Cluster Commercial Director

You will be responsible for the following areas to the highest standards:

Commercial:

Develop the annual commercial strategy and budget and lead its execution through effective use of Hilton’s Commercial Focus process and relevant business intelligence tools.
Accountable for driving total revenue performance across all segments and channels while optimizing market share and cost of sale.
Partner with the Director of Operations, Revenue, Sales, Marketing and other key stakeholders to ensure commercial targets are met or exceeded across Rooms, Food & Drinks, Spa, Events and other revenue-generating departments.
Support the strategic planning of pricing and inventory management through collaboration with the centralized Revenue team.
Build and maintain strong relationships with key accounts, Hilton Worldwide Sales and business partners to create new opportunities and drive top-line results.
Monitor market trends, competitor activity and industry developments to identify strategic commercial opportunities and risks.
Actively represent the hotel in commercial reviews, area calls and stakeholder presentations including Regional and Owner updates.
Oversee and align local marketing, eCommerce and Public Relations activity with the hotel’s commercial vision in coordination with area and brand support teams.
Optimize the total commercial ecosystem across the cluster to balance individual hotel objectives with a cluster strategy with individualized deployment.

People:

Lead, coach and develop a high-performing commercial team across Sales, Conferences and Events, Marketing and Public Relations and Reservations functions.
Ensure succession planning and talent pipeline development for key commercial roles through active mentoring and performance management.
Act as a commercial role model for the hotel and wider EMEA Hilton community by sharing best practices and developing future leaders.
Establish a culture of accountability, collaboration and strategic thinking within the commercial team.
Ensure appropriate communication processes are established and superior team engagement is in place.
Be an active member of the hotel’s Executive Leadership Team, contributing to strategic direction and overall business success.

Operations:

Ensure all commercial systems and tools are used to their full potential and integrated into daily decision-making.
Collaborate with department heads to support business planning, execution and review of revenue-driving initiatives.
Review and approve sales contracts, proposals, pricing strategies and group business opportunities in alignment with forecast targets and revenue goals.
Support the delivery of on-brand messaging and positioning across all digital and offline channels.
Ensure the commercial strategy reflects guest expectations and brand standards while driving profitability.
Deliver the hotel’s commercial revenue budget and support the Cluster General Manager and Finance team in achieving TGOP and EBITDA targets.
Forecast and manage marketing, sales and business development expenses within approved budgets.
Monitor return on investment of all commercial initiatives and optimize resource allocation for maximum impact.
Track and analyze business performance to proactively adjust strategies in alignment with financial goals.

Financial:

Deliver the hotel’s commercial revenue budget and support the Cluster General Manager and Finance team in achieving TGOP and EBITDA targets.
Forecast and manage marketing, sales and business development expenses within approved budgets.
Monitor return on investment of all commercial initiatives and optimize resource allocation for maximum impact.
Track and analyze business performance to proactively adjust strategies in alignment with financial goals.

Previous experience in a similar Commercial Director role within hotels in the UAE is essential.
Demonstrated experience and leadership capability to drive, inspire, and develop a team of highly experienced, high-performing leaders.
Proven ability to grow the business and build the trust of ownership and asset management.
Minimum of 3+ year’s hospitality/travel industry experience in a revenue-generating or commercial services leadership role.
Minimum of 3+ years of experience presenting strategic commercial plans to senior level executives and constituent groups.
Experience in multiple disciplines with knowledge of Marketing and E-commerce.
3+ years working with departmental financial data to make strategic/tactical decisions.
3+ years of experience evaluating and identifying business opportunities for a business.

See also