International Commercial Director

Job Description – Commercial Manager (HOT0C60I)

Commercial Manager (Job Number: HOT0C60I)

The Commercial Manager, O&M EMEA is responsible for developing a commercial strategy covering all segments and channels to maximize total revenue and profit performance as well as market share penetration of the hotel in EMEA.

This role will drive the planning and execution of the commercial strategy and activity through supporting the Revenue management team, Sales, Catering and Events, Marketing, eCommerce and Public Relations teams, and working effectively with area support teams. F&B commercial activities will be shared responsibilities with the F&B Manager, Director of Operations and GM.

The Commercial Manager is a role model for the commercial community within the owned and managed portfolio in EMEA, and develops teams and individuals in these functions whilst being a Key business partner to the Hotel General Manager. They support hotels in deriving the most value from HiltonSales teams. The Commercial Manager’s role is key to seize new opportunities through strong customer relations and works as an Ambassador for the company with our Owners and Key Stakeholders.

The role ensures that commercial management strategies are set for all revenue streams and that all systems are used to their full potential to yield the highest possible amount of revenue from all available space, whether in Rooms, Meeting Space, outlets or other revenue departments. Driving overall FMS results gaining an Unfair share through a disciplined execution of commercial activities.

A Commercial Manager will lead, coach, develop, recruit and retain future talents. He/she will manage performance, develop and evaluate the commercial team members on the agreed KPI’s, whilst working effectively as part of a 4D structure on property. Specifically, a Commercial Manager will perform the following tasks to the highest standards:

Directly accountable for driving the Top line Budget and Forecast by implementing a commercial strategy and business plan through to execution using the Hilton Commercial Focus process and all available business tools and intelligence available. All Rooms, GC&E, F&B, Leisure and Spa with a control on cost of sale, route to market, channel shift and marketing / Ecommerce opportunities.

Work with the GM, Finance and Operations Director to ensure profits are maximized in line with TGOP and EBITDA targets set.

Ensure Business Review Guidelines (current to +5 years) all Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of sales and catering opportunities and achieve positive group market share.

Support various On Property, RDOS’s, and Area Marketing teams in coordinating hotel level marketing, sales and public relations activities. Liaise with regional support and brand teams to provide maximum benefit to hotel performance.

Support the Cluster Revenue Managers/On Property Revenue Manager and RMCC to establish an optimal mix, review and validate forecasts, develop strategies for different demand periods, and review and approve retail and group pricing strategies.

Develop and maintain strong relationships with all stakeholders, owners, hotel teams, Hiltonmatrix support teams to ensure commercial benefits of the hotel.

Liaise with VP of Operations, presents commercial strategies to Regional Team and key stakeholders.

Consistently conforms to Hilton brand standards and corporate identity and utilizes all communication tools (under the guidance of regional marketing and BPS).

Keeps in touch with Market trends and review/amend strategies accordingly in line with the evolving market conditions.

Participate in the leadership activity of the Hotel and Region.

A Commercial Manager serving Hilton brands is always working on behalf of our Guests and working with other Team Members. Minimum of 3 years 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 years working with departmental financial data to make strategic/tactical decisions.
• At least 3 years of experience managing a sales or commercial team.

3 years working in a multi-complex hotel/travel industry environment.

• Experience in multiple disciplines with knowledge of Marketing, E-commerce, and Finance.
• Local language, strong attribute to have.

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands.