Commercial Director

JOB PURPOSE STATEMENT

Iconic 587-room Hilton Sydney is located steps from Town Hall station and the QVB Light Rail stop in the heart of Sydney’s CBD. Amongst our operations we are home to chefs hatted restaurant glass Brasserie, heritage listed Marble Bar and one of the largest Conferencing & Event spaces in Australia with over 4000 square metres of conferencing space.

As a senior leader in our flagship hotel, The Commercial Director will hold total responsibility for all business development activities, overseeing and directing all aspects of Sales, Conference and Event Sales, Revenue Management, Reservations, and Marketing & Communications. The Commercial Director will be responsible for strategies and activities aimed at obtaining the highest possible RevPar and yield for the hotel and requires exceptional commercial and revenue analysis acumen, presentation skills and stakeholder management.

RESPONSIBILITIES

Hotel Strategy & Management

• Lead all areas of the Commercial team to achieve relevant key indicators, including but not limited to - managing the hotel's continued profitability, ensuring the hotel's revenue and profit, team member and guest satisfaction
• Fully contribute to and drive the design of the hotel business strategy across Rooms, Conferencing & Events, and the hotel’s significant Food & Beverage Outlets – glass brasserie, Marble Bar, Zeta Bar, Café Cino, glass Breakfast, Executive Lounge, and Room Service
• Actively participate in the key management issues of the property (e.g. refurbishment, relaunch, training, customer service improvement campaigns)
• Actively support the hotel by providing advice, support and training in upselling and cross selling skills to Front Desk and F&B team members.
• Actively promote the generation of restaurant reservations with marketing
• Fully support, and take responsibility for, revenue driving initiatives in car park, laundry, telephone, in-room new/creative technology (movies, internet etc.) and business services
• Collaborate effectively with Hilton’s Regional Commercial team to maximize reach, conversion and performance

Revenue Management

• Responsible for analysing competitors’ activities and pricing strategy including an analysis of fair market share with five major competitors on a monthly and YTD basis
• Analyze rooms trends of business by market segment, channel and GOB – co-ordinate all activities to maintain and increase revenue through added business volume and increased rate
• In conjunction with the Revenue Manager, maximize occupancy and average rate through good inventory and yield management control
• Analyse performance of existing customers
• Schedule detailed action plans to support the Revenue Proposal for all sections of the business
• Identification of the capabilities of the hotel to serve new types of business and programming of hotel sales efforts to solicit those sources, profitably  
• Monitors production and profitability of sales packages
• Conferencing & Events – In conjunction with C&E sales leadership, establish strategy and procedure for:
  • • • Inquiry handling
      • Space control
      • Response rates
      • Occupancy statistics for all conference/banquet rooms
      • Inquiry conversion statistics and improvement when needed
      • Creation of Events to fill need periods
      • Reviews Menu pricing in all of F&B outlets
• Maintenance of Systems & Procedures - Maximise the use of systems and ensure maintained accuracy of all reservations and other data
• Ensure all rates are loaded with accurate completion of the database
• Maintain up to date knowledge of uses/applications of all sales and revenue management systems, including (but not limited to GRO and Delphi)
• Undertake all reviews of standards & procedures as necessary

Sales

• Develop key account management which increases Hilton’s market power and closer matches the way customers choose to buy for CORP, Leisure and MICE
• Develop the right account plans to repurpose teams to ensure that sales resources are mobilised to drive market share from Key Accounts with the highest potential, working with the above property cluster team.
• Ensure that Global Key Accounts active in the hotel are managed by the dedicated hotel sales manager
• Develop powerful personal relationships with decision makers and influencers within the top producing Sydney accounts
• Ensure that measurement systems are in place to track the production of all targeted accounts
• In conjunction with your Director of Sales, on an annual basis identify the key retention and acquisition accounts for each sales person
• Develop and manage appropriate travel manager/booker programs
• Meet agreed targets for C&E, Rooms, and F&B Outlets

