Ankit Sharma currently serves as the Commercial Director at Hilton Kathmandu, where he plays a key role in shaping the property's commercial strategy and driving business growth. With close to two decades of rich experience in hospitality sales and operations, he has built a strong reputation for leading high-impact teams and delivering consistent results across some of the world’s most recognized hotel brands, including Hilton, Marriott, and Starwood.
His career has been defined by a deep commitment to excellence, innovation, and a guest-first mindset. Sharma's leadership style emphasizes collaboration, strategic thinking, and data-driven decision-making, all of which contribute to building high-performing commercial ecosystems. Whether developing long-term business plans or mentoring emerging talent, he is passionate about creating value—for guests, teams, and stakeholders alike.
Could you share your journey into sales leadership and what inspired you to pursue a career as a Commercial Director?
My journey started from the ground up in operations in F&B Service —and those early experiences gave me a deep understanding of the service mindset. Transitioning into sales was a natural move because I enjoyed connecting with people and driving tangible business results. As I grew through roles at Starwood, Marriott, and now Hilton, the opportunity to influence both revenue and brand positioning at a property leadership level is what inspired me most to step into commercial leadership.
What has been the most rewarding part of your career so far, particularly in your journey with the vibrant team at Hilton Kathmandu?
The opening and positioning of Hilton Kathmandu has been one of the most rewarding experiences of my career. Building a brand from the ground up in a competitive market, assembling a strong commercial team, and achieving accolades like "Best Commercial Opening of the Year 2024" are moments of pride. What makes it truly special is the team culture we’ve created—resilient, inspired, and guest-centric.
Can you share about a particularly challenging sales situation you encountered, and how you successfully navigated it?
At Hilton Kathmandu, one of our most unique challenges was launching exclusive meeting and event spaces in a market largely dominated by expansive venues. While competitors focused on scale, our spaces were designed for intimate, high-touch experiences—targeted toward curated social gatherings, niche corporate events, and diplomatic functions. This required a complete shift in strategy, from competing on size to delivering personalization, elevated service, and bespoke F&B.
What began as a challenge soon turned into our strength, with exceptional guest feedback and strong word of mouth. We further strengthened our positioning with Carbon Neutral Certification for events—an initiative that resonated deeply with sustainability-conscious corporations and communities.
We also introduced the Social Event Ambassador—a dedicated event concierge to guide hosts from start to finish, ensuring seamless, personalized execution. With these offerings, our banquet spaces, spread across three levels, have hosted prestigious government, corporate, and social events.
Today, what was once a perceived limitation is now a defining advantage—Hilton Kathmandu is proudly known for exclusivity, precision, and immersive experiences that guests remember.
How do you foster motivation and maintain high performance within your sales team, especially during challenging market conditions?
I believe in clarity, ownership, and recognition. Whether it’s a down market or an aggressive target cycle, I ensure each team member knows their role, understands the ‘why,’ and feels supported. I actively coach them, celebrate small wins, and keep energy levels high with constant engagement and idea-sharing. Transparency and belief in people go a long way in sustaining momentum.
What advice would you offer to aspiring sales professionals who aim to transition into leadership roles?
Learn the business holistically, go beyond sales targets and understand how everything comes together. Build relationships at every level, and take the time to learn from both success and failure. Most importantly, when you step into leadership, don’t just focus on managing results—focus on enabling people. Your team is your biggest asset, and how you lead them will define your success. Leadership isn’t just about numbers, it’s about inspiring trust and unlocking potential—in your team and in yourself.
Also Read
.png)
