Director of Sales

As the Director of Sales & Marketing, you will be responsible for overseeing commercial strategies for your hotel. Your goal is to improve the performance of the asset by connecting strategy and business processes. Hilton’s Commercial Services organization is comprised of team members driving our sales, revenue, marketing, catering, and events management, call centers, and analytics functions. These functions are the core of Hilton’s “commercial engine” and are essential to Hilton’s ability to drive profitable growth.

What will I be doing?

The primary responsibilities of this position are to design, develop, and deploy business strategies that are creative, dynamic, and impactful for the Americas and lead the Hotel Sales and Marketing process. Key deliverables for this role are to move the business analytics, processes, including cadence of activities to a "predictive and prescriptive" approach to drive performance. This includes but is not limited to, development and communication of commercial strategies and standards through a structured cadence and analysis of company revenue performance against established goals.

In this role, you will facilitate the delivery of the Americas Commercial Operating Model and should possess strong leadership, communication, and networking skills.

Strategy:

·         Produce your hotel’s Annual Multi-Year Commercial Strategy Plan, in partnership with on-property leaders and regional support

·         Connect the performance needs for the hotel with the solutions designed by the Hilton enterprise, in each key segment your hotel serves

·         Direct accountability for setting the strategy and delivery of your hotels revenues including group rooms, banquets, catering, business transient and leisure transient

·         Work with Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place to maximize all pricing components of sales and catering opportunities and achieve positive group market share

·         Support hotel B2B marketing, digital marketing, social media, public relations and communications activities. Guide the e-Commerce teams to ensure online hotel content is accurate and effective

·         Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts to improve accuracy while developing strategies for different demand periods, and review and approve retail and group pricing strategies

·         Work with fellow Executive Committee members to ensure profits are maximized in line with GOP and EBITDA targets

·         Develop and execute departmental expense budget and forecasts

·         Develop and maintain detailed and real-time knowledge of all competitor and market activity

·         Responsible for the execution of the Sales and Catering Sales annual SIP (Sales Incentive Program)

Leadership:

·         Lead weekly, monthly, and quarterly Sales & Marketing Optimization Process for hotel. Convert the outcome of the optimization process into actionable business strategies and articulate those strategies

·         Contribute to annual Commercial Cadence communication regarding current realities of performance and performance drivers on a monthly, quarterly, and semi-annual basis

·         Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools

·         Responsible for recruiting and retention of all sales and marketing roles

·         Lead, engage, and develop team members, including ongoing performance development and Career Development Plans

·         Conduct performance review for all direct reports and provide feedback for dotted line reports, including but not limited to:

o    Group Sales

o    Business Transient Sales

o    Leisure Sales

o    Catering Sales

o    Marketing

·         Facilitate and lead in a culture that is aligned with Hilton’s DEI and ESG enterprise goals

Ownership, Customer, and Stakeholder Relations:

·         Own performance and commercial activity reporting for each of your hotels (i.e., performance status communication and response plans)

·         In concert with AVPs, Regional Commercial Director and General Manager(s), present commercial strategies to key business partners and ownership groups. Ensure transparency, relevance, and timeliness in articulating the commercial performance targets, and potential gaps or upside (strengths & weaknesses)

·         Liaise with Hilton Worldwide Sales, regional support and brand teams

·         Build strong relationships with CVB, community influencers and 3rd party travel partners

·         High level of engagement with customers from all sales segments

·         Support of team’s high-impact site visits and pre-convention meetings

·         Support of sales managers sales travel into feeder markets

What are we looking for?

To fulfill this role successfully, you should demonstrate the following minimum qualifications:

·         Hotel Sales, Catering or Marketing Experience

·         Leadership management Experience

·         Ability to travel

·         Experience in hotel management, or related industry, essential

·         Highly professional presentations and communication (oral and written) skills

·         Proficiency with standard Microsoft Office

·         Ability to perform critical analysis

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

·         Four-year college degree preferred

·         Adaptable experience with business strategy, business planning, and business plan development

·         Ability to speak multiple languages

·         Multiple Brand experience 

Since being founded in 1919, Hilton has been a leader in the hospitality industry. Today, Hilton remains a beacon of innovation, quality, and success. This continued leadership is the result of our Team Members staying true to our Vision, Mission, and Values. Specifically, we look for demonstration of these Values:

·         Hospitality - We're passionate about delivering exceptional guest experiences.

·         Integrity - We do the right thing, all the time.

·         Leadership - We're leaders in our industry and in our communities.

·         Teamwork - We're team players in everything we do.

·         Ownership - We're the owners of our actions and decisions.

·         Now - We operate with a sense of urgency and discipline

In addition, we look for the demonstration of the following key attributes:

·         Quality

·         Productivity

·         Dependability

·         Customer Focus

·         Adaptability

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