Head of Commercial

Summary about this job

Detail information about job Head of Commercial. Terms and conditions vacancy

Hammons Holdings has been appointed the new operator of tourism activities on the Sydney Harbour Bridge and is set to transform the Bridge from a thrilling climb attraction into a collection of iconic experiences. That vision is to deliver a broad range of unique experiences to attract a larger audience from growing markets on a more regular basis, embedding authentic stories at the core of each interaction through use of innovative technologies and design. Every visitor will leave with a sense of awe and wonder for the Sydney Harbour Bridge.  
 
Importantly, Hammons Holdings’ vision is to open up the Sydney Harbour Bridge tourism activities to everyone, regardless of physical fitness and economic capacity. 
 
**Please note Feliz Puente is the current transition project name. It is the name of the company that owns the concessions.  It means Happy Bridge in Spanish.   
 
 
As The Head of Commercial you will be responsible for:
 
Working with the Executive General Manager, Head of Marketing and Head of Operations you will create the revenue and yield framework, undertake financial modelling, identify any concerns with yields and profitability and create targeted strategies through pricing functions.  You will be the primary relationship holder for all industry operators and partners.
 

• Defining the products, services, pricing and commissions, and rate sheets in readiness for the launch and ongoing operation of the Sydney Harbour Bridge tourism activities (especially packaging and overall HH offer)
• Developing and implementing commercial strategies according to company goals and objectives aiming to develop and accelerate growth through revenue management and sales, retail, photography and food and beverage revenue streams.
• Creating detailed business plans on commercial opportunities (expansion, business development etc.)
• Understanding the requirements of existing customers to ensure their needs are being met
• Acting to acquire new customers and manage client relationships (new and existing
• Building and maintaining profitable partnerships with key stakeholders
• Interpreting market trends and adapting to industry changes
• Monitoring performance of commercial activities using key metrics and report results to senior management
• Agreeing financial targets and budget development and monitoring
• Making recommendations and taking decisions based on informed analysis and consideration of trends and expectations for the future
• Managing and ensuring the delivery of the revenue and sales teams
• Collaborating with and coordinating diverse teams (marketing, sales, operations)
• Carrying out risk assessment when taking on new customer accounts.
• Negotiating ongoing contracts with suppliers and customers
• Overseeing procurement requirements
• Reviewing contracts and making recommendations on commerciality.
• Management and reporting of supplier contracts and terms.
• Streamlining lead generation processes enabling sales teams to chase leads swiftly.
• Implementing new sales strategies and ensuring departments follow industry best practice.
• Making commercial recommendations to the EGM & CEO
• Setting and delivering the company plan alongside other directors.
• Handling a variety of projects for the business and overseeing project management
• Updating the forward bookings from 1 October onward and set inventory allocations based on current contractual agreements and capacity going forward. Determine a clear allocation strategy, and a review and resource requirement framework in the absence of historical data being available.
• Managing communications and relationship building with industry including key ITOs, OTAs, tourism bodies and corporate/business/conference/events organisations.
• Managing the review, publication and distribution of all trade products and services, rates and commissions (commencing FY19/20).
• Establishing ITO and group booking systems, procedures and reporting.   
• Establishing OTA relationships, set up and ongoing management of sales channels.  
• Establishing key business market relationships, set up and ongoing management of sales channel with recommendation of required support.
• Setting up reporting requirements from all sources and build a central report

To be successful in this role you will have:
 

• Proven experience as a Head of Commercial or other relevant role in the Events, Tourism and/or Hospitality industry
• Strong background in revenue and pricing management in the Events, Tourism and/or Hospitality industry
• Proven experience in sales and/or marketing and managing relationships with key clients
• In-depth understanding of market research methods and analysis
• Solid knowledge of performance reporting and financial/budgeting processes
• Commercial awareness partnered with a strategic mindset
• Excellent organizational and leadership skills
• Exceptional communication skills both written and verbal and demonstrated ability to lead and build relationships with internal and external stakeholders
• ighly developed listening skills and an ability to understand business strategy from both a commercial as well as people perspective
• Able to translate strategy into effective operational outcomes, focussing on and meeting the needs of a diversity of stakeholders
• Strong entrepreneurial skills and a natural ability to spot opportunities for revenue generation.
• Ability to influence and achieve outcomes through excellent communication and stakeholder management. Report regularly to the Leadership and own team on milestones, change management process, budget, risks and ideas
• Quickly understands current and future business requirements and opportunities; focus on personal contribution to the business including profitability, risk management and growth
• Natural leader of people with excellent managerial and motivational skills.
• Relevant industry experience and in depth knowledge of the market.
• BSc/BA in business administration, finance or relevant field; MSc/MA is a plus
• Advanced analytical skills and ability to form strong cross-functional bonds to create effective outcomes
• Intermediate to advanced level of MS Excel
• In depth knowledge and experience in yield/revenue management - preferably in the hotel sector
• Financial modelling experience desirable
• Interpret financial management reports
• Financial and commercial acumen
• High attention to detail
• Works effectively in a team
• High level of energy, self-motivation, decisiveness, initiative, flexibility
• Naturally upbeat and open style to fit our cultural values.
• Experience working within a tourism/attractions environment and an understanding of the international tourism sales environment.
• Exudes a positive and get things done attitude
• Strong communication and engagement capability with an intuitive ability to understand business drivers
• Ability to build trust and credibility with a variety of stakeholders and deliver to required quality standards
• Understanding of external market drivers and their relative potential impact on business outcomes
• Able to influence and persuade key stakeholders and non-direct reports by being prepared, researching relevant information and acting in a professional, value add manner
• Ability to work independently under broad direction, being able to demonstrate a high level of initiative and organisational skills, the ability to plan and execute activities, set priorities and make sound judgements so as to meet goals and objectives
• Able to positively influence others through an achievement focus
• Highly developed interpersonal and cross-cultural communication skills, including negotiation/conflict resolution skills
• Ability to problem solve complex issues with a team so they are effectively resolved with stakeholder consensus
• Demonstrated judgement and problem-solving skills in a pressured environment, combined with strong ability to prioritise competing tasks