Commercial Director

Roles and responsibilities

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 in Ras Al Khaimah and United Arab Emirates in general.

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, through working effectively.

A Commercial Director will be 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 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 available. Deliver as a minimum the budgeted revenues across all revenue streams, to include but not limited; 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 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 Revenue Manager and RMCC to stablish 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 the stakeholder, owner, hotel teams Hilton matrix support teams to ensure commercial benefits of the hotel.
• 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.

Desired candidate profile

A Commercial Director serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To excel in this role, you should exhibit the following attitude, behaviours, skills, and values:

• At least 3+ years of experience presenting sales strategies, plans, and presentations to senior-level executives and key stakeholders.
• Strong experience in Group, Convention, and Events is preferred
• 3+ experience working in a collaborative/matrixed environment
• Proven ability to analyze departmental financial data and make strategic and tactical decisions, with 3+ years of experience
• Demonstrated expertise in evaluating and identifying business opportunities for a company with at least 3+ years of experience
• A minimum of 3+ years of experience managing a sales or commercial team, serving as a Commercial Manager or Director (Head of Department)
• A strong team focus, fostering stability and unity within the team is crucial to ensure the alignment and drive strong performance across commercial department.
  
  

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

• Experience working in a luxury hotel environment
• Knowledge across multiple disciplines, including Marketing, E-commerce, and Finance
• Proficiency in European language is a highly valuable asset
• Willingness to relocate to Ras Al Khaimah