Commercial Director - Johannesburg

Commercial Director - Johannesburg

Recruiter

Headhunters

Job Ref

PE003672/DW

Date posted

Monday, July 20, 2026

Location

Johannesburg, South Africa

Salary

Monthly

SUMMARY

Our Client, an international brand, is seeking an experienced, commercially astute and strategic Commercial Director to lead and execute the company's commercial strategy across the South African market.

Reporting directly to the Managing Director, the Commercial Director will have overall responsibility for driving revenue growth, market share, customer acquisition, profitability and commercial performance across all sales and distribution channels.

The successful incumbent will provide strategic leadership across Sales, Marketing, Revenue Management, Trade Partnerships, Customer Experience and Commercial Operations, ensuring our client maintains its position as one of South Africa's leading premium travel brands.

This executive role requires an inspirational leader capable of balancing strategic thinking with operational excellence while developing high-performing teams and strengthening relationships with travel partners, key corporate clients and international stakeholders.

Note: Ideal experienced stems from the following sectors: Hospitality / Travel / Tourism / Cruises

POSITION INFO

Responsibilities: Commercial Strategy Develop and implement the South African commercial strategy aligned with global objectives. Identify new revenue opportunities and market expansion initiatives. Drive passenger growth and revenue performance. Analyse market trends, competitor activity and customer behaviour. Develop annual commercial business plans and budgets. Monitor performance against commercial KPIs. Revenue Growth Drive annual revenue and profitability targets. Maximise passenger yield across all itineraries. Develop pricing and promotional strategies. Oversee forecasting and demand planning. Work closely with global Revenue Management teams. Monitor booking trends and implement corrective actions. Sales Leadership Lead the national Sales division including: Trade Sales Key Account Management Corporate Sales Groups & Incentives Leisure Sales Business Development Responsibilities include : Developing sales strategies Setting annual sales budgets Managing sales performance Growing travel trade partnerships Identifying new distribution opportunities Negotiating strategic commercial agreements Leading national sales campaigns Marketing Leadership Provide strategic oversight of: Brand positioning Consumer marketing Digital marketing Social media PR and Communications Advertising campaigns Product launches Partnership marketing Customer acquisition initiatives Ensure all campaigns deliver measurable ROI. Travel Trade Relationships Develop and strengthen relationships with: Major travel agencies Independent travel consultants Tour operators Wholesale travel companies Corporate travel management companies Airline partners Tourism organisations Represent our client at: Industry events Trade shows Conferences Partner events Media launches Customer Experience Partner with Customer Services and Operations to: Improve guest satisfaction. Increase Net Promoter Scores (NPS). Enhance the customer journey. Improve customer retention. Reduce customer complaints. Deliver exceptional service standards. Commercial Analytics Analyse: Sales performance Revenue performance Booking trends Market share Customer demographics Campaign ROI Competitive activity Forecast accuracy Provide monthly commercial reports to Executive Management. Leadership Lead and inspire a high-performing commercial team by: Coaching and mentoring staff. Building leadership capability. Managing performance. Developing succession plans. Encouraging innovation. Driving accountability. Promoting collaboration. Stakeholder Management Develop strong relationships with: Global Commercial Teams Managing Director Executive Leadership Team Finance Operations Contact Centre Customer Care International Offices Travel Industry Partners Corporate Clients Key Performance Indicatosr (KPIs): The Commercial Director will be measured against: Revenue growth Passenger growth Market share Gross profit EBITDA contribution Occupancy performance Yield optimisation Sales target achievement Travel trade growth Customer satisfaction Marketing ROI Digital conversion rates Employee engagement Team performance Budget management Requirements: Qualifications Bachelor's Degree in: Business Management Commerce Marketing Economics Tourism Management Hospitality Management A postgraduate qualification (MBA, MCom or equivalent) would be highly advantageous. Experience Minimum 10-15 years' commercial leadership experience. At least 5 years in a senior executive commercial role. Proven experience leading large commercial teams. Strong strategic planning experience. Demonstrated success in driving revenue growth. Experience managing multimillion-rand budgets. Strong stakeholder management capability. Industry Experience Highly preferred experience within: Cruise Industry Travel & Tourism Hospitality Airlines Luxury Travel Leisure Destination Management Online Travel International Consumer Brands Technical Competencies Strong knowledge of: Commercial Strategy Revenue Management Sales Leadership Marketing Strategy CRM Digital Marketing Pricing Strategy Forecasting Business Intelligence Financial Analysis Market Research Contract Negotiation Customer Experience Management Advanced proficiency in: Microsoft Excel Microsoft Power BI CRM platforms ERP systems Sales Analytics tools Microsoft Office 365 Leadership Competencies The successful candidate will demonstrate: Strategic thinking Commercial acumen Executive presence Inspirational leadership Negotiation skills Decision-making ability Customer-centric mindset Financial acumen Innovation Change leadership Relationship building Emotional intelligence High integrity Resilience Results orientation Personal Attributes The ideal candidate will be: Highly driven and commercially focused. Analytical and data-driven. An exceptional communicator. Confident engaging with executive stakeholders. Passionate about customer experience. Innovative and entrepreneurial. Comfortable operating in a fast-paced international environment. Able to influence without authority. Highly organised with exceptional attention to detail. Travel Requirements National travel throughout South Africa. International travel to our clients regional and global offices. Attendance at trade events and conferences.