Head of Commercial

The Head of Commercial is a strategic leadership role responsible for driving revenue growth, optimizing pricing strategies, enhancing commercial performance, and leading business development across the portfolio. This role requires a blend of analytical expertise, industry insight, strong leadership, and commercial acumen. The Head of Commercial will oversee the team in the Warsaw hub as well as the operations of 20 hostels located in various European cities. The position is based in the Warsaw office; however, the role requires frequent travel.

• Own and optimize the company’s revenue management framework, including forecasting, dynamic pricing, room rate strategies, and distribution channel management.
• Develop innovative pricing models and promotions to maximize RevPAR / RevPAB and profitability while maintaining market competitiveness and market share

• Conduct ongoing analysis of market trends, competitor performance, customer segmentation, and demand forecasts.

• Use advanced data analytics to inform pricing, distribution, and product decisions

• Set strategic commercial goals and annual revenue targets in collaboration with COO.
• Identify new revenue streams including partnerships, corporate contracts, group travel opportunities and ancillary services.
• Lead Supports revenue expansion initiatives into new markets, support growth plans, and explore supports expansion of franchising or management agreements.
• Leads the Groups Sales process together with the Group Reservation Manager, maximize group bookings at all properties.

• Evaluate and optimize performance across all distribution channels (OTA, direct booking, wholesalers, GDS, etc.).
• Strengthen direct sales channels and liaises pro-actively with Marketing to increase Direct Booking via own website and Group Sales Office. 

• Lead the commercial team (revenue, group sales and group reservations, and, in cooperation with the COO, the marketing team)

• 7+ years of commercial and revenue leadership experience in hospitality, travel, or related sectors (hostels, hotels, resorts).
• Proven track record in revenue optimization and pricing strategy development at a portfolio or regional level.
• Experience managing diverse distribution channels and commercial operations across multiple properties or markets.

• Strategic Vision & Market Insight: Deep understanding of global hospitality trends, customer behaviour, and competitive dynamics.
• Analytical & Commercial Acumen: Strong data-driven mindset with advanced skills in forecasting, financial modelling, and performance reporting.
• Leadership & Influence: Ability to lead high-performing teams, foster collaboration, and drive results across departments.
• Communication & Negotiation: Excellent stakeholder engagement skills, including negotiation with partners, vendors, and internal teams.

• Advanced proficiency in Excel and analytics platforms.
• Familiar with hotel property management systems (PMS), yield management system and other systems such as OTA platforms.

• Entrepreneurial and proactive approach to problem-solving.
• Customer-centric with a focus on enhancing guest experience while driving commercial success.
• Adaptability to fast-changing markets and willingness to innovate.

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Hays Poland sp. z o.o. jest agencją zatrudnienia zarejestrowaną w rejestrze prowadzonym przez Marszałka Województwa Mazowieckiego pod numerem 361.