Senior Director, Distribution & Pricing Strategy, All-Inclusive & Resorts

Hilton • McLean, VA

9d • Remote

About The Position

This is your chance to be part of an in-house Commercial Services team that propels Hilton's sales, revenue management, call center, and analytics functions! As a Senior Director, Distribution & Pricing Strategy, All-Inclusive & Resorts you will support these areas which are at the core of Hilton's "commercial engine" and are important to Hilton's ability to achieve profitable growth. On the All Inclusive & Resorts Commercial team reporting to Global Head and VP, Commercial and Brand Management of All Inclusive & Resorts, you will work on projects including the commercial and business strategy, operations, and services for the digital direct and third party channels that drive business for Hiltons' All Inclusive and Resorts.

Requirements

• Fifteen (15) years of professional experience
• Eight-Ten (8-10) years working in role-relevant environments and fields including distribution, revenue management and pricing
• Professional experience in travel, hospitality, or adjacent industries and business disciplines
• Five (5) years people management experience
• Travel domestically and globally, up to 30%
• Deep understanding of the OTA, Tour Operators, Bed bank, metasearch, and distribution landscape in the All Inclusive & Resorts space
• Deep understanding of hotel technology ecosystems, including property management systems and central reservation system configuration and setup in international environments with complex tax structures, multi-currency requirements, and market-specific operating variations
• Recent experience handling a large online channel at scale and developing plans to improve that business from various source markets
• Capable of identifying, prioritizing, and articulating highest-impact initiatives
• Lead multiple large-scale projects
• Validated ability to negotiate sizeable distribution contracts
• Works well under time constraints

Nice To Haves

• BA/BS Bachelor's Degree or MA/MS Master's Degree in Business Administration
• Fluent in English and Spanish
• Sound understanding of Hilton brands, operations, systems, and organization

