Robert Giardino

Examiner
DISC Type : cs

Sr. Director Franchise Development, Northeast at Hilton

Memphis, Tennessee, United States

Overview

Robert Giardino is the Sr. Director of Franchise Development for Hiltons Northeast region, responsible for expanding a portfolio of over a dozen brands. A graduate of the Rochester Institute of Technology, he is an expert in the full hotel development lifecycle, including site selection, brand management, and contract negotiations.

Beyond his corporate role, Robert is deeply committed to community service. He serves as the Vice Chairman of the Board of Trustees for Concord Academy, a private school dedicated to students with special needs, where he helps guide the institutions strategic direction and mission.

He has a long history of leadership in non-profit governance, shaping organizations that support community well-being.

Personality Overview

Overcautious

Process Oriented

Unexpressive

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Hotel Franchise Growth
As Sr. Director of Franchise Development, he is directly responsible for growing the footprint of numerous Hilton brands across the Northeast, from New York to Virginia.
Special Needs Education
Holds a significant leadership position as Vice Chairman of the Board at Concord Academy, a school for students with special needs.
Franchise Contract Negotiation
His career includes extensive experience overseeing existing franchise asset sales, renewals, and negotiating new franchise agreements for Hilton across the Americas.

Media Appearances

Robert has no verified media appearances

Work History

6-2014
Sr. Director Franchise Development, Northeast at Hilton
11-2013 - 1-2017
Vice Chairman of the Board of Trustees at Concord Academy
2005 - 6-2014
Senior Director Franchise Relicensing and Contract Management, Amercias at Hilton
3-1993 - 1-2005
Various Corporate Positions at Hilton
1985 - 1993
Various Positions at Holiday Inns Inc

Education

1985 - 1989
Bachelor of Science (BS) from Rochester Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 41 Location : Memphis, Tennessee, United States Job Level : Senior Designation : Sr. Director Franchise Development, Northeast at Hilton
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Robert

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Robert take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Robert

Personality Compatibility


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