Director of Commercial Sales

About KAIA Koh Phangan

KAIA Koh Phangan is an ultra-luxury beachfront resort on the northeastern coast of Koh Phangan, Thailand. It is the island's first high-end tented resort, offering immersive outdoor hospitality in a natural setting with ocean views and sustainable design.

About the Role

We are seeking an experienced Director of Commercial to lead the resort's commercial strategy and performance across the pre-opening and operational phases, combining strategic sales leadership with hands-on revenue management to drive sustainable topline growth in alignment with KAIA's brand positioning.

Key Responsibilities

1. Pre-opening

• Lead the development and execution of the pre-opening commercial plan, including target markets, segments, rate strategy, launch promotions, and sales activities.
• Design the rate and product architecture from day one, including BAR structure, packages, minimum stays, promotions, and experiences.
• Set up and configure distribution channels and systems (PMS, RMS/BI tools, CRS/booking engine, channel manager, OTAs, GDS).
• Collaborate on brand launch activities, including website content, photography and video briefs, storytelling, and campaign calendars.
• Identify and contract key commercial partners (luxury travel advisors, DMCs, experiential travel platforms, high-end OTAs).
• Establish commercial reporting frameworks and dashboards to support forecasting and performance tracking.
• Support cross-functional pre-opening activities where required.

2. Resort Operations

Sales, Partnerships & Market Development

• Develop and execute the annual sales and marketing action plan aligned with budget and brand strategy.
• Identify and grow key and niche markets, including experiential travel, eco-tourism, retreats, small groups, and high-net-worth travelers.
• Build and manage domestic and international partnerships, including key account management and joint business planning.
• Represent the resort at trade shows, roadshows, sales missions, and host familiarization trips.
• Oversee the full sales cycle, ensuring alignment with brand and digital campaigns.

Revenue Management & Distribution

• Own the revenue management strategy across all applicable revenue streams.
• Oversee pricing, yield, inventory, and channel allocation, ensuring rate integrity across all channels.
• Lead regular revenue meetings, providing performance analysis and tactical recommendations.
• Develop accurate forecasts and budgets, monitor channel mix and distribution costs, and conduct competitive analysis.
• Ensure effective use of CRM and BI tools to support data-driven decisions.

Reservations & Commercial Operations

• Oversee the Reservations function, ensuring high standards of enquiry handling, conversion, upselling, and service quality.
• Establish and monitor KPIs for Reservations and Sales.
• Ensure all commercial SOPs and LSOPs are documented, implemented, and continuously improved to support a seamless guest journey.

Leadership & Reporting

• Lead, coach, and develop a high-performing commercial team.
• Collaborate closely with the Resort Manager, Head of Brand, ExCom, Finance, and key stakeholders.
• Prepare and present monthly, quarterly, and annual commercial performance reports.
• Act as a brand ambassador, ensuring commercial decisions support both financial performance and brand integrity.

Education

• Bachelor's degree in Business, Hospitality Management, Tourism, or related field.

Experience

• 7–10 years experience in sales and/or revenue management within luxury hospitality. 3–5 years at leadership or director level.
• Proven success in revenue optimization and sales growth, ideally in experiential or non-traditional hospitality.
• Pre-opening experience is a strong advantage.

Skills

• Strong expertise in revenue management systems, PMS, CRM/BI tools, channel managers, and distribution platforms.
• Excellent analytical skills with the ability to translate data into actionable strategies.
• Strong leadership, negotiation, and relationship-building skills.
• Proven ability to develop partnerships in niche and luxury travel markets.
• Excellent communication skills in Thai and English.

Personal Attributes

• Passion for nature, outdoor, and experiential travel.
• Entrepreneurial, hands-on, and comfortable in a pre-opening environment.
• Strategic yet pragmatic, with a balance of long-term positioning and short-term results.
• Collaborative, resilient, and aligned with KAIA's values of creativity, sustainability, and community.