Commercial Director

Hilton Istanbul Airport will open its doors in 2025.

Hilton İstanbul Airport will be the first Hilton brand at the Airport zone in Türkiye with 491 rooms and three F&B venues.

We are looking for the Commercial Director for this unique property

What will I be doing?

The Commercial Director is responsible for developing a commercial strategy covering all segments and channels to maximize total revenue and profit performance of the hotel. This role will drive the planning and execution of the commercial strategy and activity through supporting the Revenue management team, Sales, Group, Conference and Events and Marketing teams, through working effectively with area support teams. The Commercial Director is a role model for the commercial community and develops teams and individuals in these functions whilst being a member of Hotel Executive Committee, and a key business partner to the Hotel General Manager. The Commercial Director’s role is key to seize new opportunities through strong customer relations and works as an ambassador for the company with our Owners and Key Stakeholders. The role ensures that commercial management strategies are set for all revenue streams and that all systems are used to their full potential to yield the highest possible amount of revenue from all available space, whether in Rooms, Meeting Space, outlets or other revenue departments.

The Commercial Director will perform the following tasks to the highest standards:

- Evaluate accurately hotel market mix and revenue forecasts
- Review and analyse, in a proactive manner, rate & inventory management and strategy effectiveness
- Lead effective efforts to coordinate strategies for group sales and to optimise conversion
- Provide guidance for local marketing initiatives Communicate Revenue Management Standards and best practices
- Develops short, medium and long-term strategies for hotels through the “Commercial Focus” matrix and provide consultative support to other commercial support functions
- Make recommendations to take full advantage of revenue opportunities
- Train and guide reporting Head of Departments and team members to understand key selling strategies and revenue management, including new tools, Key Performance Indicator (KPIs) tracking Coach and develop the hotel-based Commercial Team, through objectives setting, personal development and succession plans
- Prepare, analyse and write reports to outline business progress and opportunities
- Assist with the account diagnostics process and validate conclusions for negotiated business and on-line sales strategies
- Evaluate market demand by utilising available reports both internal and external, including market share, market conditions, competitive pricing
- Generate periodic updates on transient booking patterns
- Recruiting, manage, train and develop the Commercial team
- Directly accountable for driving the Top line Budget and Forecast by implementing a commercial strategy and business plan through to execution using the Hilton Commercial Focus process and all available business tools and intelligence available.
- Deliver as a minimum the budgeted revenues across all revenue streams, to include but not limited; All Rooms, GC&E, F&B, Leisure and Spa with a control on cost of sale, route to market, channel shift and marketing / Ecommerce opportunities
- Work with the GM, Finance and Operations Director to ensure profits are maximized in line with TGOP and EBITDA targets set.
- Ensure Business Review Guidelines (current to + 5 years) all Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of sales and catering opportunities and achieve positive group market share
- Support various On Property, RDOS’s, and Area Marketing teams in coordinating hotel level marketing, sales and public relations activities.
- Liaise with regional support and brand teams to provide maximum benefit to hotel performance
- Support the Cluster Revenue Managers/On Property Revenue Manager and RMCC to establish an optimal mix, review and validate forecasts, develop strategies for different demand periods, and review and approve retail and group pricing strategies.
- Develop and maintain strong relationships with all stakeholders, owners, hotel teams, Hilton matrix support teams to ensure commercial benefits of the hotel.
- Liaise with VP of Operations, presents commercial strategies to Regional Team and key stakeholders.
- Consistently conforms to Hilton brand standards and corporate identity and utilizes all communication tools (under the guidance of regional marketing and BPS).
- Keeps in touch with Market trends and review/amend strategies accordingly in line with the evolving market conditions.
- Participate in the leadership activity of the Hotel and Region.

What are we looking for?

A Commercial Director 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:

- At least 3 years of experience managing a sales or commercial team
- Fluent in Turkish & English

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

- Hilton Hotels experienceExperience in multiple disciplines with knowledge of Marketing,
- E-commerce, and Sales