Job Overview:
The Director of Sales, Hilton Worldwide Sales (HWS) -Australasia will be responsible for a team who manage and grow the highest value and largest potential share of wallet accounts based in Australasia 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 and global basis where relevant. You will be accountable for the performance of the team on selected accounts on a local, national and global basis. You will create and communicate the account strategies to drive increased market share and demonstrate value to both internal and external customers.
What you’ll do:
- Ensure measurement systems are in place and robust to track accurately the production of all targeted accounts.
- Develop and maintain Hilton best practice to ensure accurate and up-to-date customer account information is kept.
- Monitor and maintain a close, accessible relationship with Commercial Directors, Directors of Sales, General Managers, senior stakeholders of hotels and Hilton Worldwide.
- Identify the key retention and acquisition accounts for each salesperson on annual basis.
- Actively seek out new sources of business from existing accounts / new accounts.
- Develop key account management which increases Hilton’s market power and closer matches the way customers choose to buy.
- Develop powerful personal relationships with decision makers and influencers within the top producing accounts.
- Support new openings within Hilton Worldwide.
- Repurpose and direct teams to ensure sales resources are mobilized to drive market share from key accounts with the highest potential.
- Implement account specific marketing initiatives to help drive the business.
- Work with the relevant organizations and associations in this space to ensure that Hilton Worldwide achieves maximum gain and exposure.
- Develop the right account plans and strategies focusing on shifting unfair share.
What you’ll have:
- Excellent communication skills: presentations, written and public speaking.
- Ability to take initiative to identify, prioritize and implement actions required to achieve functional goals.
- Lead by example to resolve conflicts, introduce change, and ensure collaboration among others.
- Hospitality industry experience preferred in a sales role
- 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.
- Able to travel up to 15% of the time.
- Ability to recommend segmentation and targeting proposals and to assess marketing implications and aggressively manage to ensure profitability.
- Extensive understanding of local market and industry to make recommendations on how to achieve the targets.
- BA / BS / Bachelor’s Degree
- Proven understanding of client’s business and category, including business plans, competitive environment and distribution channels and product financials.
- Ability to analyze departmental financial data to make strategic and tactical decisions.
- Budget development and management skills.
- Ability to direct collaboration among cross-functional teams including external resources.
- Ability to deliver performance feedback to subordinates to improve overall performance.
- Experience working in multi-cultural or international settings