The 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.
What will I be doing?
The Commercial Director will drive the planning and execution of the commercial strategy and activity through supporting the Revenue Management team, Sales, Catering & Events, Marketing, eCommerce and Public Relations teams, working effectively with area support teams. F&B commercial activities will be a shared responsibility with the F&B Manager, Director of Operations, Area Brazil GM and the Commercial Director.
They act as a role model for the commercial community within the owned and managed portfolio, develop teams and individuals in these functions, and serve as a key business partner to the Hotel General Manager, supporting hotels in deriving the most value from Hilton Sales teams. The role seizes opportunities through strong customer relations and works as an ambassador for the company with owners and key stakeholders.
The Commercial Director 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 revenue from all available space, whether in Rooms, Meeting Space, outlets or other revenue departments. The role drives overall results, gaining an unfair share through disciplined execution of commercial activities.
A Commercial Director will lead, coach, develop, recruit and retain future talents, manage performance, develop and evaluate commercial team members on agreed KPIs, and work as part of a 4D structure on the property.
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 at least the budgeted revenues across all revenue streams, including Rooms, GC&E, F&B, Leisure and Spa, with 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 various on‑property, RDOS’s, and area marketing teams in coordinating hotel‑level marketing, sales and public relations activities, liaising with regional support and brand teams to maximize 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, Hilton matrix support teams to ensure commercial benefits of the hotel.
Liaise with VP of Operations, present commercial strategies to 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 evolving market conditions.
Participate in the leadership activity of the Hotel and Region.
What are we looking for?
Minimum of 3+ years hospitality/travel industry experience in a revenue‑generating or commercial services role.
Minimum of 3+ years experience presenting sales plans, presentations, etc. to senior‑level executives and constituent groups.
3+ years experience working in a collaborative/matrix environment.
3+ years working with departmental financial data to make strategic/tactical decisions.
3+ years experience evaluating and identifying business opportunities for a business.
At least 3 years of experience managing a sales or commercial team.
Fluent in English.
It would be advantageous 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, 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 more than a century, Hilton has offered business and leisure travellers 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!
Work Locations
Hilton Copacabana Rio de Janeiro
Schedule
Full‑time
Brand
Hilton Hotels & Resorts
Job
Sales
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