Description
About Hilton
Hilton is one of the largest and fastest growing hospitality companies in the world, with more than 7000 properties with more than 1,1 million rooms in 122 countries and territories. In the more than 100 years since our founding, we have defined the hospitality industry and established a portfolio of 22 world-class brands including our flagship Hilton Hotels & Resorts brand, which is the most recognized hotel brand in the world. We have more than 173 million members in our award–winning customer loyalty program, Hilton Honors. Diversity, Equity and Inclusion are at the core of Hilton's Vision, Mission and Values. Our strategy is to leverage and promote Diversity, Equity and Inclusion through a framework of Culture, Talent and Marketplace initiatives to foster innovation and create a globally competitive business advantage.
Position Statement:
The Director of Sales Intermediary Agents will lead the Intermediary Agents Sales Team, which is responsible for Global Agencies. The Director of Sales will manage the team to grow high value and large potential share of wallet accounts for Hilton on the Group Agency segment in the German speaking countries (Germany, Austria, Switzerland) and in the Nordic countries (Denmark, Finland, Sweden, Norway) for all 7399 Hilton Hotels globally. The Director of Sales will be accountable for the team performance globally and regionally. The role will create and communicate the team strategies in order to drive increased market share and demonstrate value to both internal and external customers. The Director of Sales will be responsible to create and follow travel trends in the market for a global approach and enhance the Hilton culture in the team.
Planning Activities:
To be accountable for the performance of the team to achieve their targets of sales influenced revenue. Proactively manage the team and relationships with customers as well as internal stakeholders such as VP’s, GMs, DBD’s, Hotel Managers To create and communicate the account & segment strategies in order to drive increased and unfair share To be responsible for the implementation and execution of various projects that will drive unfair share Manage every team member individually based on their personality, support their career development, build a trustful working environment to bring the Hilton Coaching culture to live. Be owner agnostic Support the team in seeking out new sources of business from existing accounts / new accounts Set team objectives that are aligned with the business Ensure that measurement systems are in place to track accurately of all targeted accounts
Organizing Activities
Ensure that all sales team members are trained and equipped to sell all brands locally, nationally and globally. Ensure that appropriate skills and product training is available to all sales team members. Ensure that performance is reviewed on a regular basis, recognizing and celebrating success, and refocusing effort, performance manage where targets are missed. Implements measurement metrics to ensure effectiveness of teams. Agree and monitor annual sales incentive programs. Manages cross functional links to other teams’ departments and functions
Directing Activities
Directs development and administration of team. Provides direction to team members and establishes work priorities to achieve management objectives for those accounts managed by incumbents. Executes organisational directives and encourages achievement of goals through coaching, communication and leadership. Reviews Account Development Plans on a quarterly basis, providing feedback to the team to ensure updated records. Agrees marketing activity to underpin the account strategies and deliver increased customer / market share. Ensures 1:1’s are conducted with the team as appropriate to accomplish goals. Organize and direct weekly team calls and monthly team meetings
Controlling Activities
Directs and implements proper controls in Salesforce and systems to ensure team achieves objectives. Translates goals into performance standards for departments and individuals. Assesses actual performance to ensure success and takes corrective actions. Ensures business plan is followed and achieved providing feedback as necessary. Establishes and enforces policies and procedures to improve overall operations. Monitors return on investment of capital and time resources. Ensures team works effectively across cultures and markets to strengthen a diverse and inclusive working environment. Works within approved budgets and adjusts activities and expenses to ensure optimal financial results. Develops and maintains Hilton Best Practices to ensure accurate and up-to-date customer information is kept. To ensure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton procedures To provide accurate management reports to review account performance and communicate future plans. Reviews customer base to determine new opportunities for account penetration.
Supportive Functions
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions upon the requirements of the company:
Control annual trade shows/fairs activity and ROI. Support new openings within Hilton. Supports management of key accounts in assigned area. Coordinate / organize trade shows & road shows. Attend sales review & communication meeting as and when required. Additional supportive functions as appropriate Requirements
What are we looking for?
The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation:
Excellent communication skills: presentations, written and public speaking. Ability to direct collaboration among cross-functional teams including external resources. Leads by example to resolve conflicts, introduce change and ensure collaboration among others. Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information. Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions Self-reliant, working with minimal control and direction Ability to take initiative to identify, prioritise and implement actions required to achieve functional goals. Strong problem-solving skills including ability to address any issue in collaboration with others, identify and prevent potential problems and develop problem solving skills in others. Ability to provide development and mentoring, coaching to others. Budget development and management skills. Ability to work independently and manage the work of others. Ability to deliver performance feedback to subordinates to improve overall performance. Proven understanding of client’s business and category, including business plans, competitive environment & distribution channels and product financials. Keen supporter of team member development growth
Required Qualifications
University degree at bachelor level or experience in lieu thereof Significant work experience in roles including management experience Experience working in multi-cultural or international settings Fluency in spoken and written English Solid experience in Sales within the hospitality industry and across multiple Sales influenced segments
Preferred Qualifications
Fluency in spoken and written German and English Advanced degree preferred Other languages are a plus Established relationships with existing HWS key customers
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Posted April 8, 2024
