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Regional Director of Sales, Focus Service

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Regional Director of Sales, Focus Service
Hilton

Posted

Job description

*** The location for this position is virtual/remote ***

Hilton’s Commercial Services organization is comprised of over 4,000 team members driving our sales, revenue management, call center, and analytics functions. These functions are the core of Hilton’s “commercial engine” and are key to Hilton’s ability to drive profitable growth.

What will I be doing:

As the Regional Director, Sales - Focused Service Division, you will lead the development and execution of strategic revenue-generating initiatives for the portfolio of Focused Service hotels that maximizes profitability for the hotels to achieve budgeted revenues and market share targets.

More specifically, you will:

  • Support the hotels in the development, implementation, and achievement of their annual business and market plan objectives
  • Provide leadership, mentorship, and assistance relating to the execution of revenue optimization, policies, and standards as established by Hilton
  • Provide leadership, development, and strategy support to assigned on property sales and commercial support teams
  • Attend executive meetings at each property as required. Balances time effectively between hotels and divisional responsibilities as needed
  • Actively participate in customer-facing events, calls, and meetings with ownership as required
  • Provide coordination of joint initiatives and other hotel/brand alignments to maximize exposure and profitability
  • Support the solicitation efforts of the sales staff through effective oral and written communication while providing a strategic direction of rate, date, and space commitments for group room sales of the property, to include annual planning for targeted growth by segment
  • Develop and implements strategic and tactical plans to maintain the current base and increase the hotel’s share in both transient and group segments
  • Develop tools for revenue generation; provides training and guidance on implementation and continued learning
  • Travel to hotels as needed for in-person strategy and development meetings
  • Provides support for the coordination of ongoing research of the travel industry (local and national market) to detect market trends and related information for the development of new revenue-generating strategies
  • Advise on the efforts to improve potential from various existing and new markets and supervise and maximize revenue contribution from major distribution platforms
  • Prepare and deliver presentations to owners, Area Vice Presidents / Area Directors, General Managers, Directors of Sales, and partners of the portfolio of hotels that provide insight into performance, strategic plans, and tactical execution
  • Assist in developing, training, implementation of divisional programs, procedures, processes, and policies
  • Work with other members of the regional team to coordinate additional support where needed
  • Provide revenue management plans within the hotel to include rate development, the establishment of group thresholds, space utilization policy, deployment strategies through the review of competitive data, demand analysis, and market mix management
  • Works effectively towards utilization and adherence to systems standards: sales information, group sources, revenue management systems, and lead sources
  • Build a positive relationship with the Senior Director to engage and align with revenue management partners; align with needs and strategies to drive revenues
  • Participate in industry organizations as needed
  • Maintain an open line of strong communication between clients, guests, employees, and management
  • Input and retrieve information from computer systems for file maintenance, correspondence, and preparation of forecasts and sales

What are we looking for:

We believe the success in this role will demonstrate itself through the following attributes and skills:

  • Proven track record of successes in achieving revenue objectives
  • Ability to recruit, empower and train sales team
  • Strong analytical skills that contribute to analyzing industry trends and adapting to changing markets
  • Manage extensive amounts of information and provide constructive feedback/direction
  • Multi-tasker who prioritizes multiple projects and activities with a cool-head under time constraints, effectively executing concurrent demands
  • Deep understanding of Excel and creating master templates for divisional
  • Self-starter with excellent time leadership skills. This includes working on multiple initiatives at a time under tight deadlines while handling the expectations of all partners
  • Ability to produce sales communications
  • Works effectively both independently and in a team
  • Ability to delegate, lead and organize complex projects and establish priorities consistent with Sales Department and Hotel objectives
  • Effectively work together with Area Vice Presidents, Area Directors, General Managers, Directors of Sales, Sales staff, Clients, Owners, some of whom will require high levels of persistence, tact, and diplomacy
  • Creative presentation skills, including crafting and delivering impactful presentations
  • Lead multiple projects, meet and work effectively under time and resource constraints
  • Social skills with the ability to listen, communicate goals, and set expectations
  • Strong communication skills, including diplomatic collaboration, and sharing those messages with a broad range of audiences
  • Self-motivation skills allowing you to take initiative on identifying, prioritizing, Problem-solving, and implementing tasks that are in keeping with core strategic goals
  • Mentoring skills to advocate and implement professional development for self and direct reports. This includes adhering to performance feedback standards
  • Problem-solving skills to find creative solutions in developing, prioritizing, and implementing strategic plans
  • Manage development skills that lend to tracking expenses against commitments, setting priorities for funding, and developing annual budgets

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

  • Seven (7) years of experience in the Hospitality Management, Sales, or Revenue Management field
  • Four (4) years of management experience
  • Three (3) years of previous operation/sales leadership experience
  • Multi-unit management experience
  • Travel up to 50% of the time

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

  • OnQ or OnQ Rate & Inventory certification
  • GRO and/or Delphi FDC experience

What is it like working for Hilton?

The future of hospitality is bright at Hilton: a leading global hospitality company with a diverse portfolio of world-class brands. Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more than 100-year history. Hilton is proud to have an award-winning workplace culture, and we are consistently named among one of the World’s Best Workplaces.

We support the mental and physical wellbeing of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton travel discount program. Hilton prioritizes understanding and integrating our Team Members’ unique perspectives and voices—along with those of our Guests, Owners, Suppliers, and Partners—to cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton! 

We are an equal opportunity employer and value diversity at our company. We will ensure that qualified individuals with protected disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions of his or her role, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

For Colorado applicants only: The annual salary range for this role starts at $100,000 and is based on applicable and specialized experience and location. Hilton offers its eligible team members a comprehensive benefits package including medical and prescription drug coverage, dental coverage, vision coverage, life insurance, short-and long-term disability insurance, a 401(k) savings plan, paid time off, and our travel discount. Subject to plan terms and conditions, you will be eligible to participate in the Hilton Sales Incentive (Bonus) Plan consistent with other team members at the same level and/or position within the Company.

Details

Job type
Full-time
Location
McLean, VA, United States
Department
Sales & Marketing
Starting in
As soon as possible
Duration of the contract
Indefinite

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