Commercial Director

Job Title: Commercial Director

Job Purpose:

The Commercial Director is responsible for developing and executing a comprehensive commercial strategy to maximize total revenue, profit performance, and market share penetration for the hotel across all segments and channels in the EMEA region. This role involves leading various departments and teams, optimizing revenue streams, and ensuring alignment with Hilton’s standards and objectives.

Key Responsibilities:

1. Strategy Development and Execution:
- Develop and implement a commercial strategy covering all revenue streams, including Rooms, Meetings, Catering & Events (GC&E), F&B, Leisure, and Spa.
- Drive planning and execution of the commercial strategy in collaboration with Revenue Management, Sales, Catering, Marketing, eCommerce, and Public Relations teams.
- Ensure all systems and tools are utilized effectively to optimize revenue from all available space.

2. Revenue Management:
- Directly accountable for achieving budgeted revenues across all revenue streams by implementing strategic business plans.
- Collaborate with the GM, Finance, and Operations Director to maximize profits in line with TGOP and EBITDA targets.

3. Pricing and Rate Strategies:
- Develop and implement pricing and rate quotation strategies to maximize sales and catering opportunities.
- Support the Revenue Manager and RMCC in establishing optimal pricing strategies and validating forecasts.

4. Stakeholder Management:
- Build and maintain strong relationships with stakeholders, owners, hotel teams, and Hilton support teams to enhance commercial benefits.
- Liaise with the VP of Operations and present commercial strategies to the Regional Team and key stakeholders.

5. Marketing and Public Relations:
- Support hotel-level marketing, sales, and public relations activities in coordination with the regional support and brand teams.
- Keep abreast of market trends and adjust strategies accordingly to meet evolving market conditions.

6. Team Leadership and Development:
- Lead, coach, and develop the commercial team, ensuring effective performance management and development of team members.
- Recruit and retain talent, managing performance based on agreed KPIs.

7. Compliance and Standards:
- Ensure adherence to Hilton brand standards and corporate identity.
- Utilize all communication tools effectively as guided by regional marketing and BPS.

Desired Candidate Profile:

Experience and Skills:

- Minimum:
- 3+ years of experience in the hospitality/travel industry in a revenue-generating or commercial services role.
- 3+ years of experience presenting sales plans and strategies to senior executives and stakeholder groups.
- 3+ years of experience working in a collaborative/matrixed environment.
- 3+ years of experience using departmental financial data to make strategic decisions.
- 3+ years of experience in managing a sales or commercial team.
- Fluent in English.

- Preferred:
- 3+ years of experience in a multi-complex hotel or travel industry environment.
- Experience in various disciplines including Marketing, eCommerce, and Finance.
- Proficiency in a local language is a strong advantage.