Responsibilities

• Lead global third-party distribution optimization for the All-Inclusive & Resorts portfolio across OTAs, tour operators, and bed banks, balancing volume, margin, and brand standards by destination and source market
• Guide the All-Inclusive pricing and promotional strategy and calendar in close partnership with Pricing and Global Distribution team, ensuring competitiveness by booking window, seasonality, airlift shifts, and need periods while protecting ADR and profitability across all channels
• Identify new third-party opportunities through analysis, data, trends, and channel insights, and translate innovations and new business models into pilots and scalable programs
• Guide the optimization of the AI & Resorts offer shelf across direct and third-party channels, ensuring core offers, fences, and value propositions are aligned to brand standards
• Initiate development of distribution and contracting approaches that reduce reliance on static, manually managed hotel rate contracts, shifting to automated, channel-enabled solutions that preserve commercial intent while keeping resorts agile and competitive versus comparable all-inclusive operators
• Set and govern rate setup strategy across all distribution systems and partner connectivity, ensuring rate plan architecture, fences, restrictions, and promotions are configured to flow correctly end-to-end through connectivity, with strong QA routines and approval processes for updates
• Monitor weekly and monthly performance against KPIs in partnership with Analytics to inform actions and measure impact, and feed learnings into forecasts and annual planning for the All-Inclusive & Resorts portfolio
• Identify, prioritize, and resolve compliance and performance issues such as rate parity, leakage, conversion drops, cancellations, or content/mapping errors, driving corrective actions with partners and internal teams
• Lead multiple workstreams to deliver distribution, process, and connectivity improvements that achieve target returns and support enterprise commercial priorities
• Lead a team across All-Inclusive third-party optimization, providing clear direction, setting priorities, and coaching through performance management and corrective action
• Drive cross-region governance to ensure agreement on third-party optimization goals across all regions, clarifying decisions, ownership, and timelines
• Improve enterprise processes and reporting mechanisms for third-party performance management, including standardized routines, definitions, and escalation paths that scale globally
• Provide subject matter leadership on third-party tracking, tagging, attribution, data management, and channel enablement to improve decisioning and execution quality
• Lead cross-functional commercial actions to drive in-year AI & Resorts performance through prioritized opportunities, including rate/restriction strategy, channel actions, and system configuration recommendations. Mobilize stakeholder participation in optimization and compliance initiatives, ensuring adoption across regions and properties
• Serve as a pricing and distribution subject matter expert to support enterprise initiatives impacting AI & Resorts
• Partner with Revenue Management, Pricing, Analytics, Finance, eCommerce, and Brand and Destination Marketing to align third-party plans to enterprise priorities, forecasts, and demand-generation initiatives
• Work directly with global account teams and external partners across OTAs, tour operators, and bedbanks to align optimization plans, merchandising and marketing levers, and operational standards for rates, content, and compliance
• Coordinate with Distribution Technology, Operations, and the Connectivity and Implementation teams to improve end-to-end rate and content flow, mapping accuracy, and issue-resolution speed across key source markets globally for All-Inclusive & Resorts
• Socialize weekly “state of” performance updates and recommendations with senior leadership and cross-functional stakeholders, including ad hoc analyses and issue-resolution plans
• Direct and align work across your Pricing Manager, Distribution Channel Manager (All-Inclusive & Resorts), and shared Connectivity/Implementation resources, ensuring priorities, ownership, and timelines are clear and execution stays on track
• Respond to stakeholder and partner queries with as-needed analysis, recommendations, and decision support, balancing urgent needs with roadmap priorities
• Gain stakeholder support to secure funding and manage tradeoffs across distribution implementation costs, partner investments, and roadmap priorities when performance exceeds or falls short of expectations
• Enhance enterprise understanding of the third-party landscape by sharing insights, improving cross-team routines, and driving adoption of optimization and compliance standards across regions
• The third-party pricing and promotional governance framework for All-Inclusive & Resorts, including the annual and quarterly promotional calendar, booking-window and seasonality plans, and alignment routines with Pricing and Revenue Management
• A multi-year roadmap for third-party optimization and connectivity improvements, including timelines, budgets, partner prioritization, and analytics requirements
• Weekly and monthly KPI reporting and senior leadership “state of” updates, including performance narratives, forecasts, and recommended actions
• Improvements in how third-party data is tracked, shared, and operationalized across the enterprise to increase transparency, speed, and effectiveness
• Rate and connectivity setup governance for All-Inclusive & Resorts includes end-to-end QA standards - includes change control and issue triage processes. These processes aim to reduce defects, parity incidents, and time-to-resolution.
• A promotional rate toolkit and deployment process for AI & Resorts to stimulate demand to need periods, with standardized constructs, governance, and measurement.
• A test-and-learn roadmap to develop and scale AI & Resorts rate products and policies across channels, using clear hypotheses, KPIs, and decision rules.

Benefits

• Hilton is proud to support the mental and physical wellbeing of all Team Members so they can Thrive personally and professionally in a diverse and inclusive environment, thanks to our benefits such as the Go Hilton travel program, employee stock purchase program, and paid time off including parental leave.
• Hilton offers its eligible team members a comprehensive benefits package including medical and prescription drug coverage, dental coverage, vision coverage, life insurance, short-and long-term disability insurance, access to our employee stock purchase plan (ESPP) where you can purchase Hilton shares at a 15 percent discount, a 401(k) savings plan, 20 days of paid time off accruing over your first year of employment and increasing up to 25 days after completing one year of full employment, up to 12 weeks of paid leave for birth parents and 4 weeks for non-birth parents, 10 paid holidays and 2 floating holidays throughout the year, up to 5 bereavement days, flexible spending accounts, a health savings account, an employee assistance program, access to a care coordination program (“Wellthy”),  a legal services program, an educational assistance program, adoption assistance, a backup childcare program, pre-tax commuter benefit and our travel discount.

What This Job Offers

• Job Type: Full-time
• Career Level: Director