Commercial Director - South Asia

Description

The Commercial Director will play a pivotal role in delivering market leading commercial performance across the South Asia region, leading efforts to optimize total revenue for owned and managed properties. Reporting directly to the VP and Commercial Director, South Asia, you will lead the South Asia Revenue Management Team (non-Revenue Management Consolidated Centre (RMCC) hotels) and be accountable for developing and executing the regional commercial strategy to maximum revenues over short, medium and long term.

In this role, you will lead and drive relentless focus on delivering commercial targets, effective market entry for new hotel openings and growing market share across South Asia. You must possess strong analytical skills, have experience in navigating business challenges, developing strong stakeholders’ relationships, and a deep understanding of revenue optimization strategies in comparative hotel chains.

HOW YOU WILL MAKE AN IMPACT

Your role is important and below are some of the fundamental job duties that make your work unique.

Business Acumen

• Support hotel openings from a commercial perspective to make full use of the Hilton’s Commercial centralised solutions, tools and levers including RMCC, ResMax, Meetings Simplified
• Translate organisational goals and priorities to performance standards for South Asia Commercial Services team
• Lead dialogues with other Commercial functions and operations to plan and implement segment and channel strategies and tactics to maximize revenue, including an integrated South Asia commercial performance plan
• Lead and ensure the South Asia forecast is our most accurate view of the future based on current and anticipated trends, in partnership with relevant teams and leaders
• Partner with regional operations leaders to act as the commercial arm of their business

Setting Strategy

• Responsible for the creation of short, medium and long term commercial strategies and plans to deliver sustained above market top line performance across South Asia
• Communicate performance clearly against our strategies and initiatives
• Gain senior stakeholder buy-in and support for relevant strategies and key initiatives required to deliver the strategies
• Lead strategic planning across the Commercial Services team in South Asia to advance company goals while ensuring the communication of key messages to internal and external stakeholders

Executing for Results

• Ensure the Commercial team in South Asia is integrated in its approach to increasing RevPAR and RGI
• Together with the respective Commercial heads in APAC and Global Functional Heads, collaborate with the above property Sales and Marketing and eCommerce teams to maximise support and optimise results 
• Ensure all commercial initiatives are planned adequately and managed properly through to delivery

Leading Teams

• Lead through an enterprise mindset, maximising the network to effectively communicate both regional and above property commercial support
• Maintain and develop talent across South Asia on property and above property to ensure the highest level of performance is achieved as well as planning for future succession

Distribution Leadership

• Lead the execution of distribution strategies that drive digital third-party demand, revenues, and optimal business mix, in line with Hilton’s overall distribution strategies and commercial objectives
• Work with the APAC Distribution Leader to support, align and execute distribution tactics across the region

Transition to RMCC

• Oversee the transition from an on-property / revenue management clusters to a centralized RMCC within a defined timeline
• Post-transition, focus on enhancing overall commercial performance of the South Asia estate, driving higher revenues, leveraging Hilton’s systems, and ensuring sustained performance across owned and managed estate

Building Relationship and Using Influence

• Develop strong relationships with key Commercial Partners across South Asia and APAC, and further strengthen commercial performance
• Maintain strategic alliances with Global Database Management, Hilton Reservations and Customer Care (HRCC), Distribution and Channel Management, and other important Distribution centres
• Attend property visits, corporate and ownership meetings as needed, budget and forecast reviews

Requirements

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Degree level qualification or equivalent relevant experience
• 10 years of experience in a related field
• 6 years of management or supervisory experience
• Strong relationship building skills and experienced working in a matrix organisation
• Dedication, passion, and in-depth knowledge of the lodging business or similar industry
• Strategic thinker while translating financial goals into operational plans
• Ability to address day-to-day business challenges and develop long-term strategies
• Experience in leading teams and managing commercial initiatives across multiple properties and markets
• Familiarity with distribution strategies, digital demand channels, and revenue optimization tools and systems
• Dynamic, innovative and creative in finding business solutions
• Exceptional communication and leadership skills, with experience working cross-functionally and regionally
• Excellent presentation, public speaking skills; written and communication skills
• Strong South Asia business experience
• Capable of working in an environment where skillsets and experience can often fall short
• Around 30% of travel

WHAT IT IS LIKE WORKING FOR HILTON

Hilton, the #1 World’s Best Workplace, is 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!