Director of Commercial Strategy

About Us

Within the sweeping panorama of the north Georgia foothills, Chateau Elan began with the planting of the vineyards in 1981. From these lush vines has grown a 3,500 acre conference and leisure destination. We welcome your interest in applying for a position with Chateau Élan Winery & Resort. For many years, we have served our guests with the highest level of products and service in luxury resorts. We owe our growth and success to our associates who have served our guests with dedication and pride. The key to our continued growth is found in satisfying and exceeding our guests' expectations. We look for people with personality, energy, enthusiasm and commitment. We nurture and train our associates throughout their tenure here. They, in turn, provide the highest level of guest service making Chateau Élan the special place it is today. Perks include but are not limited to discount hotel stays, discount spa services, discount golf, discount food and beverage, discount retail as well as access to the YouDecide® discount program. YouDecide® offerings include negotiated pricing arrangements for vacation destinations, hotels, vacation planning, rental cars, movie tickets/rentals, consumer electronics, consumer goods and services, personal services and even discounts on cell phones and plans.

Don't meet every single requirement of this job? At HEI we are dedicated to building a diverse and inclusive workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to still send in your information. You may be the perfect candidate for this or for other roles within our organization!

We value U.S. military experience and invite all qualified military candidates to apply.

Overview

The Director of Commercial Strategy serves as the senior commercial leader for Château Élan Winery & Resort and Hampton Inn Braselton, responsible for developing and executing integrated strategies that maximize total resort profitability, market share, and long-term asset value.
This executive leadership role oversees the integrated commercial functions of Sales, Marketing, Catering & Conference Services, Public Relations, and Business Development, while partnering closely with Revenue Management and Distribution to align pricing strategy, channel optimization, and demand generation initiatives. The role is accountable for driving enterprise-wide revenue performance across guestrooms, group sales, meetings and events, catering, winery programming, golf, spa, food and beverage outlets, memberships, and all ancillary resort revenue streams.
As a key member of the Executive Committee, the Director of Commercial Strategy partners with the General Manager, ownership, corporate leadership, and operational leaders to develop data-driven strategies that strengthen market positioning, optimize business mix, and deliver sustained financial performance.
The ideal candidate is a visionary commercial executive with demonstrated success leading luxury resort, destination, or complex hospitality assets. This individual combines strategic insight, analytical rigor, and inspirational leadership to build high-performing commercial cultures and drive sustainable revenue growth.

Essential Duties and Responsibilities

• Lead the development and execution of the integrated commercial strategy for Château Élan Winery & Resort and Hampton Inn Braselton, encompassing Sales, Marketing, Catering & Conference Services, Public Relations, and Business Development.
• Partner closely with Revenue Management and Distribution leaders to ensure alignment of pricing strategy, inventory controls, channel optimization, and demand generation initiatives in support of enterprise revenue goals.
• Drive total resort revenue performance across guestrooms, group sales, meetings and events, catering, winery experiences, golf, spa, food and beverage outlets, memberships, and ancillary revenue streams.
• Direct all sales and catering strategy, including segmentation, account development, solicitation strategy, contract negotiation oversight, and achievement of group and catering revenue goals.
• Develop and execute annual commercial plans, including market strategy, segmentation, positioning, budgeting, sales deployment, and integrated marketing initiatives.
• Analyze market trends, competitive positioning, and demand patterns to identify opportunities for revenue growth, market share expansion, and brand differentiation.
• Lead brand positioning and marketing strategy to drive awareness, demand generation, and optimal business mix across leisure, group, and local markets.
• Oversee development and activation of strategic partnerships and key account relationships across corporate, association, social, wedding, luxury leisure, and destination segments.
• Monitor and evaluate commercial performance, including revenue production, market share, sales pace, conversion performance, and overall business mix, in collaboration with Revenue Management on forecasting and optimization strategies.
• Lead preparation and executive presentation of monthly, quarterly, and annual performance reporting, forecasts, and strategic business reviews for ownership and executive leadership.
• Recruit, develop, and lead a high-performing commercial team, fostering accountability, collaboration, and a culture of excellence across all sales and marketing disciplines.
• Represent the resort in key industry organizations, community partnerships, and strategic market engagements to enhance visibility and business development opportunities.
• Ensure compliance with all applicable federal, state, and local employment laws, as well as brand and ownership standards.
• Perform additional duties as necessary to support overall resort commercial performance and strategic objectives.

Qualifications and Skills

Education and Experience

• Bachelor's degree preferred
• 7-10+ years of progressive hospitality commercial leadership experience
• Luxury resort, independent hotel, destination resort, winery, or complex hospitality experience strongly preferred
• Demonstrated success leading multi-disciplinary commercial teams including Sales, Marketing, Catering and/or Revenue
• Proven track record of driving market share growth, revenue optimization, and asset value enhancement
• Experience presenting strategic business plans and performance results to ownership groups and executive leadership

Knowledge, Skills and Abilities

• Proficiency in Microsoft Office Suite (CoPilot, Excel, Word, PowerPoint) and hospitality systems including Delphi and Opera
• Experience with 3rd party tools including Cvent suite of products, TravelClick Demand And Agency, and Knowland Cendyn
• Strong financial acumen with the ability to interpret budgets, forecasts, and market data to drive commercial decision-making
• Deep expertise in hospitality commercial strategy including sales, marketing, segmentation, demand generation, and revenue optimization principles
• Demonstrated ability to collaborate effectively with Revenue Management and Distribution partners to align pricing, inventory strategy, and channel performance with commercial objectives
• Strong leadership capability with experience building and leading high-performing commercial teams in luxury or resort environments
• Advanced communication and presentation skills with the ability to influence ownership, executive leadership, and cross-functional stakeholders
• Proven ability to develop and sustain high-value relationships with clients, partners, community stakeholders, and industry organizations
• High emotional intelligence with the ability to exercise diplomacy, discretion, and sound judgment in complex business environments
• Strategic thinker with the ability to translate market intelligence into actionable commercial strategies
• Strong organizational and prioritization skills with the ability to manage multiple initiatives in a fast-paced resort environment
• Ability to adapt communication style to effectively engage ownership, executives, associates, clients, and external partners

Compensation

Tipped/Service Charge Eligible? No

Discretionary Performance Bonus Eligible? Yes

Benefits

HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment - you!

For your physical and mental wellness we offer competitive Medical and Dental programs through Anthem Blue Cross Blue Shield as well as Vision insurance programs through EyeMed. Our Vacation, Sick and Holiday programs are available for you to rejuvenate with time off. HEI also provides pet insurance through the ASPCA. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future. Specific details and eligibility of these programs vary by location and employment status.


HEI Hotels and Resorts is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.