Director of Sales & Marketing

Description

A Director of Sales is responsible for producing and overseeing the commercial strategies required to maximize the value of the asset by driving above-market topline revenues.  The goal is to improve the performance of the hotel by connecting strategy and business processes. 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 design, develop, and deploy business strategies that are creative, dynamic, and impactful and lead the Hotel Sales and Marketing process.

To lead the group, transient, and catering sales team at your hotel/complex and deploy strategies towards achieving your hotel's annual budget and crossover targets.  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 should possess strong leadership, communication, and networking skills and be able to facilitate the delivery of the Americas Commercial Operating Model. 

Strategy:

• Produce 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
• Connect the performance needs for the hotel with the solutions designed by the Hilton enterprise, in each key segment your hotel serves
• 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
• 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
• 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
• Responsible for the execution of the Sales and Catering Sales Annual SIP (Sales Incentive Program)

Leadership:

• Lead daily and weekly business review and sales and marketing 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
  • Marketing
• 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 hotel (i.e., performance status communication and response plans)
• In concert with General Manager and AVPs, Regional Commercial Director, 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 towards demand and conversion generation
• 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 including:
  • Support of team’s site visits and pre-convention meetings
  • Support of sales managers sales travel into market
• Support of sales managers sales travel into feeder markets

Requirements

What are we looking for?

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

• Education: Master's in business administration, preferred
• Minimum Education: Bachelor's Degree, required 
• Minimum Years of Experience: Four (4) or more years in hospitality sales, catering & marketing leadership preferred
• Minimum Years of Experience: Four (4) 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:

• Leadership management experience
• Adaptable experience with business strategy, business planning, and business plan development
• Ability to read, write and speak in Spanish and English, required
• Highly professional presentations and communication (oral and written) skills
• Proficiency with standard Microsoft Office
• Ability to perform critical analysis
• Ability to travel
• Multiple Brand experience, preferred
• Proficiency in Delphi FDC, preferred
• Available to work different days and shifts, as required by operational needs

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!