Senior Director, Wholesale Strategy

Hilton Worldwide Mclean , VA 22107

Posted 3 days ago

Job Summary

Hilton's Commercial Services organization is comprised of over 5,000 team members driving our sales, revenue management, call center, and analytics functions. These functions are the core of Hilton's commercial engine and are key to Hilton's ability to drive profitable growth.

What will I be doing?

As the Senior Director of Wholesale Strategy, you will lead the successful development and execution of strategies and tactics designed to ensure that wholesale revenues and the business mix compliment Hilton's overarching distribution strategies focused on driving direct customer relationships. You will be responsible for Wholesale strategy, major account management, operations, and optimization. In addition, you will establish strategy and guardrails for new channel engagement and continued enhancement of existing channel partner performance.

As an inspiring leader in the distribution space, you will be expected to lead major commercial negotiations with third parties, as well as evangelize the Wholesale vision with cross functional partner groups within the organization. We will also be counting on your ability to identify business risks and opportunities. Ultimately, you will be tasked with making critical, data driven decisions and push Wholesale initiatives from ideation through to execution in a highly collaborative fashion.

More specifically, you will:

  • Create, communicate, and execute a well-defined Wholesale strategy and roadmap with clear Key Performance Indicator (KPI) objectives.

  • Define, develop, and lead strategic and tactical global Wholesale optimization plans that support company's third party directives.

  • Achieve alignment on Wholesale third party optimization goals across all operating regions.

  • Manage relationships with key global Wholesale accounts in close collaboration with regional Leisure and Wholesale teams.

  • Ensure the successful integration of Wholesale channel initiatives into the broader commercial focus strategies.

  • Direct the creation and maintenance of frequent and accurate monitoring, analysis, tracking, and QA processes across Wholesale channel partners and distribution paths, driving continuous improvement.

  • Lead large-scale operational projects, centered around improving key distribution processes and functions, with a continued focus on effective change management and low impact deployment.

  • Enhance the management, analysis, and communication of Wholesale channel performance against KPIs.

  • Effectively negotiate third party contracts, stay current with distribution related legislation and contribute to Hilton's strategic engagement with influencers in the space.

  • Liaise with cross-functional teams to improve understanding of wholesale demand and support implementation of tactics to direct demand in a way that supports strategic enterprise revenue optimization goals.

  • Stay abreast of and provide subject matter expertise on wholesale and general distribution related industry trends and innovation opportunities, including new players and distribution models.

  • Gain partner support to secure funding and budget for Wholesale optimization initiatives.

  • Contribute to the development and execution of a distribution technology strategy in collaboration with IT and other distribution functions.

  • Build, lead, and develop, through direct and indirect reporting relationships, a team of extraordinary Wholesale operations and optimization professionals.

What are we looking for?

The success in this role will demonstrate itself through the following attributes and skills:

  • Collaborative team player who can influence internal and external decision makers and work under pressure

  • Process oriented, organized individual with a keen attention to detail

  • Able to thrive in a fast-paced, diverse environment

  • Strong interpersonal and communication skills

  • Demonstrated ability to optimize revenue and lead demand through wholesale or other online third party channels

  • Capacity to analyze online, digital data and metrics to provide strategic direction

  • Capable of identifying, prioritizing, and articulating highest-impact initiatives

  • Ability to simultaneously lead multiple large-scale projects

To fulfill this role successfully, you must possess the following minimum qualifications and experience:

  • Seven (7) years of working in a wholesale or general online third party related environment

  • Five (5) years of management experience

  • Five (5) years of working in a collaborative/matrixed environment

  • Five (5) years of project and change management experience

  • Previous Director level experience

  • Deep understanding of the wholesale and general online third party distribution landscape

  • Recent experience leading a large wholesale or other online channel at scale and developing plans to improve that business

  • Shown proficiency with negotiating sizeable commercial contracts

  • Travel up to 25% of time

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

  • BA/BS Bachelor's Degree

  • Ten (10) years working in wholesale or general online third party related environment

What will it be like to work for Hilton?

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. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision to fill the earth with the light and warmth of hospitality unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!

EOE/AA/Disabled/Veterans


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Senior Director, Wholesale Strategy

Hilton Worldwide