
• Ensure opening and conversion hotels are commercially ready, with major workstreams addressed before opening and coordinated support through stabilization.
• Adapt global and regional ramp frameworks to China’s demand patterns, digital and distribution ecosystem, sales channels and owner expectations.
• Use portfolio and cohort insights to strengthen repeatable approaches, improve time to ramp and support disciplined regional handoffs.
• Provide clear updates on priorities, progress, risks and required support to hotel leaders, owners/operators, regional leaders and global partners.
• Travel up to 35% based on hotel openings, performance needs, owner/operator engagement and portfolio priorities.

Experience

• 10+ years of progressive commercial leadership experience in hospitality across Revenue, Sales, Marketing, commercial strategy, performance optimization, or multidisciplinary commercial roles.
• Experience leading multi-property or portfolio performance, including new openings, conversions, transitions, or post-opening optimization.
• Strong analytical acumen and proven ability to lead cross-functional teams, influence without direct authority, manage competing priorities, and communicate with hotel leaders, owners/operators, and regional/global partners.
• Full professional proficiency in spoken and written English and Chinese required.

Education

• Bachelor’s degree in Business, Revenue Management, Marketing, Hospitality, or a related field preferred.
• Experience across both pre-opening and post-opening phases of the hotel ramp lifecycle preferred.

Computer Skills Needed to Perform this Job

• Advanced proficiency in Microsoft Excel, PowerPoint, Word, and collaboration tools.
• Ability to work with hotel and market performance data, reporting dashboards, and commercial planning/tracking tools.
• Familiarity with hotel commercial systems, distribution channels, and China’s local digital ecosystem preferred.

Additional Comments and Requirements

• Travel up to 35% based on business and portfolio needs.
• Role operates in a fast-paced, matrixed environment and requires accountability without direct authority.
• Shanghai-based role.

Experience

• 10+ years of progressive commercial leadership experience in hospitality across Revenue, Sales, Marketing, commercial strategy, performance optimization, or multidisciplinary commercial roles.
• Experience leading multi-property or portfolio performance, including new openings, conversions, transitions, or post-opening optimization.
• Strong analytical acumen and proven ability to lead cross-functional teams, influence without direct authority, manage competing priorities, and communicate with hotel leaders, owners/operators, and regional/global partners.
• Full professional proficiency in spoken and written English and Chinese required.

Education

• Bachelor’s degree in Business, Revenue Management, Marketing, Hospitality, or a related field preferred.
• Experience across both pre-opening and post-opening phases of the hotel ramp lifecycle preferred.

Computer Skills Needed to Perform this Job

• Advanced proficiency in Microsoft Excel, PowerPoint, Word, and collaboration tools.
• Ability to work with hotel and market performance data, reporting dashboards, and commercial planning/tracking tools.
• Familiarity with hotel commercial systems, distribution channels, and China’s local digital ecosystem preferred.

Additional Comments and Requirements

• Travel up to 35% based on business and portfolio needs.
• Role operates in a fast-paced, matrixed environment and requires accountability without direct authority.
• Shanghai-based role.