Senior Commercial Director, Full Service

Description

***This role is based at our corporate office in McLean, VA, or Remote***

Hilton’s Commercial Services organization is comprised of over 5,000 team members driving our sales, revenue management, customer experience, distribution, marketing, call center, and analytics functions. These functions are the core of Hilton’s “commercial engine” and are key to Hilton’s ability to drive profitable growth.

What will I be doing?

The Commercial Director, Full Service delivers market leading commercial performance across the Full-Service brands. Reporting to the Vice President & Commercial Director, Brand and Franchise, you will develop and execute a commercial strategy and supporting tactics that achieve the revenue and market share targets of the brands over the short, medium, and long term. You will lead and drive relentless focus on maximizing revenue and market share across the brands and all segments of the business.

Your responsibilities will also include:

• Consistently demonstrate the capacity and desire to understand the key drivers of the category’s commercial performance across all internal functions and external factors.
• Establish brand performance targets in partnership with Analytics, Revenue Management, and brand leadership to guide the commercial strategy.
• Maintain knowledge of current industry trends, brand strengths, and competitive threats; actively design strategies to lean into potential positive impacts and to counter negative impacts, while memorializing results.
• Develop and maintain a forward-looking view of performance and establish a process for understanding and communicating future commercial risk and opportunity across each brand.
• Lead the commercial strategy from planning through to execution using the Commercial Focus process ensuring all commercial initiatives are planned adequately and managed through to delivery, including assessing impact.
• Champion a cross-functional team of commercial leaders ensuring transparency, relevance, and timeliness of articulating commercial performance targets, potential gaps (strengths & weaknesses), and commercial strategy plan progress.
• Sequentially communicate and report out performance needs and performance plans.

How you will collaborate with others:

• Partner with the global brand heads and serve as the commercial leader of the Full Service category.
• Advocate unique Full Service specificity (i.e. dependency on Group) among all commercial functions, tapping into new markets, clients, and partners for demand generation and overall performance.
• Establish and maintain close collaborative relationships among Revenue Management, Sales, Distribution, Loyalty, Marketing, Brand, BPS, and other functional leaders in support of the category commercial strategies to connect the performance needs of the hotels with the performance drivers within each functional area.
• Maintain excellent relationships and ensure coordination with commercial platforms to support the brand category including RMCC, LMS, ResMax, HWS, Hilton Direct, RM & Sales Solutions, MicroStrategy, etc.
• You will attend brand and owner conferences, and other meetings to share the commercial strategy.

What initiatives you will take ownership of:

• Lead Brand Commercial Connect, Category Commercial Focus, owner and management company meetings commercial content and actively participate in other performance meetings.
• Accountable for performance reporting for Full Service hotels (i.e. status callouts).
• Accountable for commercial activity reporting for Full Service hotels (i.e. response plans).
• Create short, medium, and long-term commercial strategies and plans to deliver sustained above market revenue and market share performance across the brands, through a partnership with brand and commercial leadership.

Requirements

What are we looking for?

To fulfill this role successfully, you must possess the following minimum qualifications and experience:

• Minimum Years of Experience: 7-10 years in revenue management, sales, marketing, distribution, or analytical roles
• Management Experience (type): Director
• Minimum Years of Management Experience:  4
• Additional Requirements: Ability to travel on short notice and to schedule changes. There is potential for significant travel (40% )
• Five (5) years cross-functional experience in hotel management, or related industry, essential.  Cross-brand or product line experience
• Highly professional presentations and communication (oral and written) skills
• Proficiency with standard Microsoft Office tools
• Ability to perform critical analysis

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

• Education: BA/BS/Bachelor’s Degree and/or MA/MS/Master’s Degree
• Minimum Years of Experience: 10 in revenue management, sales, marketing, distribution or analytical role
• Management Experience (type): Director
• Minimum Years of Management Experience:  7
• Experience with business strategy, business planning, and business plan development.
• Experience in large matrix organizations.
• Hilton Worldwide software programs preferred

What is it like working for Hilton?

Hilton is proud to support the mental and physical wellbeing of all Team Members so they can Thrive personally and professionally in a diverse and inclusive environment, thanks to our benefits such as the Go Hilton travel program, employee stock purchase program, and paid time off including parental leave.

The future of hospitality is bright at Hilton: a leading global hospitality company with a diverse portfolio of world-class brands. Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more than 100-year history. Hilton is proud to have an award-winning workplace culture, and we are consistently named among one of the World’s Best Workplaces. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton! 

It is the policy of Hilton to employ qualified persons without regard to color, race, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medication conditions), gender identity or gender expression, sexual orientation, marital status, military service, status as a protected veteran, disability, protected medical condition as defined by applicable law, genetic information, or any other protected group status as defined by and subject to applicable federal, state and local laws. Hilton’s commitment to equal employment opportunity supports the attraction and retention of a diverse workforce that will enhance our effectiveness in attracting Team Members, customers, corporate partners, and owners.

We provide reasonable accommodations to qualified persons with disabilities to perform the essential functions of the position and provide other benefits and privileges of employment in accordance with applicable law.  Please contact us if you require an accommodation during the application process.

Hilton offers its eligible team members a comprehensive benefits package including medical and prescription drug coverage, dental coverage, vision coverage, life insurance, short-and long-term disability insurance, access to our employee stock purchase plan (ESPP) where you can purchase Hilton shares at a 15 percent discount, a 401(k) savings plan, 20 days of paid time off accruing over your first year of employment and increasing up to 25 days after completing one year of full employment, up to 12 weeks of paid leave for birth parents and 4 weeks for non-birth parents, 10 paid holidays and 2 floating holidays throughout the year, up to 5 bereavement days, flexible spending accounts, a health savings account, an employee assistance program, access to a care coordination program (“Wellthy”),  a legal services program, an educational assistance program, adoption assistance, a backup childcare program, pre-tax commuter benefit and our travel discount. The annual salary range for this role is $165,000-$220,000 and is determined based on applicable and specialized experience and location. Subject to plan terms and conditions, you will be eligible to participate in the Hilton Annual Incentive (Bonus) Plan, and the Company's long-term incentive plan, consistent with other team members at the same level and/or position within the Company. #LI-REMOTE