Commercial Manager
The Commercial Manager will develop and execute the commercial strategy that positions the hotel as the market leader within the defined competitive set, and execute all necessary pro-active and re-active sales, e-commerce, marketing & PR activities to meet and exceed the hotel's budget in regard to revenue generation and market share.
What will I be doing?
The Commercial Manager is responsible for developing and a commercial strategy covering all segments and channels to maximize total revenue and profit performance as well as market share penetration of the hotel.
Specifically, the Commercial Manager will perform the following tasks to the highest standards:
- Proactively lead all sales, reservations and marketing activities on property
- Be a great boss and role model for others with regards to brand-specific behaviours, self-confidence and can-do attitude
- Take ownership to interview, select, on-board, supervise, coach, and evaluate Commercial team members
- Plan and execute regular commercial & sales training opportunities for TMs and HODs
- Provide a positive work environment to Commercial & Sales Team Members that allows everyone to thrive and fulfil their potential
- Ensure that all Commercial & Sales TMs understand the purpose of their role and are equipped with the training and tools required to perform their duties at their best.
- Ensure regular & effective communication (e.g. Huddles) in own department to achieve / maintain a high level of trust & engagement
- Make use of the brand specific Recognition Calendar and plan / execute respective actions on a very regular basis within the own sales team and in the whole hotel.
- Ensure you and your team pro-actively support colleagues in operations departments during peak service hours (e.g. giving a helping hand in the restaurant at breakfast, clearing tables etc.).
- Personally spend at least 30 minutes every day, giving a helping hand to another department
- Support the overall management of the hotel by establishing effective working relationships with other depts. ensuring a high level of cross departmental collaboration
- Execute duties as assigned by the Chief Host and Regional Commercial Director
- Analyse competitor data, activities and pricing strategies, trends of business by market segment, channel and GOB, and performance of existing customers and use this advantageously to ensure Hampton by Hilton retains their fair share of wallet
- Develop the commercial strategy for the hotel and implement thoroughly taking into account market dynamics and changes as they arise. Monitor progress against plan and make accurate forecasts which are data driven.
- Schedule & execute detailed action plans to support the revenue generation in all segments and departments and ensure we retain positive market share year round
- Show and use the passion for your brand in all sales conversations and negotiations, whilst keeping the market and customer base up to date on all activities at the hotel.
- Actively manage key accounts across all segments whilst supporting the reservations team in their conversion efforts and customer centric approach.
- Explore and invest time on developing innovative approaches to generate revenue driving activities and campaigns across all revenue streams including F&D
- Ensure that all rates are loaded correctly in systems / channels and regular audit planning is in place to ensure digital health score remains positive and accurate
- Create, Develop and execute a robust marketing plan across all channels and platforms to ensure the hotels front facing persona and tactical offers are best in class and consistently include revenue driving activities across all areas of the business
- Ensure that the hotel is well positioned and marketed on internet and other distribution channels, liaising closely with eCommerce
- Facilitate regular sales training for Sales TMs and TMs from other departments to help drive revenue generating activities within the hotel and customer space
- Work committedly with RMCC (Revenue Management Consolidation Centre) to ensure optimised rates and occupancy in accordance with the demand and need periods of the hotels performance
- Monitor reservations activities on property as well as collaborate closely with HRCC to ensure enquiries through all channels are dealt with according to Hilton Standards and conversion scores are met efficiently to grow the business and gap fill as needed
- Participate in the leadership activity of the Hotel and Region.
What are we looking for?
A Commercial Manager serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:
- 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
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, 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 . 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!
