工作职责：
Position Statement:
The Commercial Manager Franchise in Greater China & Mongolia （GCM） will be responsible for supporting the delivery of the commercial strategy of franchise hotels in the region.
• The role will exercise sound judgment in developing commercial strategy, influencing franchisees to effectively execute this strategy to achieve GCM commercial objectives. This will include but is not limited to, the creation and communication of company commercial strategies and standards through a structured commercial cadence and analysis of brand performance against established goals.
• The role will support all commercial performance efforts in the GCM franchise hotel portfolio to improve market share and RevPAR. This is accomplished through analysis of hotel/portfolio performance, development of revenue management strategy and tactics to improve portfolio performance, communication of Hilton Worldwide Commercial best practices, commercial property consultations, remote performance auditing, advocacy of Hilton centralized support, and training facilitation.
• The role will be responsible for supporting and collaborating with cross－functional teams to complete respective commercial actions, conduct commercial reviews, or assist with initiatives/projects. Recommend and coordinate commercial strategies for all hotels and supply critical analysis on company－wide decisions affecting pricing, occupancy, revenue goals, and brand sales strategies. Following the GCM franchise strategic priorities, this role must develop strategies that assist in meeting these commercial goals. This will be further achieved by closely following commercial opportunities available and working with commercial services and other cross－functional partners.
Position Summary:
Support the Senior Commercial Manager Franchise in developing strong business relationships with relevant business stakeholders, decision－makers, and influencers, while aiding in the formulation of the Commercial Strategy. Manage the relevant commercial targets & objectives for franchise hotels and determine the methods for achieving them.
－ Work with franchise hotels understand and fully utilize Hilton’s commercial engine.
－ Consistent implementation and maximization of Hilton’s sales tools and processes to deliver optimal performance.
－ Optimize sales resources to capture maximum demand and achieve the highest conversion rates.
－ Maximize participation in Hilton’s key commercial platforms, such as SCOUT, RMCC, ResMAX, and sales business programs.
－ Engage in Hilton commercial business activities, including the HWS showcase, Cluster sales activities, GWOE/IWOE, and regional marketing campaigns, etc.
Management Company/Portfolio Support
• Work closely with the Brand Performance Support team to align the needs of franchise hotels with their performance drivers.
• Track assigned portfolio performance to identify opportunity properties and determine appropriate courses of action to achieve improved market share.
• Support ramp－up efforts by conducting monthly commercial reviews and working with regional commercial functions to support the delivery of actions that will drive premium market share.
• Support the implementation of Hilton‘s centralized solutions and commercial tactics to achieve commercial goals.
• Coach, mentor, and provide on－the－job training support to ensure Hilton‘s commercial programs are active within the business at all levels.
Commercial Engine and Brand – Support & Collaboration
• Develop education/training courses, and documentation to equip the Brand Performance Support team with the tools and knowledge needed to achieve GCM commercial goals.
• Facilitate and lead commercial performance discussions with Brand Performance Support team and commercial team, collaborate to identify, develop, and prioritize revenue－generating initiatives as required.
• Support the creation and execution of strategic plans for franchise hotels to drive sustained business performance. Partner closely with the Loyalty team to improve Honors program results.
• Collaborate with the Opening team and RMCC to design and implement effective processes, ensuring a seamless transition from hotel opening through to post－opening ramp－up support.
• Participate in Brand, Development, AD&C, and Commercial team meetings to keep the department informed of key projects and initiatives that impact portfolio revenues or business processes.
Support of Commercial Objectives and Department Strategic Priorities
• Review and prioritize activities to achieve the targeted results.
• Possess strong communication skills and relentless focus on results to drive portfolio performance.
• Influence key internal stakeholders, including senior leadership teams and management groups, in support of commercial objectives.
• The role requires the ability to clearly communicate with senior leaders within the organization to provide performance updates and during problem－resolution
Business Analysis
The ability to think strategically is a core requirement of this position. They must be able to:
• Accurately evaluate portfolio performance results across all segments and channels.
• Proactively review and analyze rate, inventory management, and strategy effectiveness for their portfolio.
• Guide and recommend commercial action adoption and strategy of the franchise portfolio
• Effectively use Hilton systems, reports, and tools to monitor, evaluate, and implement or maintain selling strategies in all distribution channels
This role will need to maintain stakeholder relationships at all levels and will collaborate with Development, Brand team （BPS, BSC, Brand Opening Support）, Legal, Finance, IT Technical Services, Hotel Operations, Human Resources, and other functions.
任职资格：
The success in this role will demonstrate itself through the following attributes and skills:
• Bachelor degree and at least 5 －7 years working experience, including 2 years managerial working experience
• Excellent oral and written communication skills in both Mandarin and English.
• Excellent organizational skills, multi－tasking skills, strategic planning capabilities and time management.
• Strong ability to craft highly professional presentations and communications
• Ability to work well under deadline pressure.
• Ability to work in a matrix organization.
• Critical thinking and both quantitative and qualitative analytics skills with the ability to use logic and reasoning to identify the strengths/weakness of alternative and differentiated solutions, conclusions or approaches to problem.
• Self－starter, well organized, extremely detail－oriented and an assertive team player, willing to take ownership of responsibilities, and possess a high level of positive energy and drive
• Absolute discretion and confidentiality regarding sensitive information
• Dynamic, innovative and creative in finding business solutions
• Excellent in Microsoft Outlook, MS Word, Excel and PowerPoint.
• Previous relevant experience in regional role is preferred.
• Adaptable experience in sales or revenue management.
• Experience working in hotel is preferred
• Deep understanding of the business strategy, business planning, and business plan development
• Strong experience in the franchise corporate/area role is preferred
• Flexibility to travel
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