COMMERCIAL DIRECTOR RESPONSIBILITIES

The Commercial Director is responsible for developing and implementing a comprehensive commercial strategy across all segments and channels to maximize total revenue, profit performance, and market share penetration for the hotel.

KEY RESPONSIBILITIES:

1. Strategy Development and Execution:
   o Develop and execute the hotel’s commercial strategy, supporting Revenue Management, Sales, Catering and Events, Marketing, eCommerce, and Public Relations teams.
   o Collaborate with area support teams to ensure effective implementation.
   o Share F&B commercial activities with the F&B Manager, Director of Operations, and General Manager.
2. Leadership and Development:
   o Serve as a role model within the Hilton EMEA portfolio, developing teams and individuals in commercial functions.
   o Act as a key business partner to the Hotel General Manager, supporting hotels in maximizing value from Hilton Sales teams.
   o Lead, coach, develop, recruit, and retain future talents, managing performance and evaluating team members based on agreed KPIs.
3. Revenue Management:
   o Ensure commercial management strategies are set for all revenue streams, utilizing all systems to their full potential.
   o Drive overall FMS results through disciplined execution of commercial activities.
4. Financial Accountability:
   o Directly accountable for driving the top-line budget and forecast by implementing a commercial strategy and business plan.
   o Deliver budgeted revenues across all revenue streams, including rooms, GC&E, F&D, and Leisure, while controlling costs, market routes, channel shifts, and marketing/eCommerce opportunities.
   o Work with the GM, Finance, and Operations Director to maximize profits in line with TGOP and EBITDA targets.
5. Pricing and Market Strategy:
   o Ensure Business Review Guidelines and Pricing & Rate Quotation Strategies are in place to maximize sales and catering opportunities.
   o Support Cluster Revenue Managers/On Property Revenue Manager and RMCC in establishing optimal mix, reviewing forecasts, and developing strategies for different demand periods.
6. Stakeholder Relations:
   o Develop and maintain strong relationships with all stakeholders, including owners, hotel teams, and Hilton matrix support teams.
   o Liaise with the hotel General Manager to present commercial strategies to the Regional Leadership Team and key stakeholders.
7. Brand and Market Alignment:
   o Consistently conform to Hilton brand standards and corporate identity, utilizing all communication tools under the guidance of regional marketing and BPS.
   o Stay informed about market trends and adjust strategies accordingly.
8. Leadership Participation:
   o Participate in the leadership activities of the hotel and region.

A Commercial Director serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:

• Minimum of 5+ year’s hospitality/travel industry experience in a revenue generating or commercial services role.
• Minimum of 3+ years of experience presenting sales plans, presentations, etc. to senior level executives and constituent groups
• 3+ experience working in a collaborative/matrixed environment
• 3+ years working with departmental financial data to make strategic/tactical decisions
• 3+ years of experience evaluating and identifying business opportunities for a business
• At least 3 years of experience managing a sales or commercial team
• Fluent in Englis