Regional Director, Sales - Australasia

[{{ $ | translate}}] Regional Director, Sales - Australasia
Hilton Sydney


Job description

Job Summary

The Regional Director, Sales - Australasia will lead and drive all sales efforts in Australasia to ensure all Hilton branded hotels are market share leaders with an objective of achieving hotels budgeted revenue, increasing RevPAR Index and market share targets.  This position is responsible for establishing and implementing sales and commercial strategies to maximise profitability and share and align the Australasian sales functions of the on property sales teams, HWS, ASO and CDT teams in line with the overall strategic direction of APAC and the Hilton Enterprise. The role holder will attract and manage the best in class sales talent; develop and retain the existing sales talent within the organization.  The role holder is also responsible for maintaining and growing the strongest customer relationships in the industry.  

Partner with the Vice President of Operations in the region to set the sales direction for the region and support the Vice President Operations in the implementation of all sales plans, strategies and tactics. Key stakeholders include, Vice Presidents of Operations, Revenue Management, Ops Finance, HWS, Marketing and Digital.

What will I be doing?

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

Directing Activities

  • Responsibility for commercial focus at regional level alongside commercial partners
  • Provides direction on the execution of the property''s sales functions in conjunction with VP Ops and GMs  as appropriate
  • Influences and implements strategies to close the gap in making revenue/ EBITDA as well as gaining market share in local market
  • Works with the Australasian hotels to develop and support them to achieve their business plan objectives
  • Leverage all available tools including database intelligence and revenue to create focused opportunities for hotels
  • Evaluates and identifies business opportunities for hotels and directs accordingly
  • Develops powerful relationships with decision makers and influencers within the top producing accounts
  • Develops powerful relationships with all key stakeholders
  • On an annual basis identifies the key retention and acquisition accounts for each sales person
  • Actively seeks out new sources of business
  • Drives share of wallet growth from key clients across the region
  • Agrees the pricing and rate structures for sales managed segments to optimise current and longer-term market share
  • Maintains contact with major customers in order to support and assess sales effectiveness of hotels
  • Supports important negotiations with key customers, impacting key hotels of the region
  • Develops regional sales activities through Commercial Focus for the benefit of the hotels across the region
  • Leads the grouping and assignment of tasks, while ensuring optimal allocation of resources
  • Streamlines business processes to maximize efficiency and effectiveness
  • Manages the cross-functional links between hotels
  • Ensures that Hilton''s sales systems are maximised to ensure effectiveness, usage and awareness to help direct sales resources
  • Provides direction and directives to the Directors of Sales and DBD''s in the performance of their duties

Planning Activities

  • Preparation of annual Sales and Commercial Plans and Budgets to achieve goals and control sales costs
  • Input into hotel forecasting
  • Validation revenue plans and hotels commercial plans to ensure hotel budgets are met in the Sales Influenced Segments and GC&E
  • Analysis account production and input to rate strategy
  • Actively participates in Commercial Focus Meetings as appropriate
  • Analyses all available revenue and GC&E reports and implement strategies accordingly
  • Controls and coordinates participation in annual trade shows for the highest productivity and ROI

Get the greatest share of Australasia''s B2B demand

  • Develops key account management which increases Hilton''s market power and closer matches the way customers choose to buy
  • Leverages the Hilton Worldwide Engine
  • Repurposes teams to ensure that sales resources are mobilized to drive market share from Key Accounts with the highest potential
  • Ensures that Global Key Accounts active in the region are managed by an appropriate senior sales person
  • Develops powerful personal relationships with decision makers and influencers within the top producing regional accounts
  • Ensures that measurement systems are in place to track the production of all targeted accounts
  • Ensures that local hotel sales plans align with overall regional and enterprise-wide plans
  • Drives B2B account base for all properties in the system
  • Develops the right Account Plans
  • On an annual basis, identifies the key retention and acquisition accounts for each sales person
  • Actively seeks out new sources of business

People Activities

  • Participates in the recruitment, selection, hiring, career development  and coaching and mentoring of sales team members
  • Evaluates performance and spot sales talent within the region and develop it for future increased responsibility
  • Creates succession plans for senior sales positions
  • Ensures that sales team members have clear and appropriate targets for revenue generation, appointments are conducted and accounts are retained and acquired
  • Ensures that performance is reviewed on a regular basis, recognizing and celebrating success and refocusing efforts where targets are missed
  • Ensures that appropriate skills and product training is available to all sales team members in conjunction with Global Hilton Sales Training Programmes
  • Is a coach and mentor to the sales team, regularly participating in joint sales calls, weekly activity reviews and monthly and quarterly account production reviews
  • Addresses performance issues in a supportive, timely and decisive manner
  • Ensures that all sales people in the region are inter-connected, trained and equipped to sell all brands locally, nationally and globally
  • Encourages the movement of sales people around the region and between hotels

Monitoring Activities

  • Ensures business plans 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
  • Ensures return on invested capital and time resources
  • Participates with annual forecast, budget and market plan preparation process
  • Assists in developing departmental and hotel budgets as required
  • Validates and approves Sales Incentive Plan targets

Direct Reports

  • Hilton Worldwide Sales - HWS
  • Area Sales Office - ASO
  • Customer Development Team - CDT

What are we looking for?

A Regional Director, Sales - Australasia  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:

  • Experience in the hotel, travel and leisure industry
  • Ability to create and develop highly motivated and performing sales teams
  • Experience in developing and implementing strategic plans
  • Experience in facilitation, negotiation, conflict resolution, and a demonstrated ability to lead and manage others through influence and  collaboration within a matrixed environment
  • Ability to analyse data, create compelling business cases, coupled with great influencing skill to present the findings and propose strategic and tactical recommendations to senior leaders
  • Sensitivity and ability to maintain the privacy and confidentiality of information, protect the assets of the Company, act with ethics and integrity, and adhere to the Company''s Code of Conduct and policies and procedures
  • A minimum of 3-4 years of experience in a similar role and 4 years of management or supervisory experience
  • Australasian experience
  • 15% travel time
  • Experience in managing a large team
  • Strategic planning and execution skills
  • Strong communication skills

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

  • Significant experience within progressive sales leadership at a multi-site, multi-branded, consumer-focused organization
  • Experience with sizeable revenue  diverse customers, and dynamic brands and channels
  • 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

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
Sydney, Australia
Sales & Marketing
Starting in
As soon as possible

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