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Commercial Manager

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Hilton

8d ago

  • Job
    Full-time
    Mid Level
  • Sales & Business Development
    Marketing
  • Dubai

AI generated summary

  • You need 3+ years in hospitality sales, presenting to executives, collaborative work, financial analysis, identifying business opportunities, managing teams, and knowledge of marketing, e-commerce, and finance.
  • You will develop and execute commercial strategies, drive revenue growth, manage team performance, foster stakeholder relationships, and adapt to market trends to maximize hotel profitability.

Requirements

  • Minimum of 3+ year’s 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+ 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
  • Fluent in English
  • 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

Responsibilities

  • The Commercial Manager 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, through working effectively with area support teams. F&B commercial activities will be shared responsibilities with the F&B Manager and General Manager.
  • 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 Hilton Sales 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 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 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. 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 and Finance 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 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, 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.

FAQs

What is the main responsibility of a Commercial Manager at Hilton?

The main responsibility of a Commercial Manager at Hilton is to develop a commercial strategy covering all segments and channels to maximize total revenue and profit performance as well as market share penetration of the hotel.

Which teams does the Commercial Manager work with?

The Commercial Manager works effectively with the Revenue Management team, Sales, Catering and Events, Marketing, eCommerce, and Public Relations teams, as well as area support teams.

What are the key goals for the Commercial Manager?

The key goals for the Commercial Manager include driving the Top line Budget and Forecast, maximizing profits in line with TGOP and EBITDA targets, and ensuring all pricing and rate quotation strategies are in place.

What experience is required for this role?

A minimum of 3+ years in a hospitality/travel industry experience in a revenue-generating or commercial services role is required, along with experience presenting sales plans to senior executives.

Is fluency in any language required for this role?

Yes, fluency in English is required, and knowledge of a local language would be advantageous.

What skills are important for a successful Commercial Manager?

Important skills include the ability to evaluate and identify business opportunities, manage a sales or commercial team, and work collaboratively in a matrixed environment.

Will the Commercial Manager engage with external stakeholders?

Yes, the Commercial Manager will develop and maintain strong relationships with stakeholders, owners, hotel teams, and Hilton matrix support teams to ensure commercial benefits.

What is the work environment like at Hilton?

The work environment at Hilton is centered around delivering exceptional guest experiences, with a focus on teamwork and a commitment to the brand's vision "to fill the earth with the light and warmth of hospitality."

Are there opportunities for career development in this role?

Yes, the Commercial Manager will lead, coach, develop, recruit, and retain future talents, as well as manage performance and evaluate team members on agreed KPIs.

What is the significance of F&B commercial activities in this role?

F&B commercial activities are shared responsibilities with the F&B Manager and General Manager, highlighting the importance of collaborating across departments to drive revenue.

An official account for Hilton, a leading global hospitality company filling the earth with light & warmth since 1919.

Travel & Leisure
Industry
10,001+
Employees
1919
Founded Year

Mission & Purpose

Hilton is a global hospitality company that operates a chain of hotels and resorts worldwide. They provide accommodation and services for travellers and guests, offering a range of options from luxury to budget-friendly hotels. Hilton's ultimate mission is to be the most hospitable company in the world, aiming to deliver exceptional guest experiences and create memorable moments for their customers. Their purpose is to provide a welcoming and comfortable environment where guests can relax, enjoy their stay, and feel cared for during their travels. They strive to offer consistent quality across their properties, with a focus on outstanding service, amenities, and personalised experiences to ensure guests feel valued and satisfied.

Benefits

  • Health & Welfare Benefit Plans

  • Retirement Savings Program

  • Mental Wellness Support

  • Flexible Schedules

  • Access to your pay when you need it ​​​​​​​through DailyPay