Director of Sales - India

[{{ $ | translate}}] Director of Sales - India
Hilton - Regional Office - India


Job description

Job Summary

An Director of Sales will be responsible for a team who manage and grow the highest value and largest potential Share of Wallet accounts for Hilton Worldwide, across a country, region or vertical market.  The role will look after the team to ensure accounts are appropriately managed on a local, national, International & Global basis where relevant.  They will be accountable for the performance of the team on selected accounts on a local, national and Global basis.   They will create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers. 

  • To be accountable for the performance of a team of three Director of Sales for the key accounts they manage within the country.
  • To do all of the above this they need to 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 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
  • Be owner agnostic

What will I be doing?

As Director of Sales- India, you will be responsible for performing the following tasks to the highest standards:

Planning Activities 30%

  • Develop key account management which increases Hilton''s market power and closer matches the way customers choose to buy.
  • Develop the right Account Plans & strategies focusing on shifting unfair share
  • Repurpose & direct teams to ensure that sales resources are mobilized to drive market share from Key Accounts with the highest potential
  • Ensure that Key Accounts active in the team are managed by an appropriate senior sales person
  • Develop powerful personal relationships with decision makers and influencers within the top producing accounts
  • Ensure that measurement systems are in place & robust to track accurately the production of all targeted accounts.
  • On an annual basis identify the key retention and acquisition accounts for each sales person.
  • Actively seek out new sources of business from existing accounts / new accounts.
  • Set team objectives that are aligned with the business
  • Work with the relevant organizations and Associations in this space to ensure that Hilton Worldwide achieves maximum gain and exposure

Organizing Activities 30%

  • Ensure that all sales people in the team 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 in conjunction with global Hilton sales training programs.
  • Ensure that performance is reviewed on a regular basis, recognizing and celebrating success, and refocusing effort where targets are missed.
  • Ensure that all hotel sales people have clear and appropriate targets for revenue generated, appointments conducted, and accounts retained and acquired
  • Ensure that appropriate skills and product training is available to all sales team members in conjunction with global Hilton sales training programs.
  • Ensure that all sales people know who to refer sales leads to at other Hilton Worldwide hotels.
  • Implements measurement metrics to ensure effectiveness of teams
  • Plans and directs assignment of tasks ensuring optimum effectiveness and use of resources
  • Agree and monitor annual sales incentive programs.

Directing Activities 20%

  • Directs development and administration of team.
  • Provides direction to team members and establishes work priorities to achieve management objectives for those accounts managed by incumbants.
  • Executes organisational directives and encourages achievement of goals through motivation, communication and leadership.
  • Conducts effective management of third parties, identifies vendors and monitors costs and quality of service.
  • Reviews Account Development Plans on a quarterly basis, updating records accordingly.
  • Implements account specific marketing initiatives to help drive the business.
  • Agrees marketing activity to underpin the account strategies and deliver increased customer / market share.

Staffing Activities 5%

  • Ensures 1:1''s are conducted with the team as appropriate to accomplish goals.

Controlling Activities 15%

  • Directs and implements proper controls 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.
  • Works within approved budgets and adjusts activites and expenses to ensure optimal financial results.
  • Develops and maintains Hilton Best Practice to ensure accurate and up-to-date customer account 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, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

  • Control annual trade shows/fairs activity and ROI.
  • Support new openings within Hilton Worldwide
  • Monitors and maintains a close, accessible relationship with DBDs and DOSs, General Managers, Senior Stakeholders of hotels and Hilton Worldwide
  • Supports management of key accounts in assigned area.
  • Coordinate / organize trade shows, road shows, sales
  • Attend sales review & communication meeting as and when required.
  • Comply with Hilton Worldwide''s company policies
  • Additional supportive functions as appropriate

What are we looking for?

An Director of Sales- India 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, behaviours, skills, and values that follow:

  • Excellent communication skills:  presentations, written and public speaking
  • Ability to direct collaboration among cross-functional teams including external resources
  • Ability to analyse departmental financial data in order to make strategic and tactical decisions
  • 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 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 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
  • Extensive understanding of local market and industry in order to make recommendations on how to achieve the targets
  • Ability to recommend segmentation and targeting proposals and to assess marketing implications and aggressively manage to ensure profitability
  • 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
  • Significant work experience in customer facing, revenue generating roles including management experience
  • Experience working in multi-cultural or international settings
  • Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles
  • In-depth knowledge of business sector manages
  • International experience advantageous
  • Working knowledge of at least one other European language

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!


See description

Job type
Gurugram, India
Sales & Marketing
Starting in
As soon as possible

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