Commercial Director

Employment; Doha; On-site; QAR 300,000 - 600,000; Full time

Job summary

Hilton Worldwide in Doha seeks a senior Sales and Marketing leader to manage the pre-opening critical path and market plan, participate in ownership meetings and presentations, and coordinate communications for the property with brand management.

The role centers on revenue management, including rate development, group thresholds, space utilization, and market mix deployment guided by competitive data and demand analysis; it also oversees distribution channels and the catering sales strategy

Qualifications

• Four-year college degree preferred; MBA or advanced degree a plus.
• Substantial operations/sales leadership experience; 10+ years preferred.
• Proven ability to recruit, motivate and train sales teams.
• Experience in hotel industry and revenue objectives.

Responsibilities

• Manage pre-opening critical path and market plan.
• Participate in ownership meetings and presentations.
• Coordinate communications for the property with brand management.
• Develop revenue management plans and rate strategies.
• Optimize distribution channels and catering sales.
• Lead sales staff development, recruitment and training.
• Prepare reports on front office operations and guest feedback.
• Oversee cash handling and billing processes.

Skills

Sales leadership

Marketing strategy

Revenue management

People management

Communication & presentation

Education

Bachelor's degree in Business/Marketing

MBA or advanced degree

Job description

40% Sales and marketing

• Manage pre-opening critical path and preopening market plan.
• Participate in ownership meetings/presentations.
• Coordinate communications for property with brand management.

20% Revenue management

• Provide strategic revenue management plans within the hotel to include rate development, establishment of group thresholds, space utilization policy, deployment strategies through the review of competitive data, demand analysis and market mix management.
• Oversee and maximize revenue contribution from major distribution channels (HRW, CRO, GDS, Internet).
• Ensure effective utilization of Profit Pack and other utilized selective selling guidelines to maximize revenue contribution from all segments.
• Provide oversight for the catering sales strategies.

20% Human resources

• Oversee the management, training and career development of sales staff.
• Responsible for recruiting and identifying candidates for sales managerial positions.
• Within the framework of the local competitive marketplace recommend appropriate sales compensation.
• Active participation in continuing education to ensure further professional development.

10%

• Prepares and submits reports on front office operations, guest feedback, and any incidents.

5%

• Manages the front office cash handling and billing processes accurately.

Other

Regular attendance in conformance with standards, which may be established by Hilton Worldwide from time to time, is essential to the successful performance of this position. Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.
Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel.
This list of essential functions is not exhaustive and might be supplemented as necessary.

Supportive functions

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

• Participate in industry organizations.
• Maintain an open line of communication between guests, employees and management.
• Input and retrieve information from computer system for file maintenance, correspondence and preparation of forecasts and marketing input.
• Assist office in any other administrative duties as needed.

Other duties

Regular attendance in conformance with the standards, which may be established by Hilton Worldwide from time to time, is essential to the successful performance of this position.

Safety requirements

Personal protective equipment (PPE) may be required when performing work duties that may have the potential of risk to your health or safety. The hotel will provide the required PPE. Team members will be trained in the proper use and care of any assigned PPE. It is your responsibility to report defective, damaged or lost PPE, or equipment that does not fit properly, to your manager.

Organizational relationships

Positions directly reporting to this position (titles):

• Director of Sales
• Director of Marketing
• Director of GC&E
• All commercial team members

Specific job knowledge, skill and ability

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

• Ability to perform critical analysis.
• Ability to manage extensive amounts of information and provide constructive feedback/direction.
• Extensive knowledge of marketing, negotiating and sales procedures associated with the hotel industry.
• Excellent written skills sufficient to produce sales and marketing communication that properly reflects the Hilton Worldwide image.
• Excellent spoken and presentation skills.
• Considerable ability to listen effectively.
• Ability to work effectively both independently and as a team.
• Ability to delegate, manage and organize complex projects and establish priorities consistent with department/hotel objectives.
• Ability to effectively deal with department heads, customers and team members, some of whom will require high levels of patience, tact and diplomacy.
• Ability to manage multiple projects, meet and work effectively under time and resource constraints.
• Ability to effectively lead team of professionals.

Qualifying standards education

Four-year college degree preferred; additional/advanced degree coursework in business administration, marketing and communications a plus.

Experience

• Requires substantial operations/sales leadership experience; preferably 10 years or more.
• Comparable hotel size and scope experience preferred.
• Proven track record of successes in achieving revenue objectives.
• Proven ability to recruit, motivate and train sales team.

Grooming/uniforms

All employees must maintain a neat, clean and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained to you as a part of the orientation process.

Notice

Our hotels function seven days a week, twenty-four hours a day. In addition, this is a hospitality business and a hospitable service atmosphere must be projected at all times.