Director of Sales

Description

A Director of Sales with Embassy Suites Seattle Tacoma Airport is responsible for maximizing the value of the asset by driving above-market topline revenues and creating a world-class culture, to attract and retain the very best talent, across specific commercial functions. Hilton is seeking strategic leaders who understand how to bring people, process and performance together, to create a winning formula.

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 lead the group, transient, and catering (where applicable) sales team at your hotel/complex and deploy business strategies that are creative, dynamic and impactful towards achieving your hotel's annual budget and crossover targets.

As the Director of Sales, you will be responsible for overseeing commercial strategies for your sales team. Your goal is to improve the performance of the sales team by connecting strategy and business processes. Business processes should be designed to impact revenue streams, including Rooms, Catering and Events. Key deliverables for this role are to set deployment, team composition, and provide a cadence of activities that are a "predictive and prescriptive" approach to drive performance. 

In this role, you should possess strong leadership, communication, and networking skills. You will facilitate the delivery of the Americas Commercial Operating Model pertaining to rooms (and banquets) sales.

Strategy:

• Contribute to the hotel’s Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support
• Directly accountable for setting the strategy and delivery of hotel’s sales targets including Direct Selling Revenue Streams including group rooms, banquets, catering, business transient and leisure transient
• Work with Hotel’s Commercial Leadership to ensure that Business Review Guidelines (current to 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of sales and catering opportunities and achieve positive group market share
• Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and the retail and group pricing targets established
• Understand and contribute to the maximization of profits in line with GOP and EBITDA targets
• Operate within departmental expense budget and forecasts
• In collaboration with hotel’s commercial leaders, contribute to the development of knowledge of all competitor and market activity

Leadership:

• Lead daily and weekly business review and sales strategy meetings
• Manage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members
• In collaboration with DOSM, contribute to the commercial strategy plan pertaining to sales, socialize and amend plan on a consistent basis
• Development and oversight of hotel’s sales site visit strategies and approach
• Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
• Responsible for recruiting and retention of all sales roles
• Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans
• Conduct performance reviews for all direct reports and provide feedback for dotted line reports, including but not limited to:
  • Group Sales
  • Business Transient Sales
  • Leisure Sales
  • Catering Sales
  • Contract/PERM Sales
• Facilitate and lead in a culture that is aligned with Hilton’s DEI and ESG enterprise goals

Ownership, Customer, and Stakeholder Relations:

• Contribute to performance and commercial activity reporting for hotels (i.e., performance status communication and response plans)
• Liaise with Hilton Worldwide Sales towards demand and conversion generation
• Build strong relationships with CVB and 3rd party travel partners
• High level of engagement with customers from all sales segments including:
  • Support of team’s site visits and pre-convention meetings
  • Support of sales managers sales travel into market

Requirements

What are we looking for?

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

• Minimum Education: Bachelor's Degree preferred
• Minimum Years of Experience: Three (3) or more years in hospitality sales & marketing leadership preferred
• Minimum Years of Experience: Three (3) years cross-functional experience in hotel management, or related industry experience preferred

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

• Additional/advanced degree coursework in business administration, marketing and communications
• Adaptable experience with business strategy, business planning, and business plan development
• Ability to speak multiple languages
• Multiple Brand experience
• Proficiency in Delphi FDC preferred
• Additional/advanced degree coursework in business administration, marketing and communicationsAdaptable experience with business strategy, business planning, and business plan development.
• Ability to speak multiple languages
• Multiple Brand experience
• Proficiency in Delphi FDC preferred

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!

The salary range is between $95,000-$115,000 and is based on applicable and specialized experience and location.

The Benefits – Hilton is proud to have an award-winning workplace culture ranking #1 Best Company To Work For in the U.S.

We 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 innovative programs and benefits. Hilton offers its eligible team members a comprehensive benefits package including: 

Medical Insurance Coverage – for you and your family. Vision, dental, life and disability insurance Mental Health Resources Best-in-Class Paid Time Off (PTO) – you will accrue up to 144 hours per year. Supportive parental leave program that runs concurrently with Washington State’s Paid Family and Medical Leave program.  Our team members receive benefits up to Washington State’s maximum threshold per week. Hilton will then “top this up” to the weekly ABBR (Annual Benefit Base Rate).   Go Hilton travel discount program: 100 nights of discounted travel per calendar year Matching 401(k) Debt-free education: Access to a wide variety of educational credentials (ex. college degrees, high school completion, English-language learning, digital literacy, professional certificates and more)Career growth and development  Team Member Resource Groups Recognition and rewards programs Access to your pay when you need it through DailyPay

Other Compensation

Employee stock purchase program (ESPP) - purchase Hilton shares at 15% discount Hilton offers a best-in market SIP (Short-Term Incentive Plan) to our Sales, Catering & Events teams to reward our employees for their contributions to our company’s financial success. The Plan includes a quarterly component worth 20% of bonus eligible earnings. The quarterly incentive may have multiple individually weighted objectives, meaning multiple opportunities to earn a payout. A revenue goal of 200k USD or greater is required in order for the payout potential for that objective to be uncapped. The payout as a percentage of BEE is capped at 60% at 250% achievement if and when the revenue goal for that objective is below 200k USD for the quarter.

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