Snr Director Sales Operations GCM

[{{ $ | translate}}] Snr Director Sales Operations GCM
Hilton - Regional Office - Greater China and Mongolia


Job description

Job Summary

Lead the development and implementation of strategic sales plans that maximize profitability for the Owned and Operated hotels, with an objective of achieving hotels budgeted revenue, increase RevPar Index and market share targets. Lead and support the Regional Director of Sales in GCM in the overall development of sales teams and individual sales people to maximize revenue generation.  Partner with VP Ops across GCM to set the sales strategic direction for the region and support the VP Ops in the implementation of all sales plans, strategies and tactics.   Key stakeholders include, Vice Presidents of Operations, Revenue Management, VP Ops Finance, DOS HWS GCM, Marketing and Digital, Commercial Services team.

What will I be doing?

  • As Snr Director Sales Operations GCM, you will be responsible for performing the following tasks to the highest standards:
  • Key responsibility for commercial focus at an area level alongside commercial partners
  • Develops strategies and directions related to the execution of the property''s sales functions in conjunction with VP Ops.
  • Work with functional leaders in capitalizing on Hilton marketing, sales programs while leveraging Hilton Worldwide Sales (HWS) and commercial resources for maximum exposure of the hotels.
  • Design and implement strategies to close the gap in making revenue/EBITDA as well as gaining market share in in local market.
  • Work with the area hotels and Vice Presidents of Operations to develop and help the hotel achieve their business plan objectives. Leverage all the tools in place including database intelligence and Revenue to create focused opportunities for the hotel.
  • Evaluates and identifies business opportunities for hotels and directs accordingly.
  • Develops the strategic planning and coordination with the Senior Director of Revenue Management to maximize revenue.
  • Sets long term goals for the hotels sales department through review of competitive data, demand analysis and market mix that become the basis for short term goals and annual operational planning.  
  • Determines the appropriate objectives for the business and how those objectives are going to be accomplished.
  • Works with Legal and Finance leadership to ensure the overall strategic direction of the hotel is consistent with and supported by these areas.
  • Works with key stakeholders, Commercial Services team and Vice Presidents of Operations, structuring the resources and activities of the hotel''s sales team so objectives are accomplished. 
  • Leads the grouping and assignment of tasks, while ensuring optimal allocation of resources. 
  • Establishes the flow of authority and communication between position and levels within the organization. 
  • Streamlines business processes to maximize efficiency and effectiveness within the department.
  • Manages the cross-functional links between hotels 
  • Ensures that Hilton''s sales systems are leveraged against available data to ensure effectiveness, usage and awareness to help direct sales resources.
  • Provides direction and directives to the RDOSs in the performance of their duties, establishing work priorities and in achieving management objectives. Influences division, departments and individual team members to accomplish the organization''s mission, goals and objectives through motivation, communication, group dynamics and leadership.
  • Assist hotels in maximizing revenue contributions from major distribution channels (HRW/GDS/Internet vendors.  Negotiates and monitors quality and cost of services. 
  • Leverages effective partnerships within the matrix
  • Ensures top level talent is in place within the organization.  Develops current talent to achieve greater strategic goals and performance.
  • Determines staffing needs and oversee the recruiting, selecting, hiring, training and developing of department team members. 
  • Works with direct reports on goals to assist in accomplishing department initiatives, and their own career objectives.   
  • Participate with annual forecast, budget and market plan preparation process.
  • Support new hotel acquisitions through consultation, deployment of HWW Resources, positioning and brand initiation.
  • Ensures business plan and goals are being followed and achieved, providing feedback or revising the plan, if needed. 
  • Establishes and enforces policies and procedures that will improve the overall operation and effectiveness of the Company.
  • Ensures return on invested capital and time resources.
  • Sets and approves departmental/hotels budget
  • Is accountable, in partnership with SVP and Commercial Director GCM, and GCM Functional leaders for making appropriate adjustments in activities, budgets and expenses throughout the fiscal year to ensure optimal financial results.  

What are we looking for?

As Snr Director Sales Operations GCM serving Hilton Brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviors, skills, and values that follow:

Required Qualifications

  • 8 years of experience developing and implementing strategic sales plans
  • 8 years of experience presenting sales plans, presentations, etc. to senior level executives and constituent groups
  • 8 experience working in a collaborative/matrixed environment
  • 5 years working with departmental financial data to make strategic/tactical decisions
  • 5 years of experience evaluating and identifying business opportunities for hotels
  • At least 5 years of experience managing a sales team
  • Years of management or supervisory experience:8
  • Management or supervisory experience type:Director
  • BA/BS/Bachelor''s Degree
  • Flexibility to travel

Preferred Qualifications

  • Preference for advanced degree
  • Minimum of 10 years of progressive sales leadership at a multi-site, multi-branded, consumer-focused organization
  • Experience with sizeable revenue  diverse customers, and dynamic channels throughout the Europe, UK&I
  • Relevant sales experience could be a combination of business-to-business, business-to-consumer, or business-to-business-to-consumer. 
  • Exposure to franchisee businesses could be a plus.
  • 10 years of hospitality experience or Hilton experience
  • MS/MA/Master''s Degree
  • Flexibility to travel
  • Years of management or supervisory experience:8
  • Management or supervisory experience type:Director


See description

Job type
Shanghai, China
Sales & Marketing
Starting in
As soon as possible

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