Commercial Director

2 weeks ago

Baladīyat al Ghuwayrīyah, Qatar HILTON Full time


The Commercial Director is responsible fordeveloping a commercial strategy covering all segments and channelsto maximize total revenue and profit performance as well as marketshare penetration of the hotel.

What will I be doing? TheCommercial Director, is responsible for developing a commercialstrategy covering all segments and channels to maximize totalrevenue and profit performance as well as market share penetrationof the hotel in EMEA.

This role will drive the planning andexecution of the commercial strategy and activity throughsupporting the Revenue management team, Sales, Catering and Events,Marketing, eCommerce and Public Relations teams, through workingeffectively with area support teams.

F&B commercialactivities will be shared responsibilities with the F&BManager, Director of Operations, GM and the Commercial Director.

The Commercial Director is a role model for the commercialcommunity and develops teams and individuals in these functionswhilst being a Key business partner to the Hotel General Manager.

They support hotels in deriving the most value from Hilton Salesteams.

The Commercial Directors role is key to seize newopportunities through strong customer relations and works as anAmbassador for the company with our Owners and Key Stakeholders.

The role ensures that commercial management strategies are set forall revenue streams and that all systems are used to their fullpotential to yield the highest possible amount of revenue from allavailable space, whether in Rooms, Meeting Space, outlets or otherrevenue departments.

Driving overall FMS results gaining an Unfairshare through a disciplined execution of commercial activities. ACommercial Director will be lead, coach, develop, recruit andretain future talents.

He/she will manage performance, develop andevaluate the commercial team members on the agreed KPI's,whilst working effectively as part of a 4D structure on property.

Specifically, a Commercial Director will perform the followingtasks to the highest standards:

  • Directly accountable fordriving the Top line Budget and Forecast by implementing acommercial strategy and business plan through to execution usingthe Hilton Commercial Focus process and all available businesstools and intelligence available. Deliver as a minimum the budgetedrevenues across all revenue streams, To include but not limited;All Rooms, GC&E, F&B, Leisure and Spa with acontrol on cost of sale, route to market, channel shift andmarketing / Ecommerce opportunities.
  • Work with the GM,Finance and Operations Director to ensure profits are maximized inline with TGOP and EBITDA targets set.
  • Ensure BusinessReview Guidelines (current to + 5 years) all Pricing & RateQuotation Strategies are in place in order to maximize all pricingcomponents of sales and catering opportunities and achieve positivegroup market share.
  • Support various On Property,RDOS's, and Area Marketing teams in coordinating hotellevel marketing, sales and public relations activities. Liaise withregional support and brand teams to provide maximum benefit tohotel performance.
  • Support the Cluster RevenueManagers/On Property Revenue Manager and RMCC to establish anoptimal mix, review and validate forecasts, develop strategies fordifferent demand periods, and review and approve retail and grouppricing strategies.
  • Develop and maintain strongrelationships with all stakeholders, owners, hotel teams, Hiltonmatrix support teams to ensure commercial benefits of the hotel.
  • Presents commercial strategies to Regional Team and keystakeholders.
  • Consistently conforms to Hilton brandstandards and corporate identity and utilizes all communicationtools (under the guidance of regional marketing and BPS).
  • Keeps in touch with Market trends and review/amendstrategies accordingly in line with the evolving market conditions.
  • Participate in the leadership activity of the Hotel andRegion.

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