JOB SUMMARY
Leads commercial strategy for the Universal Orlando hotel portfolio, driving demand, revenue optimization, and integrated go-to-market (GTM) planning in partnership with Loews Hotels & Co. and the broader Universal Destinations & Experiences (UDX) Brand & Commercial organization. Oversees execution of hotel strategies through direct leadership and cross-functional partnership.
This role aligns hotel strategy with portfolio-level brand, audience, product, and destination GTM strategy and planning to ensure hotels are fully integrated into the end-to-end guest journey. It also ensures hotel priorities are represented and delivered through centralized activation teams. The VP is accountable for achieving Hotel Joint Venture revenue objectives while advancing a seamless, connected guest experience across channels, platforms, and on-property experiences.
Serves as the primary commercial liaison with Loews, co-developing strategies and ensuring alignment between UDX commercial priorities and Loews operational execution.
MAJOR RESPONSIBILITIES
- Commercial Strategy > GTM Leadership
- Defines and leads the overall commercial strategy for the on-site hotel portfolio, including transient and group segments, to achieve annual revenue and profitability targets.
- Translates portfolio-level brand, audience, and product strategies into hotel-specific go-to-market plans and demand strategies.
- Develops and presents the annual Hotel GTM Plan to Joint Venture partners, including demand forecasts, revenue projections, and strategic investment priorities.
- Partners with Destination GTM leadership to align hotel strategies with broader destination priorities and in-year performance goals.
- Revenue Management & Commercial Performance
- Retains primary ownership of hotel revenue management function, including pricing, inventory, and yield strategies to maximize total revenue performance.
- Partners with Pricing and Commercial Product teams to inform offer structure, packaging, and bundling (e.g., hotel + ticket products).
- Establishes performance targets and monitors KPIs across segments, channels, and properties, driving continuous optimization.
- Integration Across the Guest Journey
- Ensures each hotel brand maintains a distinct and compelling market position while contributing to the overall destination value proposition.
- Ensures hotels are fully integrated into the end-to-end guest journey from awareness and planning through booking, stay, and return.
- Partners with technology, commerce, marketing activation, and JV teams to enable seamless booking, merchandising, and cross-sell/upsell opportunities across direct and third‑party channels.
- Drives alignment between hotel communications and the broader omnichannel ecosystem to deliver a consistent and connected guest experience.
- Joint Venture Partnership & Stakeholder Leadership
- Serves as the senior commercial liaison to Loews Hotels & Co., including executive-level engagement with Loews leadership and on-property operations teams.
- Co-develops joint strategies to optimize performance across the hotel portfolio while respecting JV governance and operating structures.
- Represents hotel commercial priorities within UDX senior leadership forums and ensures alignment across internal and external stakeholders.
- Commercial Programs & Growth Initiatives
- Identifies and leads growth initiatives that drive incremental demand, including new packages, partnerships, and market-specific strategies.
- Supports the integration of new experiences, events, and commercial products into hotel offerings to enhance value and drive conversion.
- Collaborates with New Ventures and Product Strategy teams to ensure scalability and repeatability of new initiatives.
- Data, Insights & Continuous Improvement
- Leverages data, analytics, and market insights to inform strategy, optimize performance, and anticipate shifts in demand.
- Establishes a test-and-learn agenda to continuously improve pricing, offers, channel mix, and guest engagement strategies.
- Monitors macroeconomic, competitive, and travel industry trends to proactively adjust strategies.
- Team Leadership & Culture
- Leads and develops a high-performing commercial team across marketing, sales, and revenue management functions.
- Fosters a culture of accountability, collaboration, and continuous improvement.
- Maintains strong team engagement and satisfaction outcomes.
- Environmental, Health & Safety
- Understands and actively participates in Environmental, Health & Safety responsibilities by following established UO policy, procedures, training, and team member involvement activities.
- Performs other duties as assigned.
EDUCATION
- Bachelor’s degree in Marketing, Business, Communications, or related field required
- MBA or equivalent advanced degree preferred
EXPERIENCE
- 10+ years of experience in hotel commercial strategy, sales, marketing, and/or revenue management.
- Experience managing multi-property hotel portfolios and leading cross-functional teams.
- Demonstrated success driving revenue growth through integrated commercial strategies.
- Experience working within or alongside joint venture or partnership structures preferred.
Competitive compensation package provided.
Universal is an equal opportunity employer. EOE.
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