Cluster Commercial Director

Job Description

Job Number:

Cluster Commercial Director (HOT0B5U9)

Work Locations

Hilton Dubai Jumeirah P.O. Box 2431 Dubai

The Cluster Commercial Director 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, Events, Marketing, eCommerce, and Public Relations teams, working effectively with area support teams. F&B commercial activities will be shared responsibilities with the F&B Manager, Director of Operations, GM, and the Cluster Commercial Director.

The Cluster Commercial Director is a role model for the commercial community 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 Hilton Sales teams. The Cluster Commercial Director's role is key to seizing 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 Cluster Commercial Director will lead, coach, develop, recruit and retain future talents. He/she will manage performance, develop, and evaluate the commercial team members on the agreed KPIs whilst working effectively as part of a 4D structure on property. Specifically, a Cluster Commercial Director 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. Deliver as a minimum the budgeted revenues across all revenue streams, including but not limited to: 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) and all Pricing & Rate Quotation Strategies are in place to maximize all pricing components of sales and catering opportunities and achieve positive group market share.
• Support the Cluster Revenue Managers 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, and Hilton matrix support teams to ensure commercial benefits of the hotel.
• Liaise with the VP of Operations, presenting commercial strategies to the Regional Team and key stakeholders.
• Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools (under the guidance of regional marketing and BPS).
• Keep 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.

What are we looking for?

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

• 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 of 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.

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:

• 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 is a strong attribute to have.

What will it be like to work for Hilton?

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. Our vision “to fill the earth with the light and warmth of hospitality” unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!