Marketing & Public Relations

• Support on property marketing to activate, distribute and publicise the hotel on all relevant channels
• Measure the success of marketing spend across all channels
• Work closely with marketing to use forecast information to plan campaigns for forward months
• Manage, and review the effectiveness of all campaigns and promotions including but not limited to Food & Beverage, Hilton Honors and area promotions
• Execute the hotel’s public relations strategy
• Ensure that the hotel is well marketed on Internet and other distribution channels within agreed Hilton standards

Cash Management

• Daily credit check and follow-up, supervision of daily billings and filing
• Review and approve airline contracts and long-term billings
• Monitor daily credit card transmissions, reconciliation, chargeback’s and retrieval handling.  Sign off daily on all credit card credits processed
• Review A/R ageing daily, and monthly with Finance, to ensure timely collection calls, and account follow up to maintain ageing within acceptable limits
• Extend credit as agreed with Finance and ensure all accounts stay within pre-set credit limits
• Creates and update the Guest Credit Policy, Group/Event Credit Policy & Procedures annually or as needed
• Enforces credit policy daily and ensure all sales and convention team fully trained
• Reviews and approves credit applications and establishes accounts for clients
• Oversee reviews of all upcoming event groups to ensure proper credit established
• Reviews and approves G&T billing/credits

Budget & Fiscal

• Produces the annual Revenue Plan, S&M budgets and forecasts in conjunction with hotel and above property leadership teams
• Monthly review and approval of expenses

Team Culture

• • Ensure effective processes are in place for the recruitment, induction, training and development, and satisfaction of all Commercial team members
  • Address performance issues in a supportive, timely and decisive manner
  • In conjunction with Human Resources, support talent development and progression

Workplace Health & Safety

• This position is considered on Officer for the Company.
• The Commercial Director will be held personally accountable for the health & safety of their area of responsibility, including the provision of information, instruction, training and supervision provided to personnel under their control.
• Provide the necessary leadership to ensure the WHS and IM provisions of the WHSIM system are carried out at all times and to the stated standard.
• Take the necessary management actions and make decisions, consistent with the intention of the WHS policy.
• Develop and implement plans, procedures and actions to ensure WHS policy objectives and targets are met.
• Manage workplace injuries in accordance with the Return to Work policy and procedures, ensuring injured workers are effectively managed and an early return to the workplace is achieved
• Undertake workplace risk assessments in consultation with team members
• Ensure identified hazards are controlled in accordance with an established hierarchy of control and in a timely manner
• Ensure sufficient and suitable personal protective equipment is provided, suitably maintained and correctly used when required
• Monitor contractor WHS performance in area of responsibility
• Carry out workplace inspections, identifying potential or current hazards and ensure corrective actions are taken.

THE PERSON – QUALIFICATIONS, SKILLS AND EXPERIENCE

• Strong commercial acumen with in-depth market knowledge and a passion for driving top results and maximum performance
• Experienced in drafting and managing budgets/revenue proposals; analysing and forecasting results/market segments and rates
• Exceptional stake holder management skills to manage multiple stakeholder expectations including General Managers, Hilton leadership and Owners
• Strong financial acumen with excellent cost control and profit generating skills
• Passionate, innovative and hands on leader with a high guest focus and excellent attention to detail
• Knowledgeable of local and global market trends including political, economic and social issues
• Ability to inspire, coach, mentor and lead
• Excellent verbal and written communication skills
• At least 5 years of similar leadership experience in international hotel chains

WHAT WILL IT BE LIKE TO JOIN THE HILTON SYDNEY TEAM?

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. Joining this award winning Great Place to Work culture means:

• A competitive compensation package including annual bonus plan, health insurance, and on-site car parking
• A complimentary gym membership
• A monthly dry cleaning allowance for your business wardrobe
• Free team member meals served fresh daily
• 100 discounted travel nights per year for you, your friends or family to enjoy at any of our 7000+ hotels located in 122 countries and territories around the world
• Food & Beverage discounts so you don’t just stay when you travel but also enjoy dining experiences
• Flexibility so you can Thrive and make space for what matters most
• Working alongside an experienced and dynamic leadership team in our hallmark property, this role provides an exceptional opportunity for growth and Hilton career progression