Job Description
The Senior Commercial Director for KSA, Bahrain, and Kuwait is responsible for shaping and executing a long‑term (3–5 year) commercial strategy with a strong focus on accelerating growth in the Kingdom of Saudi Arabia—one of Hilton’s most strategically important markets, expected to exceed 100 hotels within five years. This role leads the development of the value proposition and investment cases required to unlock this growth, ensuring the right commercial foundations are established across Sales, Marketing, Distribution, and Revenue functions. The appointee will assess organizational design needs, budget requirements, talent capabilities, and performance enablers needed for sustained market leadership. The Senior Commercial Director is accountable for delivering top‑tier commercial performance across the three markets and driving market share growth. The role includes hiring, developing, and mentoring high‑potential talent, ensuring alignment with Hilton’s strategic priorities while fostering a culture that reflects Hilton’s values. The role requires exceptional communication, analytical rigor, and strategic thinking to solve complex business challenges and enable sustained success. Partner with the VP Commercial Services and Commercial Director MEA to develop long‑term regional strategy, business cases, and stakeholder alignment. Serve as the commercial business partner to the VP Operations for KSA, Bahrain, and Kuwait. Lead, coach, and develop the Commercial Director, enabling them to own near‑term tactical execution. Support new hotel openings from a commercial perspective, leveraging Hilton’s full commercial engine (RMCC, HWS, shared sales offices, Marketing, F&B, HRCC). Translate organizational goals into clear performance standards for the Commercial Services team. Setting Strategy. Develop medium‑ and long‑term commercial strategies to drive sustained, above‑market revenue performance across all three markets. Clearly communicate strategic priorities, progress, and results to internal and external stakeholders. Gain senior‑level alignment and sponsorship for key initiatives required to deliver strategic outcomes. Lead strategic planning within the Commercial Services team to advance enterprise goals and ensure consistent communication. Executing for Results. Lead negotiations with third‑party partners and suppliers as required. Collaborate cross‑functionally with Revenue, Sales, F&B, Marketing, eCommerce, and Finance teams, as well as commercial leadership across MEA and EMEA. Ensure all commercial initiatives are effectively planned, resourced, and executed. Drive integrated commercial action across functions to maximize RevPAR and market share. Ensure Commercial Services teams provide strong support to on‑property commercial teams. Build and maintain a high‑performing talent pipeline, developing future leaders and succession plans. Create a culture of performance, accountability, innovation, and continuous improvement. Building Relationships and Influencing. Develop strong relationships across senior leadership to enable alignment and collaboration. Strengthen partnerships with MEA and EMEA commercial teams to elevate commercial performance. Maintain effective coordination with global commercial functions, including Database Management, HRCC, Distribution, and Channel Management. Represent the commercial function at property visits, corporate meetings, owner meetings, and business reviews. Demonstrated experience operating at a regional level with responsibility for a portfolio of no fewer than 20 hotels, including oversight of commercial performance, stakeholder engagement, and strategic execution across multiple countries. Proven track record in high‑growth markets, ideally with exposure to environments experiencing 4x+ growth rates, where rapid scaling, agility, and commercial innovation are essential. Strong relationship building skills. Ability to effectively plan and proactively communicate/manage expectations with stakeholders that may include both internal and external partners (project sponsors/ senior leadership team). Experience in working in a matrix organization. Experience in Revenue Management, Sales & Marketing. Presents clear and logical arguments and decision based on factual data. Quick and accurate when evaluating complex written and numerical information. Develops constructive relationships at all levels within the organization. Demonstrates leadership and effectively motivates teams, helps others when needed. Adapts willingly to change. Identifies priorities effectively, balancing importance, urgency and resources. Manages own personal time efficiently within tight schedules. Strategic thinker while translating financial goals into operational plans. Previous experience in Change management and organisational design. Storytelling and ability to create, business cases, presentations to gain stakeholder buy-in. Dynamic, innovative, and creative in finding business solutions. Works effectively and accurately in a fast-paced environment. Ability to challenge while maintaining strong relationships. A high level of emotional intelligence and interpersonal skills with the ability to provide and receive professional, constructive feedback that elevates individual performance and job satisfaction. Business Acumen.
