HOD of E-Commerce K Club Group

As K-Club Group continues to expand its villa portfolio in Bali, we are looking for an experienced and commercially driven Head of Department – Revenue & E-Commerce to lead our Revenue & E-Commerce team.

We are seeking a strategic leader with strong experience in hospitality revenue management, villa or hotel distribution, and e-commerce, particularly across Airbnb and other major OTA platforms. This is a senior leadership role responsible for developing and executing revenue strategies that maximise occupancy, ADR, RevPAR and overall profitability across K-Club Group's managed villa portfolio.

Your Role

As the Head of Department, you will lead the Revenue & E-Commerce function and be responsible for the overall commercial performance of the villa portfolio.

You will develop revenue and distribution strategies, lead the team, monitor portfolio performance, and work closely with Sales, Reservations, Operations and Finance to drive sustainable revenue growth.

Key Responsibilities

Revenue Strategy & Commercial Performance

• Develop and implement the overall Revenue & E-Commerce strategy for K-Club Group's villa portfolio.
• Set pricing, positioning and distribution strategies based on demand, seasonality, booking pace and market conditions.
• Drive improvements in occupancy, ADR, RevPAR, average booking value and overall revenue performance.
• Establish revenue targets, budgets and performance benchmarks for the portfolio.
• Analyse market trends and identify opportunities for revenue growth and profitability.
• Develop strategies for high-demand, low-demand, peak, shoulder and last-minute periods.

E-Commerce & Distribution

• Oversee the performance and optimisation of villa listings across Airbnb and other major OTA channels.
• Ensure effective channel distribution, rate parity, inventory accuracy and availability.
• Lead strategies for promotions, minimum stays, last-minute sales and other conversion initiatives.
• Oversee listing content, positioning, pricing presentation and digital merchandising to maximise conversion.
• Evaluate channel performance and identify opportunities to improve distribution and revenue contribution.
• Ensure effective utilisation of PMS, channel management and dynamic pricing systems.

Portfolio Performance

• Monitor and evaluate revenue performance across individual properties and the overall portfolio.
• Identify underperforming properties and implement corrective revenue strategies.
• Conduct regular competitor, market and demand analysis.
• Monitor key performance indicators including occupancy, ADR, RevPAR, booking lead time, cancellation trends and revenue contribution.
• Prepare regular revenue and commercial performance reports for senior management.
• Provide strategic recommendations based on data and market insights.

Leadership & Team Management

• Lead, manage and develop the Revenue & E-Commerce team.
• Establish clear KPIs, targets and performance expectations for the department.
• Coach team members and build strong commercial and analytical capabilities within the team.
• Review departmental performance and ensure effective execution of revenue strategies.
• Establish efficient workflows, processes and standards across the department.
• Foster collaboration between Revenue, E-Commerce, Reservations, Sales, Operations and Finance.

Cross-Department Collaboration

• Work closely with the Sales and Operations teams to align commercial strategies with business objectives.
• Collaborate with Reservations to optimise booking conversion and revenue opportunities.
• Partner with Finance on forecasting, budgeting and financial performance analysis.
• Support senior management with commercial insights and recommendations for portfolio growth.
• Contribute to the strategic planning and expansion of K-Club Group's managed villa portfolio.

Who We're Looking For

• Proven experience in a senior Revenue Management, E-Commerce, Commercial or Distribution leadership role within villas, hotels or hospitality.
• Strong hands-on experience with Airbnb and other major OTA platforms.
• Strong understanding of dynamic pricing, revenue optimisation and hospitality distribution.
• Demonstrated ability to develop and execute commercial and revenue strategies.
• Experience managing and developing a team.
• Strong analytical and financial mindset with the ability to translate data into commercial actions.
• Comfortable managing multiple properties and complex distribution channels simultaneously.
• Strong leadership, communication and decision-making skills.
• Fluent in both Bahasa Indonesia and English, written and spoken.
• Experience with PMS, channel management and dynamic pricing systems.
• Good knowledge of the Bali villa and hospitality market is highly desirable.

Compensation

IDR 20,000,000 – 40,000,000 per month, depending on experience, qualifications, leadership capability and suitability for the role.

We Offer

This is an opportunity to join an established and growing Revenue & E-Commerce team within K-Club Group and play an important role in the continued expansion of our Bali villa management portfolio.

The position offers direct exposure to revenue strategy, distribution and portfolio growth, with opportunities to develop alongside the Group.