Director of Commercial Strategy

Mandarin Oriental, Tokyo is looking for a Director of Commercial Strategy to join our Commercial team.  

Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional. 

Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world’s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.

Mandarin Oriental, Tokyo, is a refined luxury sanctuary in the heart of Nihonbashi, blending sleek modern design with Japan’s timeless elegance. With panoramic views of the Tokyo skyline and Mount Fuji, the hotel offers an oasis of calm above the bustling city. Known for its world-class dining, including Michelin-starred restaurants, a serene spa with Japanese-inspired treatments and impeccable service, Mandarin Oriental, Tokyo provides a deeply immersive experience that celebrates Japanese culture and the Mandarin Oriental brand's commitment to excellence and grace.

About the job

Based at the Mandarin Oriental, Tokyo, within the Commercial Department, the Director of Commercial Strategy is responsible for leading the hotel’s sales function and driving revenue growth across all segments (Rooms, F&B, Spa, Events). This role plays a key part in shaping the commercial success of the property and strengthening its market presence in Tokyo.

The Director of Commercial Strategy reports to Mandarin Oriental, Tokyo General Manager.

As Director of Commercial Strategy, you will be responsible for the following duties:

• Lead all revenue-generating functions—including Sales, Marketing, Revenue Management, and Distribution—to drive business growth, optimise profitability, and ensure full alignment with market trends and brand positioning.

• Develop and implement the hotel’s integrated commercial strategy and overall business outlook in line with brand and global commercial guidelines.

• Prepare the annual sales budget, marketing plan, and commercial forecasts in collaboration with Sales, Revenue and Marketing teams.

• Leverage data and market intelligence to monitor trends, competitor activities, and local/global events, proactively adjusting commercial strategies to capture demand and address evolving market needs.

• Identify future revenue opportunities across segments, channels, and source markets through structured competitive, trend, and channel analysis; translate insights into actionable plans with clear KPIs.

• Drive a culture of collaboration and joint accountability across Sales, Revenue, Marketing, and operational teams to deliver commercial performance.

• Collaborate with the Director of Revenue to define pricing, inventory controls, segmentation, channel distribution, and source-market strategies in line with corporate guidelines.

• Define and oversee sales strategies, ensuring alignment with Regional Sales Offices, Corporate Revenue Management, Marketing & Communications, and on-property leadership.

• Evaluate the effectiveness of all sales channels, optimise sales deployment, and ensure budgets are allocated to maximise ROI.

• Lead the implementation of event-specific revenue strategies and ensure timely processing of leads and reservation inquiries to capture all potential demand.

• Partner with Marketing & Communications to design targeted campaigns and promotional initiatives that support the hotel’s commercial objectives.

• Ensure consistent brand messaging across all channels and leverage digital platforms to drive awareness and conversion.

• Review and analyse campaign results, adjusting future plans to improve effectiveness and competitiveness.

• Demonstrate strong business acumen by analysing financial statements, revenue reports, and market data to identify risks, opportunities, and performance gaps.

• Oversee the tracking and reporting of key commercial metrics such as booking pace, market share, and competitor performance.

• Embed structured governance processes to identify risks and opportunities, present insights during monthly forums, and lead the delivery of action plans to meet annual targets.

• Control commercial expenditures through monthly forecasts and ensure adherence to approved budgets.

• Ensure effective use of commercial systems—including SynXis, IDeaS, and Delphi—to support strategy execution and accurate reporting.

• Ensure commercial operations comply with all Mandarin Oriental policies and procedures.

• Perform any other reasonable duties as required by Mandarin Oriental, Tokyo General Manager.

As Director of Commercial Strategy, we expect from you:

• A minimum of 7+ years of senior sales experience within luxury hospitality, including at least 3 years in a leadership role managing teams and key accounts.

• Demonstrated success in driving revenue growth, achieving commercial targets, and improving performance across multiple segments and channels.

• Strong leadership and cross-functional collaboration capabilities, with the ability to guide Sales, Marketing, Revenue Management, and Distribution teams.

• High level of business acumen and strategic thinking, with the ability to anticipate market trends, adapt rapidly, and translate insights into actionable commercial plans.

• Strong command of written and spoken English (and local language where applicable).

• Proficiency with hotel commercial systems such as SynXis, IDeaS, Delphi, and related analytical and reporting tools.

• Ability to manage multiple complex projects and commercial priorities in a fast-changing environment.

Our commitment to you:

Mandarin Oriental benefits

• Learning & Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously.
• MOstay. When you work as hard as our colleagues do, it’s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.
• Health & Colleague Wellness. Finding the right work-life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.
• Retirement Plans. When you show commitment to us, we reciprocate. We offer different retirement plans depending on the length of your service and your role.

Local benefits :

• Competitive salary and benefits packages
• Medical/accident insurance
• Transportation and accommodation allowance
• Annual Leaves
• Annual Bonus

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